Senior Director, Revenue Operations

About Mimecast

Mimecast started in email security - and we're still a recognized leader in it. But we're much more than that. Through strategic acquisitions and organic development, Mimecast has built a connected Human Risk Management platform that spans email security, insider risk management, security awareness training, digital communications governance, and AI-powered threat intelligence. We protect over 42,000 organizations worldwide and we're focused on a problem the industry has yet to fully address: the human layer is the biggest attack surface in cybersecurity, and managing it requires more than point products.

Overview

Mimecast is seeking a Senior Director Revenue Operations to set the strategy for, and lead the execution of, how we contract and bundle our products and plans. Sitting at the intersection of Sales, Finance, Product, Legal, and IT/GTM Business Systems, you will ensure contracting, licensing, and bundling decisions create clear customer value, increase revenue, and make it easier for customers and partners to do business with Mimecast, while supporting clean, reliable data across Salesforce.com and downstream reporting systems.

Reporting to the SVP, Revenue Operations, you will own the strategic roadmap for MSP modernization, new product introductions, and the systems and process changes needed to support new pricing and billing models. You will set direction, drive cross-functional alignment, and represent this workstream with senior and executive stakeholders.

What You'll Do

Contracting and Bundling for Customer Value

• Operationalize how Mimecast contracts and bundles products and plans, with a focus on customer value, simplicity, transparency, accurate reporting, and ease of doing business.

• Lead efforts to streamline how Mimecast licenses new customers, migrates existing customers, and processes expansions and amendments in its systems.

• Partner with Product as the Revenue Operations conduit for field and customer feedback, helping shape bundling strategies that drive revenue, customer value, and retention.

• Simplify quotes and contracts through standardized structures and outputs that clearly communicate unit measures, duration, value, and other key terms.

• Own the design and implementation of updated pricing and billing models, including a move toward consumption-based models for MSPs, standard resellers, and direct customers.

• Partner with Product to improve contract and bundle structures and develop prescriptive plays that make it easier for internal teams, customers, and partners to do business.

• Work with Deal Desk to operationalize promotions and provide strategic oversight for effective monitoring and execution.

• Own go-to-market readiness for new and acquired product introductions, partnering with Product and Product Marketing leadership to ensure contracting, licensing, and quoting readiness ahead of launch.

• Work with IT, Finance, and GTM Business Systems to align quoting processes with reporting so ARR and other critical measures are represented accurately in Mimecast's systems of record.

• Align with Licensing and Renewals and Deal Desk to develop and maintain clear licensing and renewal playbooks, guiding licensing teams on the appropriate approach for each deal type.

• Partner with IT to automate pricing plays and generate quote outputs that support strong outcomes for customers and Mimecast while reducing manual intervention from sales representatives.

• Provide guidance on pricing calculations for complex transactions, including migrations and bundle upgrades, so the field can clearly represent the offering's value to customers.

• Partner with Legal, Finance, and Sales Operations leadership to ensure contract and licensing processes scale efficiently as deal complexity grows.

• Serve as the escalation point and subject-matter authority for non-standard or complex licensing and renewal scenarios that fall outside existing playbooks.

• Partner with IT/GTM Business Systems leadership to develop product and plan migration mechanisms, including quote generation for new bundles.

• Incorporate End of Life (EOL) and End of Sale (EOS) considerations into migration and quoting mechanisms.

• Define distinct quote output formats for partners and end users, ensuring pricing, bundling, and terms are presented appropriately for each purchasing motion.

Leadership and Stakeholder Management

• Represent Revenue Operations in cross-functional contracting and licensing decisions, partnering with Product, Product Marketing, Enablement, GTM, Finance, Legal, and other Revenue Operations functions.

• Influence Product, Finance, Legal, and IT/Business Systems roadmaps so contracting and licensing needs are reflected in planning, rollout, and ongoing maintenance.

• Play a key role in licensing initiatives, including bundling, unbundling, and new product introductions.

• Work closely with Mimecast Enablement and Operations teams to communicate changes and prepare GTM teams to execute contracting and licensing initiatives effectively.

• Set direction, build alignment, and communicate progress, risks, and decisions to senior and executive stakeholders.

What You'll Bring

• 10+ years of experience in Deal Desk, Sales or Revenue Operations, contracts, or GTM Business Systems, including several years in a senior leadership capacity, ideally within a SaaS or subscription-based business.

• A proven track record of setting strategy and driving cross-functional execution with executive stakeholders.

• Deep understanding of Salesforce.com, including CPQ and opportunity and quote objects, and how contract structure affects ARR and reporting accuracy.

• Experience with RCA and/or NetSuite ERP is a plus.

• Experience supporting channel and MSP business models, including portal-based quote-to-order processes.

• Demonstrated ability to lead and influence across Sales, Finance, Product, Product Marketing, Legal, and IT/Business Systems without direct authority.

• Strong analytical and process-design skills, with the ability to simplify complex contract and licensing structures at scale.

• Experience leading new product launches, pricing model changes such as consumption-based billing, or platform migrations.

The base salary range for this position is 184K - 276K plus benefits. This range represents the minimum and maximum new hire compensation for this role. The position may also be eligible for incentive plans and additional benefits, in accordance with company policy and local regulations. Our salary ranges are determined by role, level, and location with individual compensation also dependent on factors such as qualifications, experience, and skills. Final offers will reflect these considerations and may vary accordingly.

Belonging at Mimecast

Cybersecurity is a community effort. That’s why we’re committed to building an inclusive, diverse community that celebrates and welcomes everyone – unless they’re a cybercriminal, of course.

We’re proud to be an Equal Opportunity and Affirmative Action Employer, and we’d encourage you to join us whatever your background. We particularly welcome applicants from traditionally underrepresented groups.

We consider everyone equally: your race, age, religion, sexual orientation, gender identity, ability, marital status, nationality, or any other protected characteristic won’t affect your application.

If you require any adjustments or accommodations due to a disability, or any other reason that may help you in your interview process, please let us know by emailing [email protected].

Due to certain obligations to our customers, an offer of employment will be subject to your successful completion of applicable background checks, conducted in accordance with local law.

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment.