Senior Director, Revenue Operations

Job Description

<p><p>OpenText is a global leader in information management, where innovation, creativity, and collaboration are the key components of our corporate culture. The Cloud Renewal Operations role drives a clear understanding of Cloud revenues, linkages to renewal KPIs, revenue-to-bookings relationships, RPO and cRPO, and provides insightful financial analysis and forecasting for the cloud services business. This role leads a team responsible for revenue and renewal bookings forecasting, planning, analysis, and reporting across all Cloud business units. The role collaborates closely with Customer Management, Sales, Customer Success, Product, and Finance to provide key insights and actions to maximize revenues within the cloud customer base. The ideal candidate will possess a strong understanding of SaaS business models, renewal best practices, financial acumen, and the ability to translate data into actionable strategies.</p>
<h3>Overview</h3>
<p>The Cloud Renewal Operations is a critical leadership role responsible for driving understanding of cloud revenues, renewal KPIs, revenue-to-bookings relationships, RPO & cRPO, and providing insightful financial analysis and forecasting for the cloud services business. This individual will lead a team responsible for renewal and revenue forecasting, planning, analysis, and reporting across all Cloud BUs.</p>
<h3>Responsibilities</h3>
<ul>
<li>Financial Planning and Analysis:
<ul>
<li>Develop and maintain accurate renewal forecasting models, providing visibility into future revenue streams and potential risks.</li>
<li>Analyze variances between actual results, forecast, prior year, and sequential quarters, providing clear explanations.</li>
<li>Analyze renewal data to identify trends, opportunities, and challenges, and provide actionable insights to leadership.</li>
<li>Partner with the Finance team on revenue recognition, billing processes, and financial reporting related to renewals.</li>
<li>Lead the annual and long-term financial planning processes for the cloud services business.</li>
<li>Identify opportunities to improve data quality and reporting processes related to renewals.</li>
</ul>
</li>
<li>Operational Excellence:
<ul>
<li>Support the Cloud leader in ensuring efficient and effective execution of renewal processes.</li>
<li>Identify and implement process improvements and automation opportunities to streamline workflows and enhance efficiency.</li>
<li>Ensure data integrity and accuracy within renewal systems and other relevant systems related to renewal activities.</li>
</ul>
</li>
<li>Cross-Functional Collaboration:
<ul>
<li>Partner with Customer Management and Sales leadership to align on revenue and bookings forecasts, renewal strategies, and ensure seamless handoffs on closing activities.</li>
<li>Collaborate with Rev Rec team on closing activities, contract terms, pricing, and revenue recognition matters, as well as revenue reporting such as RPO, cRPO, and Renewal Rate analytics.</li>
<li>Work with Product teams to provide feedback on product-level revenues, retention and expansion rates.</li>
<li>Communicate effectively with all stakeholders on renewal performance, forecasts, and key initiatives.</li>
</ul>
</li>
<li>Team Leadership and Development:
<ul>
<li>Build, lead, and mentor a high-performing renewal operations team.</li>
<li>Set clear objectives, provide regular feedback, and support the professional development of team members.</li>
<li>Foster a collaborative and results-oriented team culture.</li> </ul>
</li>
</ul>
<h3>Qualifications</h3>
<ul>
<li>Bachelor's degree in Business Administration, Finance, Economics, or a related field. MBA or advanced degree preferred.</li>
<li>10+ years of progressive experience in renewal operations, sales operations, finance, or customer success within a SaaS or cloud-based software company.</li>
<li>Strong understanding of SaaS business models, subscription-based pricing, and key SaaS metrics (e.g., churn rate, renewal rate, expansion rate).</li>
<li>Excellent analytical and problem-solving skills with the ability to interpret complex data and translate it into actionable insights.</li>
<li>Strong financial acumen and understanding of revenue recognition principles.</li>
<li>Excellent communication, presentation, and interpersonal skills with the ability to effectively interact with all levels of the organization.</li>
<li>Proven ability to lead and motivate a team, fostering a collaborative and high-performance environment.</li>
<li>Strong project management skills with the ability to manage multiple priorities and meet deadlines.</li>
<li>Experience working in a large, complex, and global organization is a plus.</li>
</ul>
<p>OpenText's efforts to build an inclusive work environment go beyond simply complying with applicable laws. Our Employment Equity and Diversity Policy provides direction on maintaining a working environment that is inclusive of everyone, regardless of culture, national origin, race, color, gender, gender identification, sexual orientation, family status, age, veteran status, disability, religion, or other basis protected by applicable laws.</p>
<p>If you need assistance and/or a reasonable accommodation due to a disability during the application or recruiting process, please contact us at hr@opentext.com. Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText's vibrant workplace.</p>
<h3>Seniority level</h3>
<ul>
<li>Director</li>
</ul>
<h3>Employment type</h3>
<ul>
<li>Full-time</li>
</ul>
<h3>Job function</h3>
<ul>
<li>Finance and Sales</li>
</ul>
<h3>Industries</h3>
<ul>
<li>Software Development</li>
</ul>
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