Director, Revenue Operations

Director, Revenue Operations - Fully Remote

As the leader of the RevOps function, you are responsible for the performance, strategy, and alignment of revenue operations. This position is responsible for overseeing the operation of systems spanning Sales, Marketing, Customer Success, Legal, and Finance teams, ensuring the interaction between those teams is aligned with the larger company-wide strategy dictated by the CRO and senior leadership across the company.

Why work at SMG?

SMG is a leading experience management (XM) provider, serving restaurants, retailers, and other location-centric consumer businesses by changing how brands act on customer + employee insights. With a rich 30-year history, SMG is uniquely pairing an enterprise software platform with professional services to help brands generate new revenue, grow existing revenue, reduce detractors, and drive operational efficiencies.

We offer our talent -

• Work hard, have fun environment - We work hard to deliver a fulfilling, exciting workplace environment for each SMG employee. Our teams are composed of smart, talented, curious people who love a good challenge
• Ample opportunities to learn and grow
• Unlimited PTO
• Diverse, experienced, friendly team which will welcome you, support you and challenge you
• We are proud to be an equal opportunity employer. We celebrate diversity and create an inclusive work environment in which all our colleagues experience belonging, have their unique needs respected and met, have equal access to opportunities and resources, and feel fully engaged to contribute to the company’s success
  
  

What you can expect in this role:

• Design, refine, and implement SMG’s revenue operations by centralizing the enablement, technology, standardized processes, automation, data and analytics needed to align marketing, sales, customer success, finance, and legal activities across the customer journey
• Provide hands-on coaching/training on using our world class tech stack (SFDC, HubSpot, Outreach, Gong, Pramata, SalesIntel, & Asana)
• Own revenue data management and integrity, working across teams to provide high quality data sets while also driving forward-looking data trending, modeling and forecasting to help revenue generating teams sharpen programs, engagement and outreach
• Establish the metrics and visibility to understand the entire customer lifecycle, from lead generation through deal close and account development
• Implement automations in SFDC between Sales, Marketing, Customer Success, Legal, and Finance.
• Identify and drive strategies to scale engagement across the customer journey through the marketing automation platform and integrated technologies
• Define and implement a data model & Scorecards anchoring revenue generating teams with the volume, value, velocity and customer health metrics needed from first prospect inquiry to retained customer expansion.
• Scope and oversee enablement efforts supporting onboarding, continuous training, professional development, & methodologies aimed at making our revenue generators successful.
• Partner with CRO and CMO to operationalize go-to-market framework aligning marketing, sales & customer success motions by industry, territory, and account assignments.
• Inspire your team and all revenue generating teams with revenue growth best practices modeled by best in breed SaaS, enterprise software, & professional services companies
  
  

Requirements:

• 10+ years’ experience working in a business operations capacity with 5+ years’ proven experience leading a revenue operations function.
• Expert grasp of software & professional services revenue models and customer lifecycle metrics (CAC, LTV, GRR, NRR, volume, time, conversion), and the internal operations required to support, monitor and analyze revenue performance.
• Deep 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, legal, A/P, etc.)
• Experience with mergers and integrations, collapsing acquired company operations into a scalable platform of centralized operations
• Passion for leading, inspiring and coaching distributed teams against individual performance and team delivery goals. A champion for RevOps, educating and inspiring others to believe in the power of the revenue growth engine
• Proficiency with Microsoft Excel
  
  

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