Director of Revenue Operations

Director of Revenue Operations

Location: Woburn, MA

Full-Time - Remote/Hybrid:

Reports to: VP/Business Development and Client Relationships

Direct Reports: Business Development Analyst, Outbound Sales Support Associate

Prendio is a trusted provider of Procure to Pay software as a service (SaaS). Prendio delivers value to biotech companies by addressing the specific needs of scientists, working closely with trusted suppliers, and giving management the control, they want. Ease-of-use drives compliance while minimizing training and data cleansing. Prendio was designed specifically to support biotechnologists. Prendio supports time-critical research environments with efficient ordering, receipt, and payment of equipment, consumables, and services.

BioProcure aims to keep researchers in the lab - doing science! We partner with startup Biotechs by providing services designed to streamline the entire procure-to-pay process, implement internal controls, and obtain savings. Prendio/BioProcure offers a team of purchasing and accounting experts dedicated to the success of the companies that we partner with.

Responsibilities:

As the Director of Revenue Operations, you will be responsible for analyzing our current revenue streams, identifying new opportunities, and presenting recommendations to the leadership team. You will analyze our existing customer base, develop and implement a customer segmentation methodology, and report on customer activities and trends providing insights and recommendations. You will also work with the sales team regarding pipeline management, CRM optimization, and sales forecasting. You will monitor and report on VC partnership activities providing analysis and insights. The data and analysis you provide will drive the strategic direction of the organization.

Key Functions:

• Provide analysis of our current revenue streams. Identify revenue optimization opportunities such as improving efficiencies, market strategies, and sales processes.
• Analyze our current customer base, develop a customer segmentation methodology, and report spending activities and trends. Identify high and low-risk customers and provide insights and recommendations.
• Monitor and report VC partnership activities, providing analysis and insights.
• Through data collection and analysis recommend opportunities for scalability.
• Implement technologies to monitor the sales organization through CRM sales reports, data dashboards, and other intelligence.
• Develop and report appropriate sales metrics and provide regular sales and revenue forecasts.
• Build and manage the monthly reporting package and quarterly Board of Directors presentation.
• Collaborate with Finance, Marketing, Customer Success, and other departments in support of the sales organization.
• Manage and develop staff, providing appropriate guidance, training, and resources.
• Remain aware of the competitive landscape to establish accurate sales metrics and revenue projections.
• Perform other duties as assigned.

Qualifications:

• 7+ years of sales/revenue operations experience in a high-growth SaaS environment.
• 3+ years of management experience, supervising analysts and support staff.
• Ability to extract, compile, and report data using advanced technology including CRM (preferably HubSpot or SalesForce), AWS, and Quick Sight.
• Strong SQL experience.
• Proven skills in utilizing data to provide analysis, insights, and recommendations to leadership.
• Strong sales operations skills as it relates to building metrics, forecasting sales, and managing commission plans.
• Outstanding collaboration and communication skills
• Ability to perform and thrive in a fast-paced, high-intensity environment; able to think strategically and execute tactically.

Benefits:

• Blue Cross Blue Shield Health Insurance - 100% of employee premiums paid
• BCBS Dental insurance - 100% of employee premiums paid
• VSP Vision Coverage - 100% of employee premiums paid
• Flexible Spending Account Healthcare
• Health savings account with employer contribution
• 401K/Roth 401k with generous company match
• Paid holidays
• Paid vacation/Unlimited PTO
• Flexible hours
• Other benefits, include a complimentary subscription to the Calm app, pet insurance, legal assistance, and more.