REVENUE OPERATIONS ANALYST

The Analyst, Revenue Operations at SMG will contribute to developing strategic and operational plans, insightful analytics, and modeling to accelerate business growth across the sales and marketing cycles. The ideal candidate will be very analytical with strong foundational knowledge in pre-and post-sales processes and financial reporting and can quickly identify trends and synthesize data into meaningful, consumable information that can help drive strong business growth. Experience with operating and business models and mergers and acquisitions is preferred. They will also be able to effectively communicate well across multiple levels of internal stakeholders to share information and insights into areas that can help build and improve sales performance and operational efficiencies.

KEY ACCOUNTABILITIES

Implementation of a Deal Desk
- Act as Sales-facing subject matter expert on process policy, and pricing/packaging-related matters
- Aid sales with constructing quotes, rate cards, and Enterprise License Agreements (ELAs)
- Be responsible for the day-to-day quote and pricing approval
- Analyze pricing, discounting, and margin data
- Maintain an agreed-upon SLA deal turnaround times
Customer Profitability Analysis
- Develop a deep understanding of SMG customers
- Provide periodic analysis of profitability results by Go-To-Market (GTM), Routes-To-Market (RTM), and Sales and Customer Success coverage model
Revenue Contribution Model
- Regularly review renewal contracts for service tier upgrades, expansion, and contraction/churn mitigation
- Track New Logo and Expansion Bookings
- Enhance the Bookings and renewal forecast process
  - Up-to-date and on-demand Roll-Forward of the fiscal period ARR
  - Maintain accuracy
  - Assist sales and customer success forecast and accuracy
  - Lead Generation leading indicators and KPIs
Future: Merger & Acquisition (M&A) Due Diligence and integration assistance
Ad Hoc Presentations

TO BE SUCCESSFUL

Two years of experience in business operations, sales operations, finance, and project management; SaaS company experience preferred
Thorough understanding of B2B customer journey (demand generation, sales, customer success)
Experience with the revenue technologies and tools required to enable, automate, and scale revenue-generating teams (marketing automation, sales enablement tools, sales engagement velocity software, customer success software, in-app engagement tools, CRM, business intelligence software, intent software, GTM orchestration tools, etc.)
Strong grasp of software revenue models (perpetual, subscription) and customer lifecycle metrics (CAC, LTV, GRR, NRR, volume, time, conversion) and the internal operations required to support, monitor, and analyze revenue performance
Experience with mergers and integrations, collapsing acquired company operations into a scalable platform of centralized operations
The global mindset can influence more significant thinking to maximize the global application, adoption, and advancement of scaled revenue-generating solutions
Make the uncertainty certain for stakeholders by being a data-driven decision maker, deferring to concrete information to make judgments, and giving business guidance
Problem-solving with a sense of urgency while also demonstrating the ability to remain calm under pressure and solve issues in a thoughtful manner
Empathy for the challenges revenue-generating teams face and motivation to make their jobs easier
Strong interpersonal skills with an ability to build relationships up through C-level executives
Great attention to detail with a highly organized approach to managing work
College Graduate, MBA preferred
Location: Remote US Based (time zones preferred: Eastern, Central)

sDobYa7zoq

Service Management Group (SMG)

New Jobs

Revenue Operations Analyst - U.S