Job Overview

The Director of Revenue Operations role plays a crucial role in the overall success of the

Go-To-Market organization. It is the role of this individual to serve as the catalyst in the

execution of building and maintaining a scalable sales engine. The role will be tasked with the identifying, capturing, and managing the sales Key Performance Indicators (KPIs), and the processes related to supporting these KPI’s. In addition, the role will oversee the optimization of the commissions process, sales forecasting, customer database management, and sales reporting package

to ensure it is setup to execute a data-driven strategy and enable best in class forecasting

practices. This position will also play a key role in supporting the overall growth efforts of the

Company and work cross-functional to lead or assist on important projects. and provide reports

that allow management to make strategic decisions within the sales department.

Responsibilities

Track, analyze and create monthly executive reporting data, inclusive of KPIs (sales cycle, win rates, renewals, upsells, pipeline velocity). Translating the impacting of KPI results on upcoming performance targets for Sales, Marketing and Financial Leadership teams
Support the sales team’s productivity and success with process improvements, measurements, tracking, and analytics - Assist the Sales Leaders with Pipeline and Opportunity inspection, forecasting
Contribute to the development of Sales processes in related tech stack- ensuring there is an ROI on the selected tools
Collaborate regularly with all levels of the Sales, Marketing, and FP&A team members to ensure achievements are on track with sales opportunities vs forecasting, identify gaps, and explore solutions.
Oversee implementation and management of compensations tools
Development of compensation plans (inclusive of SPIFFs)
Calculate and process monthly, quarterly, and yearly commissions and SPIFFs
Oversee the development of collateral that can be used for training purposes and to
promote best practices
Create and maintain Sales Department policies, trainings, and resource materials.
Ensure effective contract management program is in place
Assist with the onboarding and training process of new Sales and Marketing staff

Qualifications

Prefer someone with a SaaS background
Strong analytical and organizational skills- Ability to perform the up-front diagnostic to
develop the project plan and lead the implementation of programs designed to maximize
revenue growth
6+ Years of Sales and Marketing Operations (or Sales and Marketing Consulting) Experience
Experience developing and operationalizing an effective lead and sales management
process
Project Management- experience in designing, implementing, and managing projects
Experience working with the following (or related) tools:
- Salesforce
- SalesLoft
- Captivate IQ
- Tableau
- Hubspot
- LinkedIn Navigator
Leadership and Emotional Intelligence
- Ability to hold others accountable and influence outcomes
- Ability to develop cross-functional relationships and inspire others

Giorgio Armani

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Director of Revenue Operations (Local or Remote)