Senior Director Revenue & Sales Operations

The Senior Director of Revenue & Sales Operations leads key elements of A10’s global commercial operations, with a focus on sales performance analytics, go-to-market (GTM) planning, channel operations, sales process optimization and systems enablement. This highly cross-functional role is instrumental in enabling scalable growth, improving operational efficiency, and ensuring consistent commercial execution across the global sales organization. Reporting directly to the EVP of Sales and Marketing, this leader will initially lead the GTM Business Partner and Channel Operations teams, with future planned responsibility for the Sales Order Administration (SOA) and Global Deal Desk functions. The role will also serve as the business lead for A10’s CPQ (Revenue Cloud Advanced) implementation, ensuring seamless integration into the quote-to-cash lifecycle. As the operational counterpart to Finance, this position will partner closely with Sales, Marketing, Customer Success, Product, Legal and Finance to align operational processes, improve visibility into performance, and support A10’s go-to-market strategy. While not directly responsible for forecasting or revenue reporting, this leader must possess a strong understanding of financial processes and commercial metrics to effectively collaborate across functions and ensure cohesive execution.

Key Responsibilities

Lead the GTM Business Partner function to enable sales teams with operational support, process guidance, and go-to-market program execution

Oversee Channel Operations, including partner enablement, co-sell program governance, and performance tracking

Drive continuous improvement across sales productivity, deal velocity, and operational consistency

Support Sales leadership in operational readiness for new product launches, pricing initiatives, and GTM programs

Serve as the business lead for CPQ (Revenue Cloud Advanced) implementation—driving requirements, adoption, and integration with commercial policy / processes

Over time, assume leadership of the Sales Order Administration (SOA) and Global Deal Desk functions to streamline order processing, deal structure governance, and non-standard term evaluations

Partner cross-functionally to ensure quote-to-cash processes are efficient, compliant, and aligned with business objectives

Develop and implement consistent operational metrics and dashboards to enhance visibility and decision-making across the global sales organization

Qualifications

12+ years of progressive experience in Sales Operations, Commercial Execution, or GTM Strategy in global B2B tech or SaaS environments

Demonstrated success building scalable operations and leading cross-functional teams

Strong understanding of sales processes, quote-to-cash workflows, pricing governance, and commercial policy

Experience with CPQ systems (Salesforce Revenue Cloud or equivalent) and ownership of implementation or optimization projects

Deep financial and analytical acumen, with the ability to partner effectively with Finance on forecasting, performance metrics, and operational insights

Knowledge of ASC 606 / IFRS 15 principles and their operational impact

Advanced Excel and analytical modeling skills; proficiency with Salesforce, ERP (Oracle / SAP), and data visualization or sales performance management tools preferred

MBA or equivalent leadership experience preferred

Excellent business judgment, communication, and stakeholder management skills, with a proven ability to influence senior leadership and drive execution across teams

A10 Networks is an equal opportunity employer and a VEVRAA federal subcontractor. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law. A10 also complies with all applicable state and local laws governing nondiscrimination in employment.

Compensation : up to $260K USD

#J-18808-Ljbffr