Job Description:

Also eligible for hire in Boston, MA, Chicago, IL, Salt Lake City, UT, San Mateo, CA, Seattle WA, & Tampa, FL

The Revenue Operations team provides a crucial analytical link between Rakuten Advertising’s strategies and execution by the commercial organization. The team acts as a center of productivity and efficiency, helping to build and define the commercial growth strategy. We are looking for a Director of Revenue Operations to lead the organization and partner with executive leadership, including the Chief Revenue Officer, Chief Financial Officer, Managing Directors, and SVPs and VPs of the commercial organization.

This individual is responsible for developing intelligence across the revenue funnel, implementing performance metrics, and improving the systems, processes, and data that support Rakuten Advertising’s strategic commercial objectives. The team works closely and collaboratively with global sales and client services leadership, finance, and the rest of the commercial operations team to create and streamline processes, identify efficiencies, and share learnings and best practices, while recognizing that each of Rakuten Advertising’s business units operate in a unique market environment.

We are looking for someone strategic, highly analytical, consultative, tactical, and driven with an eye towards critical thinking and problem solving. Your experience should include reporting and analysis, modeling, delivering presentations, managing sales tech stack, and enhancing processes in a large, global organization.

Responsibilities

Revenue Planning & Alignment

Develop a high-performing revenue operations team, from guiding activities to tracking performance
Create and maintain the operating cadence with a focus on building a quarterly calendar of key responsibilities like quota and target planning, pipeline management, territory development, forecasting, etc.
Create executive level, manager, and rep documentation, reports, analysis, and actionable dashboards to ensure alignment, data consistency, and recommendations
Analyze the health of the business based on key performance metrics and present recommendations to senior leadership, and own regular business reporting and communication cadence with senior leaders

Revenue Forecasting & Performance Analytics

Own pipeline forecasting and actuals process and reporting
Partner with sales leadership and finance to develop accurate and sophisticated revenue forecasts and strategic insights for executive leadership on a weekly/quarterly/annual basis for all products, globally
Develop intelligence across all stages of the revenue funnel, monitor effectiveness of sales efforts, and ensure alignment with overall business objectives through sales analytics
Lead the generation of data and analytics dashboards that will support business leaders in strategic decision making, providing information in a proactive way

Commercial Processes, Tools, and Systems

Review and improve the tech stack and tools across business units, including Salesforce, to deliver improved decision making, greater productivity, and revenue growth
Drive the design and implementation of measurable, scalable to improve business efficiency and effectiveness
Partner with commercial leadership to establish data quality processes and improve overall data quality across revenue related teams

Qualifications

7-10+ years of relevant work experience
Strong financial skills and business acumen to understand sales profitability and opportunities
Strong interpersonal and team-building skills; ability to work with a diverse team and influence/drive change across all levels and functions of the organization
Ability to conduct sophisticated and creative analysis of complex revenue data and translate the results into actionable deliverables, messages, and presentations
Proven proficiency in identifying, diagnosing, and resolving problems of all levels of complexity, prioritizing critical client issues, and identifying department needs
Strong leadership and communication skills for effective verbal and written communications
Detail oriented and willingness to personally implement and execute against a plan
Excellent organization skills: experience managing project plans, meeting deadlines, and proactively raising blockers or risks
Experience with data analysis, excel power user, comfort with BI tools (e.g., Tableau) as well as Salesforce

Five Principles for Success

Rakuten Group has an unswerving commitment to building an egalitarian society by empowering individuals and companies to be successful in business and in life. The Five Principles for Success are designed to keep each of us on track, to ensure we make continuous progress toward our ultimate goals.

Always Improve, Always Advance

There are only two kinds of people in the world:

Best Effort people are satisfied with the status quo; when they fail, they console themselves by saying "I did my best." Get Things Done people are absolutely committed to reaching their goals.

With enough determination and effort—by being a Get Things Done person—you can achieve anything.

Passionately Professional

Rakuten is an organization composed of true professionals.

Real professionals in any field—whether in sports, the arts, science, business, or anything else—only reach the top because they have the self-discipline to develop and improve themselves continuously.

Only by consistently working many times harder than our competitors can we consistently win.

Hypothesize Practice Validate Shikumika

Success in business depends on making and executing concrete specific action plans.

Maximize Customer Satisfaction

Rakuten is first and foremost a service company. We're proud to serve our customers and we ceaselessly seek to improve their experience.

Speed!! Speed!! Speed!!

The internet makes the window of opportunity for every small business. Accomplish in one month what it takes other companies a year to do, because we can only win by being many times faster than our competitors.

At the time of posting, Rakuten expects the base salary for this role will be between $104,800- $190,000. Individual compensation will vary based on job-related factors, including the skills, qualifications, and experience of the successful candidate as well as business need and geographic location. The successful applicant for this role will be eligible for discretionary bonus, health, vision, dental insurance, 401k matching, PTO, Volunteer Time Off (VTO), and other employee benefits as the company implements.

#LI-CW1

Rakuten

New Jobs

Director, Revenue Operations

Sales Operations Specialist

Director, Revenue Operations