Position Summary
The Director of Revenue Operations leads Casella’s Revenue Operations function with enterprise accountability for pricing strategy, price realization, revenue reporting, KPI governance, forecasting support, and process improvement. This strategic leadership role optimizes the Company’s go-to-market engine by bridging Sales, Finance, and Operations to drive profitable growth across commercial, industrial, residential, municipal, and specialty service lines.
The role is responsible for ensuring accurate, timely, and actionable insights into revenue performance, customer trends, retention, margin opportunities, and operational effectiveness. The Director leads a team of analysts and partners cross-functionally to model scalable growth, strengthen pricing discipline, and improve revenue capture and accountability.
Hiring Range - $125,000 to $190,000 annually based on experience, education, and skills.
Key Responsibilities
- Drives pricing strategy and realization by governing price increases, fee execution, discounting, exceptions, and minimizing pricing leakage across markets and segments.
- Leads enterprise revenue analytics by evaluating performance by market, region, customer segment, service line, and channel to identify growth and margin opportunities.
- Delivers actionable insights by translating complex data on pricing, revenue, churn, retention, and margin into clear executive recommendations and action plans.
- Establishes KPI governance and reporting standards to ensure a single source of truth across Revenue Operations, Sales, Finance, and Operations.
- Develops and maintains forecasting models that provide visibility into new business, renewals, pricing actions, and revenue risk aligned to financial reporting standards.
- Implements dashboards and performance tools that provide leadership with timely visibility into revenue, volume, yield, margin, and sales productivity metrics (e.g., ARPU, CAC, lifetime value).
- Strengthens revenue processes and controls by leading audits of pricing, fee compliance, and revenue management practices while improving lead-to-cash efficiency.
- Partners cross-functionally with Sales, Finance, Operations, Sales Operations, and Customer Care to align strategies, validate assumptions, and execute revenue initiatives.
- Leads and develops a high-performing team by setting priorities, coaching analysts, removing barriers, and ensuring rigorous, high-quality analytical output.
Nature & Scope
The Director of Revenue Operations demonstrates comprehensive knowledge of Casella’s pricing practices, revenue streams, customer lifecycle, and service offerings within the waste and environmental services industry. The role requires strong financial and operational acumen to connect pricing, volume, customer retention, margin, and operational performance into cohesive insights that drive business decisions.
This position owns the enterprise revenue operations model, including pricing strategy, price realization, forecasting, performance measurement, and process optimization. The Director ensures consistency in KPI definitions, reporting methodologies, and performance expectations while providing leadership with clear visibility into planned versus actual outcomes, revenue risks, margin expansion opportunities, and corrective actions.
Operating in a highly matrixed environment, the role partners closely with Sales Operations on execution inputs while aligning broader revenue governance across functions. The Director builds strong relationships across field leadership and corporate teams, influencing decisions and driving accountability.
The role also maintains awareness of external market dynamics—such as waste commodity pricing, disposal capacity constraints, and competitive activity—and incorporates these factors into pricing strategies, contract structures, and revenue models. This includes developing dynamic pricing frameworks, discount structures, escalators, and margin thresholds to optimize long-term profitability.
The Director leads a team of Revenue Operations Analysts, establishing operating rhythms, prioritizing initiatives, and ensuring the delivery of high-impact insights that support strategic and operational decision-making.
Education, Experience & Qualifications
Bachelor’s degree in Business, Finance, Economics, Data Analytics, Accounting, or a related field is required; an MBA or advanced degree is preferred. The successful candidate will bring a minimum of eight (8) years of progressive experience in Revenue Operations, Pricing, Sales Operations, Finance, Business Analytics, or a related discipline, including demonstrated success leading revenue reporting, pricing strategy, KPI governance, and forecasting initiatives.
Prior leadership experience developing and managing teams in a collaborative, cross-functional environment is preferred. Experience within industrial, logistics, environmental services, or other service-based industries is highly desirable. The role requires strong analytical and financial acumen, advanced proficiency in Microsoft Excel and PowerPoint, and experience with CRM platforms (e.g., Salesforce) and business intelligence tools such as Power BI, Tableau, or Looker. The ideal candidate will possess exceptional communication, organizational, and problem-solving skills, with the ability to translate complex data into actionable insights and effectively partner across the Sales, Finance, and Field Operations teams.
Attributes
Highly analytical and strategically minded, with strong financial and business acumen and a high degree of ownership, this leader excels at interpreting complex data, influencing cross-functional stakeholders, and communicating clearly, persuasively, and pragmatically at all organizational levels. The role requires intellectual curiosity, sound judgment, and a continuous improvement mindset, along with the ability to build strong relationships, lead teams effectively, and balance consistency with flexibility in a dynamic, operationally driven environment.
