Job Overview
The Director of Revenue Operations role plays a crucial role in the overall success of the
Go-To-Market organization. It is the role of this individual to serve as the catalyst in the
execution of building and maintaining a scalable sales engine. The role will be tasked with the identifying, capturing, and managing the sales Key Performance Indicators (KPIs), and the processes related to supporting these KPI’s. In addition, the role will oversee the optimization of the commissions process, sales forecasting, customer database management, and sales reporting package
to ensure it is setup to execute a data-driven strategy and enable best in class forecasting
practices. This position will also play a key role in supporting the overall growth efforts of the
Company and work cross-functional to lead or assist on important projects. and provide reports
that allow management to make strategic decisions within the sales department.
Responsibilities
- Track, analyze and create monthly executive reporting data, inclusive of KPIs (sales cycle, win rates, renewals, upsells, pipeline velocity). Translating the impacting of KPI results on upcoming performance targets for Sales, Marketing and Financial Leadership teams
- Support the sales team’s productivity and success with process improvements, measurements, tracking, and analytics - Assist the Sales Leaders with Pipeline and Opportunity inspection, forecasting
- Contribute to the development of Sales processes in related tech stack- ensuring there is an ROI on the selected tools
- Collaborate regularly with all levels of the Sales, Marketing, and FP&A team members to ensure achievements are on track with sales opportunities vs forecasting, identify gaps, and explore solutions.
- Oversee implementation and management of compensations tools
- Development of compensation plans (inclusive of SPIFFs)
- Calculate and process monthly, quarterly, and yearly commissions and SPIFFs
- Oversee the development of collateral that can be used for training purposes and to
- promote best practices
- Create and maintain Sales Department policies, trainings, and resource materials.
- Ensure effective contract management program is in place
- Assist with the onboarding and training process of new Sales and Marketing staff
Qualifications- Prefer someone with a SaaS background
- Strong analytical and organizational skills- Ability to perform the up-front diagnostic to
- develop the project plan and lead the implementation of programs designed to maximize
- revenue growth
- 6+ Years of Sales and Marketing Operations (or Sales and Marketing Consulting) Experience
- Experience developing and operationalizing an effective lead and sales management
- process
- Project Management- experience in designing, implementing, and managing projects
- Experience working with the following (or related) tools:
- Salesforce
- SalesLoft
- Captivate IQ
- Tableau
- Hubspot
- LinkedIn Navigator
- Leadership and Emotional Intelligence
- Ability to hold others accountable and influence outcomes
- Ability to develop cross-functional relationships and inspire others
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