Director of Revenue Operations

Join the ACI Learning Adventure!

Our Mission: Welcome to a new era of learning, where individuals and organizations come to transform goals into measurable success. At ACI Learning, we believe that anything worth doing is worth leading the way—with innovation, exceptional experiences, and impactful results.

The ACI Team: Imagine collaborating with over 200 of the brightest minds who are passionate, grounded, and dedicated to shaping the future of eLearning. Together, we’re not just a team; we’re a movement in one of the most exciting times in tech.

Purpose-Driven Culture: At ACI Learning, work isn’t just a job. It’s a passion we pour into every project, every day. We celebrate creativity, innovation, and the joy of doing what we love.

Your Opportunity: Are you ready to be part of something transformative? Dive into a world of collaboration, growth, and endless potential. Apply now and help lead the change!

ACI Learning is a leading provider of audit, cybersecurity and IT training solutions, empowering individuals and organizations worldwide to improve their technical capabilities and their cybersecurity with compelling and comprehensive training. Our leadership position extends even further to our new SaaS Learning Platform myACI that goes beyond audit, cyber and IT training to provide organizational and individual knowledge assessment, analytics and training delivery with integrated AI to understand capabilities and skill gaps for organizations.

What You'll Do

• Strategy & Alignment: Partner with CMO and CRO and other GTM leaders to design and drive the execution of a cohesive revenue strategy that aligns with company goals.

• Forecasting & Analytics: Own revenue forecasting, pipeline health reporting, and performance dashboards. Provide actionable insights that inform GTM decisions.

• Process Optimization: Identify and eliminate bottlenecks in the buyer and customer journey. Streamline lead-to-cash processes to increase conversion and retention.

• Tech Stack Optimization: in collaboration with ACI’s VP of Enterprise Apps, lead the strategy, sales and marketing usage and ongoing optimization of key GTM systems (e.g., Salesforce, HubSpot, and Outreach).

• Planning & Compensation: Support annual planning processes including headcount modeling, territory design, quota-setting, and compensation strategy.

• Cross-functional Leadership: Act as a connective tissue across GTM, Product, and Finance to ensure alignment and drive key initiatives forward.

• Team Leadership: Build, lead, and mentor a high-performing RevOps team with a culture of collaboration, accountability, and continuous improvement. You will have two direct reports initially.

What You'll Need (Requirements)

• 5+ years of experience in Revenue Operations, Sales Operations, or similar roles at a Director or Sr Director level, within high-growth SaaS or recurring revenue businesses with direct sales motions for New Customer Acquisition and Existing Customer Expansion.

• Proven success building and scaling RevOps teams of a minimum 2-5 individuals, supporting a $40M+ ARR organization with a minimum Sales & Customer Success combined team size of 20+ individuals.

• Extensive knowledge in Salesforce and HubSpot with a thorough understanding of utilizing systems to optimize the lead journey, sales stages, and transition to customer success.

• Strong analytical mindset with experience turning complex data into clear insights.

• Exceptional communication and stakeholder management skills.

• Experience working with executive leadership and influencing at all levels of the organization.

• Prior experience supporting both high velocity SMB sales motions and enterprise/ channel/partner sales motions is required.

What Will Make Us Love You

• Being a Salesforce Certified Administrator is strongly preferred.

• You can navigate ambiguity and build processes from scratch.

What We're Counting On From You

First 60 Days

• Deliver a Revenue Operations Plan that outlines the recommended cadence and feedback loops necessary to support a high-performing, aligned sales model.

• Assess current Sales Guides and processes and recommend standardized pipeline stages and definitions across all revenue channels to enable actionable pipeline analysis and drive consistent forecasting, within 30 days.

• Within 30 days - deliver an Analytics Roadmap with a list of what insights are needed and will be delivered for the following 4 quarters.

• Partner with Sales and Marketing leadership to define a shared Revenue Funnel Target within 60 days, including clear conversion metrics and contribution expectations from each business unit.

• Create standardized role charters and performance expectations for Analytics manager and Marketing Operations Manager including metrics and success criteria for each role within 60 days.

• Establish a rigorous Forecasting and Pipeline Review process within 60 days that enables proactive revenue insights for the Leadership Team — providing clear in-quarter visibility, variance explanations, and predictive modeling for future quarters.

• Within 60 days, develop a plan to maximize tech stack adoption by ensuring 100% of GTM team is onboarded and proficient in all key technologies in partnership with Sales Enablement.

Longer Term

• Collaborate with the CFO, CMO and CRO to build a 2026 Revenue Operations Plan that supports the broader revenue targets, aligning hiring plans, tech stack investments, and operational KPIs to the growth model by the end of October 2025.

• Lead the operationalization of 2026 Sales Compensation Plans by the end of November 2025, ensuring plan modeling, payout mechanics, quota setting, and systems readiness are fully aligned and documented across Sales and Customer Success.

• Support Strategic Business Expansion Plans in new market segments and geographies by building operational readiness assessments, process frameworks, and technology enablement roadmaps.

Why ACI Learning is Your Next Big Move

Comprehensive medical, dental, and vision coverage — starting the 1st of the month after your hire date.

Four weeks of paid parental or medical leave, so you can focus on what matters most.

Flexible PTO policy, sick time, and eight paid holidays — because we believe in balance.

401(k) retirement plan with immediate vesting and up to 5% matching contributions — we invest in your future from day one.

One free course each year after 90 days — advancing your skills is part of the job.

Tuition assistance to support your continued education and professional growth.

We are committed to the values of diversity, equity, and inclusion, and strive to ensure that it is interwoven into the fabric of our organization. We support and nourish an inclusive and welcoming environment for employees from diverse backgrounds.

At ACI Learning, we offer a competitive, experience-driven salary range that aligns with your qualifications and contributions. To that end, the posted salary range reflects our most reasonable assumption of what we anticipate paying for this position at the time of posting.