Job Summary

The Revenue Operations Specialist is a critical member of the Sales and Customer Success team, responsible for optimizing sales and renewal processes to drive efficiency and profitable revenue growth. This role requires a motivated and detail-oriented individual with strong analytical skills, excellent communication abilities, and a passion for continuous improvement. The Revenue Operations Specialist will oversee the implementation and management of sales tools, track key performance metrics, and collaborate with cross-functional teams to ensure alignment and effective execution of sales strategies.

Essential Functions

Sales and Renewal Process Optimization: Develop and implement strategies to enhance sales and renewal workflows. Identify gaps or red flags in the sales funnel to improve velocity, lead management, and conversion metrics.
Data Analysis and Reporting: Analyze sales and renewal data to identify trends, forecast sales performance, and provide actionable insights. Create and maintain regular sales and renewal reports and dashboards.
Sales Tools and Technology Stack Management: Manage the implementation and upkeep of sales tools and CRM systems. Ensure team members are effectively trained and that data integrity and accurate forecasting are maintained.
Performance Metrics: Track and measure key performance indicators (KPIs) related to sales activities, pipeline management, and customer acquisition. Provide regular updates and recommendations for improvement.
Sales Support: Collaborate with sales leadership to address operational challenges. Assist in the creation of sales presentations, proposals, and other materials as needed.
Process Documentation: Document and maintain standard operating procedures (SOPs) for sales processes, ensuring consistency and adherence to best practices.
Cross-Functional Collaboration: Work closely with sales, customer success, marketing, finance, product, and customer service teams to ensure communication alignment and effective execution of sales strategies.
Lead Management: Create and execute workflows to ensure accurate lead follow-up and conversion.
Task Automation: Leverage existing tools and partner with product, development, and marketing teams to automate common revenue tasks.
Strategy: Develop high-level strategies that drive efficiency, productivity, and top-line growth across the company, including territory planning. Provide research and administrative support for strategic initiatives.

Knowledge, Skills & Abilities

Deep understanding of sales and renewal processes.
Familiarity with CRM systems (Salesforce, Hubspot, etc.), sales tools, and reporting platforms.
Knowledge of data analysis techniques and performance metrics.
Advanced proficiency in data analysis and reporting.
Advanced to expert proficiency in data visualization tools (PowerBI, Excel, etc.).
Strong communication and presentation skills.
Demonstrated proficiency with process optimization and documentation.
Ability to work cross-functionally and manage multiple stakeholders.
Strong problem-solving and critical-thinking abilities.
Ability to prioritize tasks and manage time effectively.
Ability to drive initiatives from strategy through execution.

Core Competencies

Analytical Thinking and Problem Solving: Ability to analyze data and identify trends that inform business decisions.
Collaboration: Strong ability to work effectively with various teams and departments. Must be able to understand and relate to the perspectives of colleagues, clients, and stakeholders, fostering positive and productive interactions.
Communication: Excellent verbal and written communication skills, including active listening, to convey complex information in a clear, concise, and respectful manner.
Process Improvement: A continuous improvement mindset with the ability to streamline workflows.
Technical Proficiency: Comfortable working with sales and data analysis tools, CRMs, and data management systems.

Minimum Qualifications

Bachelor’s degree in Business, Accounting, Finance or Analytics or a related field.
2+ years of experience in sales operations, sales support, reporting/performance analytics or a related role. Experience with CRM systems is highly preferred.

Infobase Holdings, Inc.

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Revenue Operations Specialist