Director, Revenue Strategy & Programs
ControlCase, LLC, Fairfax, VA, United States
ControlCase is the leading global provider of certification, cybersecurity, and continuous compliance services. We help organizations design and operate strategic information security and compliance programs across on- As we continue to scale globally, we are investing in the programs, processes, and systems that enable consistent, efficient, and well-coordinated revenue growth.
The Role We are seeking a Director, Revenue Strategy & Programs to help design, build, and scale the programs and processes that support our global revenue organization.
This role reports to the Chief Revenue Officer and works closely with Marketing, Delivery, Finance, Customer Success, and the entire global Senior Leadership Team to ensure key initiatives are clearly defined, well-coordinated, and effectively executed.
This is a highly collaborative, matrixed role for someone who can evaluate how the business operates, identify opportunities to improve performance, design practical solutions, and work directly with teams to execute them. In certain areas, priorities and direction will be driven by Marketing leadership.
The role does not require ownership of all systems or teams. Instead, it is responsible for bringing clarity, structure, and follow-through to cross-functional initiatives, ensuring that priorities translate into execution.
This is a hands‑on role. You will personally contribute to the work: building materials, shaping programs, working in systems, and helping drive initiatives through completion. This role is expected to move from problem identification through solution design and into execution, including building plans and leading or co‑leading delivery.
Core Responsibilities & Key Characteristics Revenue Programs Design and improve the programs and operating rhythms that underpin revenue performance.
Improve revenue lifecycle processes across sales execution, delivery, and renewal
Establish consistent operating rhythms for forecasting, pipeline management, RFP responses, and quarterly business reviews
Drive clear internal messaging around priorities, program objectives, and expectations
Identify process gaps and execution friction
Build scalable frameworks across geographies and business segments
Work directly within tools and systems to support execution, not just design
Examples include customer interaction models, reporting and analytics processes, and tool usage and deployment. Key tools and programs include Salesforce, SalesLoft, HubSpot, Power BI, RFP processes, QBR frameworks, agreements, and the renewal lifecycle.
Strategic Revenue Programs Define, structure, and drive key cross‑functional initiatives. Success comes from ensuring initiatives move from concept to completion while working within existing team ownership.
Lead or co‑lead programs such as revenue process improvements, expansion and renewal initiatives, and go‑to‑market coordination
Build project plans, define milestones, and drive execution
Maintain alignment across contributing teams
Track progress, identify risks, and ensure forward momentum
Cross‑Functional Alignment Strengthen coordination and execution across teams. This role operates in a global, matrixed environment and requires strong credibility and collaboration.
Partner with, and at times take direction from, Marketing leadership
Collaborate with Sales, Delivery, Finance, Customer Success, and the Senior Leadership Team
Clarify roles, responsibilities, and expectations
Improve visibility, communication, and execution consistency
Systems & Operational Effectiveness Ensure systems and processes support execution.
Improve workflows, data quality, and reporting
Work with Marketing leadership to drive both system improvements and behavioral change
Ensure reporting supports clear, fact‑based decision‑making
Drive improvements in how teams define, track, and report performance
Engage directly with systems and tools as part of execution
Organizational Productivity Improve how the organization executes day‑to‑day.
Define and document clear processes
Support rollout and adoption of programs and reporting structures
Reinforce accountability and follow‑through
Improve visibility through effective use of tools, data, and presentations
Who You Are An operator who understands how revenue organizations work and how to improve them.
Comfortable diagnosing problems, designing solutions, and working directly with teams and systems to implement them.
Engaged through execution and willing to do the work required to ensure outcomes, not just defining the approach.
Skilled in building programs, shaping how tools are used, communicating change, reinforcing the right behaviors, and managing the details required for success.
Very comfortable working with Salesforce, SalesLoft, Excel, PowerPoint, and Power BI.
Experience & Background You bring experience developing and executing strategic programs from concept through implementation and measurable outcomes.
