Richardson Sales Performance is the global leader in sales training and performance improvement. When sales professionals across the globe want to advance their careers, they turn to Richardson for training and help. So it’s no surprise that many of the world’s top sales leaders, thinkers, trainers, and other professionals ultimately chose to work for Richardson itself. Not only has Richardson been an industry leader since 1978, but this is where the latest thinking in agile sales training and other innovations are continuing to be developed. And because the same highly personalized approach that we take to sales training informs our approach to employee development, Richardson has created the ideal environment for great careers to take off. Richardson – This is where it gets real.

Our company is growing & evolving and now is an exciting time to join our team.

That’s where you come in …

Job Summary:

We are seeking an experienced and motivated individual to join our team as the Director of Revenue Operations. In this key leadership role, you will be responsible for driving revenue growth and optimizing revenue operations performance through data-driven insights and strategic initiatives. The ideal candidate will have a deep understanding of metrics capture, outbound engagement, and the ability to yield better output for the revenue operations teams. As a commercially minded professional, you will deliver valuable commercial insights to the revenue team, enabling data-based decision-making and organizational success.

Responsibilities:

Metrics and Measures for Success: Set new metrics and measures for success in revenue operations. Work closely with different teams to develop meaningful KPIs that provide comprehensive insights into their performance. Capture those metrics across sales, marketing, and customer success operations. Use these insights to guide decision-making and ensure continuous improvement.

Outbound Engagement Strategy: Lead the effort to drive outbound engagement initiatives that enhance customer acquisition, retention, and loyalty. Utilize data to optimize outreach tactics and improve overall conversion rates.

Data-Driven Decision Making: Promote a data-driven culture throughout the revenue team. Collaborate with various departments to ensure the proper use of data and analytics in their decision-making processes.

Reviewing Sales Execution and Qualitative Analysis: Conduct qualitative analysis to complement data-driven insights, assessing the quality and consistency of sales execution activities. Draw conclusions on what strategies and tactics are working effectively and recommend improvements based on these findings.

Data Visualization and Reporting: Develop and maintain visualizations and reports that provide clear insights into revenue performance. Present findings to stakeholders in a compelling and understandable manner.

System Implementation and Optimization: Partner with cross-functional teams to identify, implement, and optimize the right systems for revenue operations. Ensure seamless integration and effective utilization of these tools to enhance productivity and performance.

Strategic Account Coverage and Planning: Take ownership of territory and portfolio planning and analysis, ensuring optimal coverage of our key strategic accounts. Evaluate and constantly rebalance sales territories to maximize yield and efficient market penetration. Provide recommendations on compensation and rewards to align incentives with different sales roles based on their focus (e.g., new business development or strategic account management).

Target Addressable Market and Sales Methodology: Identify and define the companies that should be included in our Target Addressable Market (TAM). Determine the most effective coverage model to achieve optimal sales outcomes. Evaluate the sales process, deal qualification, and execution to ensure high-quality performance and consistent results.

Customer Success and Account Management: Collaborate with the customer success/account management teams to maximize their impact in driving revenue and customer retention. Identify opportunities to leverage and optimize customer success efforts to enhance overall revenue growth.

Revenue Growth Focus: Display an unwavering focus on driving sales, customer success and marketing activities that lead to higher revenue outcomes. Continuously explore innovative approaches to achieve growth targets.

Qualifications:

Bachelor’s degree in business, Data Science, or a related field. Advanced degree preferred.
Proven experience in revenue operations, data analysis, and driving sale, marketing, and customer success performance.
Strong commercial acumen and the ability to understand and prioritize revenue-driving initiatives.
Proficiency in data visualization and analytics tools.
Excellent communication and presentation skills to convey complex data in a clear and impactful manner.
Demonstrated experience in leading cross-functional teams and driving collaboration.
Strong problem-solving skills and the ability to identify actionable insights from data analysis.
Highly motivated with a passion for achieving revenue goals and fostering a data-driven culture.

As the Director of Revenue Operations, you will play a crucial role in shaping our revenue strategy and achieving sustainable growth. If you are an analytical and commercially driven leader with a passion for optimizing revenue operations performance, we invite you to apply and join our dynamic team. Your expertise will also be instrumental in defining sales territory coverage, improving sales execution, and maximizing customer success to drive revenue growth.

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Director of Revenue Operations