Position Overview:
The Associate Director of Revenue Operations plays a critical role in driving operational efficiency, strategic growth, and data-driven decision-making across sales, marketing, and customer success functions. This individual will work closely with senior leadership and cross-functional teams to optimize revenue generation processes, enhance data infrastructure, and ensure the alignment of operational strategies with company goals in a fast-paced SaaS environment.
1. Revenue Strategy & Operations:-
Lead and optimize end-to-end revenue operations processes, including sales, marketing, customer success, and enterprise/professional services.
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Collaborate with leadership to define and execute the revenue growth strategy, ensuring alignment across teams.
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Develop and manage revenue forecasting, tracking, and reporting systems to provide accurate and actionable insights.
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Identify opportunities for operational improvements to drive increased efficiency, reduce friction, and improve conversion rates.
2. Data Management & Reporting:-
Oversee the implementation and optimization of the CRM (e.g., Salesforce) and other sales tools, ensuring data integrity and accuracy.
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Build and maintain key performance indicators (KPIs) and dashboards to track and report on sales and revenue performance.
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Provide regular reports on revenue performance, churn, customer acquisition costs (CAC), lifetime value (LTV), and other key metrics to leadership.
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Use data-driven insights to inform decision-making across sales, marketing, and customer success teams.
3. Cross-Functional Collaboration:-
Work closely with the Sales, Marketing, Customer Success, Enterprise/Professional Services teams to streamline processes and ensure alignment with revenue goals.
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Partner with Finance and Legal teams to ensure accurate billing, contract management, and forecasting.
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Lead initiatives to optimize the customer journey, improve retention, and reduce churn by aligning sales and customer success efforts.
4. Process Improvement & Automation:-
Evaluate and improve revenue-generating processes using automation tools (e.g., Salesforce, Outreach, Marketo) to enhance productivity and reduce manual effort.
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Lead cross-functional projects to drive process improvement, automation, and scalability within the revenue organization.
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Recommend and implement technology solutions that enhance operational efficiency and support strategic revenue growth objectives.
5. Budgeting & Forecasting:-
Work with Finance and senior leadership to manage revenue forecasting and planning cycles.
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Develop and implement models for accurate sales forecasting based on historical data and trends.
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Ensure alignment of budgets with overall revenue targets and company growth objectives.
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Collaborate with leadership to define sales territories, quotas, and compensation plans in alignment with overall revenue goals.
Education & Experience:-
Bachelor’s degree in Business, Marketing, Finance, or a related field (MBA or equivalent advanced degree preferred).
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5+ years of experience in revenue operations, sales operations, or business operations, preferably in a SaaS or technology company.
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Proven experience in managing and optimizing CRM systems (Salesforce preferred).
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Strong understanding of SaaS business models, revenue metrics, and key performance indicators (KPIs).
Technical & Analytical Skills:-
Proficiency in CRM software, data analytics platforms, and sales automation tools.
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Advanced Excel and data analysis skills (e.g., working with large datasets, pivot tables, and building custom reports).
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Experience with business intelligence tools
- Strong understanding of revenue forecasting, budgeting, and modeling.
Leadership & Communication:-
Ability to collaborate effectively across departments and senior leadership to achieve organizational goals.
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Strong communication skills with the ability to present data-driven insights and make recommendations to senior executives.
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Experience leading teams and projects, with a focus on developing talent and driving results.
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High attention to detail and ability to manage multiple priorities in a fast-paced, dynamic environment.
Problem Solving & Strategic Thinking:-
Strong analytical mindset with the ability to identify, diagnose, and resolve operational challenges.
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Experience using data and process improvement techniques to drive operational changes and revenue growth.
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Strategic thinker who can balance short-term execution with long-term vision.
Salary range for this role: $170,000 - $180,000 annually
This position is REMOTE, must be eligible to work in the US
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