Mimecast

Mimecast

Senior Director, Revenue Operations

United States of America - Florida - Remote · Director

Sponsorship not specified$184k-$276kDetected 5 days ago
CybersecurityStakeholder ManagementSalesERPLeadershipCommunicationNetSuite

About the role

  • Mimecast is seeking a Senior Director Revenue Operations to set the strategy for, and lead the execution of, how we contract and bundle our products and plans. Sitting at the intersection of Sales, Finance, Product, Legal, and IT/GTM Business Systems, you will ensure contracting, licensing, and bundling decisions create clear customer value, increase revenue, and make it easier for customers and partners to do business with Mimecast, while supporting clean, reliable data across Salesforce.com and downstream reporting systems.
  • Reporting to the SVP, Revenue Operations, you will own the strategic roadmap for MSP modernization, new product introductions, and the systems and process changes needed to support new pricing and billing models. You will set direction, drive cross-functional alignment, and represent this workstream with senior and executive stakeholders.
  • Mimecast is seeking a Senior Director Revenue Operations to set the strategy for, and lead the execution of, how we contract and bundle our products and plans.

Responsibilities

  • Partner with Product as the Revenue Operations conduit for field and customer feedback, helping shape bundling strategies that drive revenue, customer value, and retention.
  • Own go-to-market readiness for new and acquired product introductions, partnering with Product and Product Marketing leadership to ensure contracting, licensing, and quoting readiness ahead of launch.
  • Align with Licensing and Renewals and Deal Desk to develop and maintain clear licensing and renewal playbooks, guiding licensing teams on the appropriate approach for each deal type.
  • Partner with Legal, Finance, and Sales Operations leadership to ensure contract and licensing processes scale efficiently as deal complexity grows.

Requirements

  • 10+ years of experience in Deal Desk, Sales or Revenue Operations, contracts, or GTM Business Systems, including several years in a senior leadership capacity, ideally within a SaaS or subscription-based business.

Nice to have

  • Experience with RCA and/or NetSuite ERP is a plus.

Compensation

  • T he base salary range for this position is 184K - 276K plus benefits.

Company info

  • your race, age, religion, sexual orientation, gender identity, ability, marital status, nationality, or any other protected characteristic won't affect your application.
  • If you require any adjustments or accommodations due to a disability, or any other reason that may help you in your interview process, please let us know by emailing careers@mimecast.com.
  • Due to certain obligations to our customers, an offer of employment will be subject to your successful completion of applicable background checks, conducted in accordance with local law.
  • It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment.
  • Lead efforts to streamline how Mimecast licenses new customers, migrates existing customers, and processes expansions and amendments in its systems.
  • Own the design and implementation of updated pricing and billing models, including a move toward consumption-based models for MSPs, standard resellers, and direct customers.
  • Partner with Product to improve contract and bundle structures and develop prescriptive plays that make it easier for internal teams, customers, and partners to do business.
  • Partner with IT to automate pricing plays and generate quote outputs that support strong outcomes for customers and Mimecast while reducing manual intervention from sales representatives.
  • Provide guidance on pricing calculations for complex transactions, including migrations and bundle upgrades, so the field can clearly represent the offering's value to customers.
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