Director, Revenue Operations Scaled Services, Enablement and Support

Position Summary...

Walmart Business is driven by a meaningful purpose: to save time, money, and hassle for businesses, nonprofits, and governments, allowing them to focus on their vital missions. This goal goes beyond just selling goods. It's about helping entrepreneurs grow their businesses and support their families, enabling nonprofits to maximize donor funds for better service, and assisting governments in improving services for residents.

As the Director of Revenue Operations for Walmart Business, you will work closely with and support the Sales team to execute and reach their goals and financial targets. You will lead a team spanning Commercial Technology, Customer Onboarding, and Sales Operations. You will drive the development and maturity of these capabilities to reach their full potential. This role is embedded in the Sales organization and reports into the Group Director of Sales.

• Partner with the Sales Directors (Business Development and Account Management for Commercial, Nonprofit, Public Sector) to optimize how Revenue Operations supports the Sales team (tools, tech. and process)
• Work closely with the broader Strategy and Finance team to ensure alignment with strategy and execution (e.g., long range plan, annual operating plan)
• Work with Marketing to ensure all Revenue Operations materials / assets are aligned with Marketing guidelines and processes
• Work with the Technical team to bridge Sales and Technology, coordinating platform needs, adoption, training, etc.
• Revenue Operations Strategy
  • Serve as a thought partner to Group Director, Sales as well as Sales and Marketing leadership to drive the development and maturity of the Revenue Operations capability, providing the direction and roadmap
  • Build and coach the team, onboarding outside partners (as needed) to ensure capability is well-rounded and enabled to meet the needs of the Sales team
• GTM Enablement
  • Oversee the design and deployment of integrated GTM plays, aligning commercial missions with broader organization goals and ensuring all enablers in place to successfully execute (e.g., defined process/win room cadence, collateral/assets, etc.)
  • Ensure winning sales behaviors and best practices are being analyzed, documented, and widely shared across the organization
  • Oversee sales trainings, coordinating with the Sales Directors to understand focus areas for training / asset development
• GTM Strategy and Planning
  • Oversee maintenance of market opportunity and prospect database, sharing segmentation and prioritization of accounts
  • Review account / territory planning and processes for setting goals, rules of engagement, coverage, and capacity
  • Develop and ensure pipeline calculation and forecasting methodologies are broadly understood across the organization
  • Drive the weekly / monthly / quarterly / annual pipeline and forecasting processes, and develop pipeline insights and metrics
• Sales Operations
  • Share commercial insights and rep performance metrics with Sales leadership, defining process to track / manage ongoing quota and compensation attainment
  • Drive the sales rhythm, spanning annual, quarterly, monthly, and weekly inter-functional meetings, broader interlocks (Sales-Marketing, Sales-Care), and GTM plays (e.g., win room)
• Commercial Technology
  • Ensure business needs and commercial model are effectively designed for, integrated, and enabled through supporting platforms (e.g., SFDC configuration, user and data management, etc.)
  • Oversee adoption and training of applications, sharing metrics with sales and technology leadership and driving asset creation (e.g., user guides, process documentation)
• Customer Onboarding
  • Oversee the onboarding and ramp of new customers, ensuring accounts are successfully configured to meet customer needs and expectations and drive GMV
  • Develop customer training and support materials, working with Account Executives and Customer Care
  • Share key metrics with the broader organization (e.g., customer satisfaction, time to first order, etc.), improving capability development and efficiencies

• Advocating for our organizational customers
• Acting as an intrapreneur—leveraging Walmart assets and building new…