Director of Revenue Operations

June 17,2019

Decision Lens is the leading cloud-based software company for prioritization, resource optimization, and budget planning. It provides a solution to organizations’ most critical decision-making processes. Decision Lens has been recognized as a top 100 most innovative company by Red Herring magazine and was awarded one of the top 25 “Great Place to Work” companies nationally by the Great Place to Work Institute. Our client list includes numerous customers in Federal, State & Local, and Commercial sectors. Learn more about our solution at

We are seeking an individual who wants to join a growing software analytics company and who brings significant experience in contracting, especially in Federal contracting vehicles, as well as with state & local agencies; and revenue operational processes including the use of pipeline planning tools (CRM), revenue forecasting, management and review of large contract submissions, amongst other responsibilities. In this role, you will provide hands-on, full contract life cycle expertise, working with the sales and account management team to rapidly identify contract options and to help the team ensure a smooth, seamless path towards procurement and revenue realization. This position demands a mix of knowledge around Federal contracting and procurement processes spanning DoD, Intelligence, and Civilian agencies, a firm understanding of risk management as it applies to contract management, and the ability to institute sales and account management pipeline revenue forecasting and tracking. This role also owns the functions including pipeline analytics, preparing for Quarterly Business Reviews, administration of key systems and support tools that support the sales organization, as well as ad-hoc sales analysis.


  • Oversees the contract process, identifies options for contract vehicles for agencies ranging across the Federal Government and State & Local agencies. This role may expand to cover commercial organizations in the future.
  • Proactively identify and communicate risk and provide recommendations on how to mitigate that risk with a keen focus on how to reduce sales and account management contracting cycles and procurements in order to maximize revenue recognition under SaaS accounting rules.
  • Communicate directly with contracting personnel at government agencies, resellers and contract holders, and other contracting vehicles such as 8A. Act as contractual liaison between company employees, legal counsel, and customers, ensuring timely review and approval/reconciliation of variations.
  • Actively manage Company contractual relationships, to include prime contract, subcontracts, non-disclosure agreements, teaming agreements, etc.
  • Develop contract policies, procedures, methods, operating practices, and performance standards for the Decision Lens sales and account management processes.
  • Support the sales and account management teams in helping to educate government contracting officers on Decision Lens services and advise them on the contracting model, issues and approaches with respect to terms and conditions as well as policy and regulations.
  • Support and partner with sales and account management leadership and the Chief Financial Officer to manage the pipeline, sales forecasts and general business analytics.
  • Develop and implement tools and automation in sales operations in order to increase efficiency and sales productivity.
  • Administer and maintain the CRM system, develop reports and analyze data on historical trends and current activity.
  • Partner closely with sales management to ensure the successful execution of sales processes and provide reporting on forecasting, QBRs, pipeline reviews, etc.
  • Review and collaborate on providing pricing for proposals above $50,000 in value.
  • Annual sales planning, including territory alignment, quota setting and sales incentive design.


  • Bachelor's degree in Business, or any other related fields is preferred
  • 5+ years of contracts management or other comparable experience with U.S. Government Contracts with a focus/in depth knowledge of Federal contracting; knowledge of state contracting a plus
  • Excellent Knowledge of the Public Sector Procurement laws, regulations and procedures in the U.S. including FAR, DFAR, all government contract types, UCC, commercial contracts, and cradle to grave process
  • Must have a successful track record in strategic thinking and government contract negotiation and administration
  • Attention to detail, great follow through, ability to identify and drive process improvements, coordinate between teams and be a great communicator to both external and internal customers
  • Strong experience with forecasting, sales analytics, modeling and/or financial analysis
  • Strong people skills. Ability to influence and drive senior executives to making decisions, develop relationships, drive consensus, and results from cross-functional teams
  • Experience in reviewing and negotiating legal terms of a broad range of enterprise technology contracts
  • Ability to demonstrate sound judgment even in ambiguous situations
  • Excellent organizational skills, ability to manage multiple projects at once, follow through and meet deadlines
  • Strong written and oral communication skills
  • Experience in HubSpot and familiarity with SaaS accounting rules a positive as well

Decision Lens Inc. is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability. 

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To apply, send your cover letter and resume to Erin Federle -