About the role
Overview This role is a senior leader position in the Revenue Operations engine of Microsoft — leading transformation through step change process continuous improvement (CI) and AI automation, at scale and at pace, delivering differentiated value for our customers. Microsoft Business Operations operates four business critical cross-company processes which every Microsoft customer will recognize: quote-to-cash, product launch, partner and supplier lifecycle, and risk and compliance. All are complex, large-scale workflows—and exactly where AI transformation will deliver transformative outcomes. Our ambition is to fundamentally modernize how Microsoft runs, raising the bar for operational excellence, deliver more customer value, and build an organization where the best talent comes to lead and grow. As Senior Director, you will lead one of our large scale Quote-to-Cash process / segment areas end to end — setting a multi-year strategy and driving its execution through a world-class employee organization and with outsourcing partners. You will own operational performance across multiple go to market revenue programs and a multi-billion-dollar revenue engine, influence senior executives across Microsoft and with your vendor partners, and lead a heavy, process continuous improvement and AI transformational agenda. AI-supported delivery towards combined human and AI “digital worker” operations that drives higher return on investment at scale. This is a rare leadership opportunity to shape frontier sales operations for Microsoft, with a clear career growth pathway for the right leader. Microsoft's mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond. This is a hybrid role based in Redmond, WA with a minimum of 3x days a week in office required.
Responsibilities Role Attributes We are looking for a leader who pairs strategic vision with operational execution excellence at scale. You think in multi-year horizons and long-range plans, then translate strategy into disciplined quarter by quarter step change CI + AI enabled improvements and execution. You influence for impact upstream to simplify downstream workloads — engaging confidently with GM, VP, and CVP stakeholders internally and at executive / CEO level with major outsourcing partners. You bring strong end-to-end process thinking / insights (Lean / Six Sigma leadership experience is an advantage) and know how to sponsor and drive sustaining step change continuous-improvement outcomes as the business leader who shapes them. Above all, you lead through constant transformational change, create clarity in ambiguity, and attract, grow, and develop exceptional talent. Strategy & Long-Range Planning Define and own multi-year strategy and long-range plans for your quote to cash sales operations function, aligned to Microsoft priorities, and translate it into executable operating plans. Shape the future operating model for outsourced services transformed through AI — designing for added customer value, scale, efficiency, compliance, and revenue growth. AI-Led Transformation & Continuous Improvement Lead a continuous transformation agenda — evolving your organization from human-led, AI-supported delivery toward combined human and AI “digital worker” operations that increase customer value. Sponsor step-change end-to-end process improvement (Lean / Six Sigma / Kaizen), shaping outcomes and sustaining results in partnership with the central CI team — as the business leader, not a hands-on CI practitioner. Operational Excellence & Vendor Delivery Own day-to-day operational performance outcomes across multiple revenue operations programs — KPIs / scorecards, delivery, compliance, and service excellence that exceed customer and stakeholder expectations. Manage a world-class outsourced vendor ecosystem — hiring, enabling, and holding global outsourcing partners accountable to execute the segments go-to-market programs at scale, including executive / CEO-level relationship management. Executive Stakeholder Engagement Influence for impact across a complex, matrixed organization — engaging and aligning senior stakeholders at GM, VP, and CVP level, and strongly partner with key sales and segment leadership stakeholders. Represent your organization as a showcase of Microsoft's frontier, “customer zero” operations transformation. People Leadership & Talent Build, inspire, and develop a high-performing Frontier Operations team of senior operations leaders. Foster a culture of inclusion, accountability, and growth mindset, and drive talent development and succession planning.