8+ years of experience in go‑to‑market strategy, operational leadership, revenue operations, or sales operations leadership roles
Operational leadership roles in complex B2B organizations or solutions environments
Ability to operate effectively in a matrixed organization
Consulting roles focused on revenue or operational transformation
Revenue and/or sales operations leadership roles
Experience working in a global organization
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The Role We are seeking a Director, Revenue Strategy & Programs to help design, build, and scale the programs and processes that support our global revenue organization.
This role reports to the Chief Revenue Officer and works closely with Marketing, Delivery, Finance, Customer Success, and the entire global Senior Leadership Team to ensure key initiatives are clearly defined, well-coordinated, and effectively executed.
This is a highly collaborative, matrixed role for someone who can evaluate how the business operates, identify opportunities to improve performance, design practical solutions, and work directly with teams to execute them. In certain areas, priorities and direction will be driven by Marketing leadership.
The role does not require ownership of all systems or teams. Instead, it is responsible for bringing clarity, structure, and follow-through to cross-functional initiatives, ensuring that priorities translate into execution.
This is a hands‑on role. You will personally contribute to the work: building materials, shaping programs, working in systems, and helping drive initiatives through completion. This role is expected to move from problem identification through solution design and into execution, including building plans and leading or co‑leading delivery.
Core Responsibilities & Key Characteristics Revenue Programs Design and improve the programs and operating rhythms that underpin revenue performance.
Improve revenue lifecycle processes across sales execution, delivery, and renewal
Establish consistent operating rhythms for forecasting, pipeline management, RFP responses, and quarterly business reviews
Drive clear internal messaging around priorities, program objectives, and expectations
Identify process gaps and execution friction
Build scalable frameworks across geographies and business segments
Work directly within tools and systems to support execution, not just design
Examples include customer interaction models, reporting and analytics processes, and tool usage and deployment. Key tools and programs include Salesforce, SalesLoft, HubSpot, Power BI, RFP processes, QBR frameworks, agreements, and the renewal lifecycle.
Strategic Revenue Programs Define, structure, and drive key cross‑functional initiatives. Success comes from ensuring initiatives move from concept to completion while working within existing team ownership.
Lead or co‑lead programs such as revenue process improvements, expansion and renewal initiatives, and go‑to‑market coordination
Build project plans, define milestones, and drive execution
Maintain alignment across contributing teams
Track progress, identify risks, and ensure forward momentum
Cross‑Functional Alignment Strengthen coordination and execution across teams. This role operates in a global, matrixed environment and requires strong credibility and collaboration.
Partner with, and at times take direction from, Marketing leadership
Collaborate with Sales, Delivery, Finance, Customer Success, and the Senior Leadership Team
Clarify roles, responsibilities, and expectations
Improve visibility, communication, and execution consistency
Systems & Operational Effectiveness Ensure systems and processes support execution.
Improve workflows, data quality, and reporting
Work with Marketing leadership to drive both system improvements and behavioral change
Ensure reporting supports clear, fact‑based decision‑making
Drive improvements in how teams define, track, and report performance
Engage directly with systems and tools as part of execution
Organizational Productivity Improve how the organization executes day‑to‑day.
Define and document clear processes
Support rollout and adoption of programs and reporting structures
Reinforce accountability and follow‑through
Improve visibility through effective use of tools, data, and presentations
Who You Are An operator who understands how revenue organizations work and how to improve them.
Comfortable diagnosing problems, designing solutions, and working directly with teams and systems to implement them.
Engaged through execution and willing to do the work required to ensure outcomes, not just defining the approach.
Skilled in building programs, shaping how tools are used, communicating change, reinforcing the right behaviors, and managing the details required for success.
Very comfortable working with Salesforce, SalesLoft, Excel, PowerPoint, and Power BI.
Experience & Background You bring experience developing and executing strategic programs from concept through implementation and measurable outcomes.
8+ years of experience in go‑to‑market strategy, operational leadership, revenue operations, or sales operations leadership roles
Operational leadership roles in complex B2B organizations or solutions environments
Ability to operate effectively in a matrixed organization
Consulting roles focused on revenue or operational transformation
Revenue and/or sales operations leadership roles
Experience working in a global organization
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