Senior Director, Revenue Operations

Senior Director, Revenue Operations

Company Overview: 

PROS is a global software company serving the travel industry through a deeply verticalized application software model. The business works with approximately 300 airline customers ranging from large global carriers to smaller operators, and the go-to-market motion is predominantly enterprise oriented. 

Today, the company is focused on driving toward Rule of 40 performance by year-end. The customer base is notably sticky, with high gross retention, creating an attractive environment for a revenue operations leader who understands how to support disciplined execution and installed-base expansion. 

Strong Private Equity Sponsorship:  

PROS was recently acquired by Thoma Bravo, creating an opportunity to join early in a new ownership chapter. Leadership is looking for a revenue operations leader who can help professionalize the operating engine, support value creation in the current deal, and contribute to a business that sits inside a broader operator ecosystem. 

The Opportunity: 

• Act as the flywheel for the go-to-market engine across PROS, helping keep planning, pipeline, deal execution, enablement, and reporting in sync. 

• Serve as a high-trust business partner to commercial and finance leadership so sales leaders can stay customer-facing while RevOps helps drive the operating cadence behind the business. 

• Support a highly verticalized software company serving roughly 300 airline customers with a sticky installed base and meaningful upsell / cross-sell opportunity. 

• Help enable an organization targeting ~20% year-over-year growth and Rule of 40 performance by year-end. 

• Lead a lean but strong ~10-person team spanning sales enablement, financial analysis, Salesforce architecture, analytics, and Power BI support. 

• Join early in the Thoma Bravo ownership cycle with the chance to help shape the next phase of growth and operating rigor. 

Attractive Financial Profile: 

• ~$150M revenue business today. 

• Targeting Rule of 40 performance by year-end. 

• Very high gross retention (~97%) across a concentrated enterprise airline customer base. 

Position Summary: 

PROS is seeking a Senior Director of Revenue Operations to help lead the company through its next phase of growth. Reporting to Eileen Sweeney, the Senior Director RevOps will be a hands-on, high-trust business partner who helps keep the commercial flywheel running across planning, forecasting, pipeline inspection, deal execution, enablement, and reporting. The mandate requires an operator who can pair strong analytical depth with proactive judgment, translate strategy into clear actions, and personally roll up their sleeves in a lean environment. 

Key Responsibilities: 

• Operate as a strategic business partner to commercial and finance leadership, helping convert strategy into executable plans. 

• Support annual and in-year planning across growth assumptions, pipeline support, sales capacity, and commercial resource needs. 

• Help run the forecasting cadence in close partnership with finance and sales leadership so reporting, commentary, and calls stay aligned. 

• Drive the operating rhythm behind pipeline inspection, deal execution, enablement, and ongoing commercial performance management. 

• Lead and develop the RevOps organization spanning sales enablement, financial analysis, Salesforce architecture, analytics, and Power BI support. 

• Personally build analyses, decks, and operating materials when needed rather than relying exclusively on team throughput. 

• Improve sales processes, systems, and the broader commercial tech environment in support of efficient execution. 

• Help evaluate and operationalize internal AI use cases across selling, customer support, enablement, and RFP response workflows. 

• Ramp quickly on the travel industry and contribute meaningfully to the next planning cycle as the business prepares for 2027. 

 Candidate Competencies:  

• Proven Director / Senior Director-level Sales Operations or Revenue Operations leader in a scaled, double-digit growth enterprise software environment. 

• Experience in multi-product enterprise software businesses; highly verticalized application software backgrounds are preferred. 

• Strong business-partner instincts with the ability to translate executive guidance into practical operating actions. 

• Hands-on, player-coach mindset; willing to build analyses, decks, and solutions directly inside a lean organization. 

• Deep expertise across customer segmentation, TAM analysis, territory mapping, capacity models, quota setting, sales compensation planning, and forecasting. 

• Strong process and systems fluency across the sales tech stack, reporting infrastructure, and internal AI-enabled workflows. 

• Credibility with the field; prior sales experience or a natural ability to partner effectively with sales leaders and reps is helpful. 

• Experience in high-retention, sticky installed-base models with meaningful upsell / cross-sell opportunity; PE-backed, M&A, and global collaboration exposure are all helpful. 

Location: 

• Houston, TX. PROS is prioritizing candidates who already live in Houston or are willing to relocate there.