Director, Revenue Operations

The Company

Simply put, SpryPoint provides Smart Solutions for Smart Utilities.

Founded in 2011, SpryPoint is a leading provider of cloud-based solutions for the utility sector. Our team of experts has extensive experience serving utilities across North America, and we are dedicated to helping our clients improve their operations and better serve their customers. Our solutions include advanced billing and customer relationship management tools, as well as powerful analytics and data management capabilities. We are proud to have been recognized by industry experts and our clients alike for the value and innovation we bring to the market.

In February of 2023, SpryPoint received a strategic investment from Norwest, a leading venture and growth equity investment firm. With this investment, SpryPoint will build on its significant business momentum over the past three years, expanding its team and positioning the company to continue increasing market share of its mission-critical, cloud-native solutions for smart utilities.

Position Overview

If you thrive in a fast-paced environment, have a passion for developing data-driven strategies to accelerate business growth, and enjoy working collaboratively with a team of game changers, you may be a perfect fit for our first Revenue Operations leader.

In this role you will be responsible for overseeing our Go To Market (GTM) through data and analytics initiatives, maximizing the lead generation process, providing metric visibility, and informing business decisions and strategy driving revenue and growth.

You will be the chief architect and user of systems that produce insights into the effectiveness of our sales and marketing. Using those insights, you'll recommend then ensure implementation and iteration of tactics to increase our return on GTM investments. You will dive in where needed to help reach our next point of growth, engaging in the operational validation required to prove value prior to scaling.

Responsibilities - Strategic & Execution

• Partner with Sales and Marketing leadership to analyze and develop market segmentation, territory mapping, and target account lists; and Customer Success leadership to build to renewal and expansion strategies
• Assist in Annual Operating Planning, budgeting, and developing new market opportunities
• Create and manage a Sales/Marketing Enablement program to enhance team effectiveness
• Execute campaigns and support with funnel, lead flow and scoring reporting
• Support onboarding, training, and organize the Annual Sales Kickoff Program for team development
  
  
  

Responsibilities - Process & Reporting

• Support Sales and Marketing leadership to develop and document processes and implement solutions (e.g. Deal Desk, CPQ, etc.) to operationalize them
• Partner with leadership to develop, implement, train on, and monitor selling strategies and sales plays to achieve corporate goals
• Develop account scoring methodology and ABM target account lists, operationalizing in Sales and Marketing systems for use in campaign targeting and outbound prospecting
• Align with Sales and Marketing leadership on key business metrics, and build scalable dashboards for KPIs and progress monitoring
• Own daily KPIs, ensuring SLAs for lead follow-through and volume objectives for business success are met
  
  
  

Responsibilities - Management & Financial

• Implement operational systems and solutions to execute and monitor revenue strategies
• Own system and process efficiency by solving emerging issues, and implementing enhancements, integrations, and automation within Salesforce
• Collaborate with Marketing on lead attribution for accurate reporting, including lead generation with and through partners
• Partner with finance to manage the marketing PnL workbook and ensure financial alignment
• Track sales forecasts and pipeline planning, including partner opportunities
• Conduct data analysis, understand insights, and support sales team audits for data-driven strategies
  
  
  

Qualifications & Competencies

• Bachelor's degree (advanced degree or MBA a plus)
• 5+ years experience in Sales/Revenue Operations at a high-growth software/SaaS company (enterprise SaaS and/or regulated industry experience is preferred)
• Previously designed and implemented sales processes and infrastructure while leveraging data to drive influence and strategy
• Proficiency in SFDC, marketing systems (Marketo, Hubspot, etc.) with expertise in leading SFDC improvement efforts
• Fluency in other systems and sales tools that drive Sales/CS productivity, as well as BI tools
• Quick learner with ability to multitask, work independently, think critically and problem solve
• Previous work experience at a high-growth SaaS company
• Advanced Microsoft Excel/Google Sheets skills
• Strong analytical abilities: you understand the “why” and “how” of data, and can tell the story behind it
  
  
  

What We Offer

• Remote-first and autonomous working environment
• Flexible working hours
• Competitive compensation package
• $500 towards your home office setup
• Health, dental, vision, and life insurance
• Book bounty program, get reimbursed $100 for each book read and reviewed
• Professional development courses + $2,500 tuition assistance annually
• Summer Fridays (½ day Fridays!)
• Employee referral program: $2,000 per new FTE hired
• Snacks and drinks (☕🍺🥤) in our HQ on Prince Edward Island
• Annual company (SpryPalooza 🤘) and team offsites
  
  
  

SpryPoint is an equal-opportunity employer. We do not discriminate on the basis of race, religion, color, national origin, ancestry, sex, sexual orientation, gender identity, age, physical or mental disability, medical condition, genetic characteristics, veteran or marital status, pregnancy, or any other classification protected by applicable local, state, or federal laws. If you have a disability or special need that requires accommodation, please do not hesitate to let us know.