At Emburse our mission is to help make our users’ lives – and their businesses – better. We are dramatically transforming how organizations manage corporate expenses and invoices. We humanize work by automating manual tasks and saving users’ time, so they can focus on what matters most – their family, community, or more rewarding work. We help CFO’s give their employees a simple and amazing experience while ensuring compliance and reducing costs. Our solutions are tailored for companies from start-ups and SMBs to enterprises such as Microsoft, Pinterest, Bosch, Bill & Melinda Gates Foundation, and Estee Lauder. We have more than 18,000 customers and 12 million users globally.

The goal of Revenue Operations is to drive operational efficiency and reduce friction throughout the entire customer lifecycle; resulting in a more cohesive customer experience, higher customer lifetime value and ultimately accelerated revenue growth. Revenue Operations endeavors to foster data driven business decisions and increased revenue reliability across Marketing, Sales, Services, Support and CSM.

What You'll Do

Own the overall strategy and execution of the Revenue Operations organization, including; Revenue Operations Systems, Proposal departments, the Revenue Operations tech stack - evaluate, business case, negotiate/select, refactor, implement and optimize. Ongoing management of tools to ensure effective usage and realization of value expected
Develop and measure quarterly Objectives and Key Results (OKR’s) for the Revenue Operations organization
Oversee the execution and delivery of key projects related to RevOps systems, processes and content
Technical aptitude and understanding including CPQ system design, Tech Stack Management, Salesforce Administration and Digital Transformation
Ability to balance workload of existing state business needs while being a visionary of which future state needs are most important and needed. Strong decision making and project management skills needed.
Work with the Sales Leadership team as well as the Finance team in the development and administration of sales compensation and incentive programs.
Accomplish team results by communicating job expectations; planning, monitoring, and appraising job results; coaching, and guiding employees; developing, coordinating, and enforcing systems, policies, procedures, and productivity standards in partnership with leadership
Recruit, hire, train and manage a team of RevOps Analysts (including Associate and Senior variations of the same)
Management activities including performance reviews, time & attendance activities, compensation negotiations, mentorship of direct and indirect reports, active participation in career progression planning for direct reports, succession planning, hiring and terminations
Continuously evaluate, mentor, and develop RevOps staff to achieve the highest standards of performance, both technically and in their ability to work effectively to deliver results, this includes career development, goal setting, performance evaluation, balancing workloads and resolving performance issues, as appropriate
Own the annual Sales Kickoff event from budgeting, planning and execution
Translate strategies into execution initiatives for sales process optimization, increased win rates, improved deal flow and velocity
Identify and drive revenue org productivity and efficiency improvements
Oversee day-to-day operations across revenue teams
Work with Finance and Revenue leadership on Annual budgeting, and monthly/quarterly tracking and insights areas of deviations and recommendations. Including capacity planning and headcount projections, facilitating and tracking of recruitment across all the revenue teams
Collaborate with ELT members to remove friction from inter-departmental business processes with the goals of increasing revenue, improving profitability and enhancing the customer experience.
Work with Sales Operations leadership to develop, maintain and interpret meaningful data analysis via dashboards, reports and KPIs.
Oversee new go-to-market initiative execution related to sales process, technology and enablement
Refine, optimize and enforce Sales Territory Rules of Engagement (ROE), Account Ownership and sales policies necessary to keep sales teams focuses on successful selling

What We're Looking For

Bachelor's Degree
10+ years of relevant work experience
7+ years of leadership experience
5+ years experience at a SaaS company
Ability to manage a wide range of projects, people and deliverables
Salesforce expertise to include reporting, dashboards, CPQ, and automation
Familiarity with Sales and CSM tools such as Salesloft, Clari and other sales supporting solutions
The ability to build new teams and support new parts of the business
Executive level written and verbal communication skills
Strong public speaking skills in both online and in-person forums
Exceptional interpersonal skills used to collaborate with upline, downline and across departments
The ability to understand the strategic objectives of the organization and align teams around them
Well-developed capabilities in problem-solving and crafting efficient processes
A result and success oriented mentality, conveying a sense of urgency and driving issues to closure
An innate drive to innovate and optimize the use of available resources
Comfort with adapting and adjusting to multiple demands, shifting priorities, ambiguity, and rapid change

Emburse provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Emburse complies with applicable state and local laws governing nondiscrimination in employment in every location where the company has facilities. This policy applies to all terms and conditions of employment.

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