Job Overview
The Director/ Senior Director of Revenue Operations will be responsible for overseeing and optimizing the operations across all Go-To-Market (GTM) functions, including Sales, Marketing, Customer Success, Services, and Enablement. This is a strategic role, and is critical in ensuring alignment, efficiency, and effectiveness in driving revenue growth and achieving business objectives. The ideal candidate will have a proven track record in different areas of GTM operations, a deep understanding of GTM strategies, and the ability to lead cross-functional teams in a fast-paced, high-growth environment. They should also have the ability to drive alignment across multiple senior stakeholders and executives.
Key Responsibilities
Strategic Insights & Planning
- Develop and implement a comprehensive revenue operations strategy that aligns with our business goals and growth targets
- Lead and manage multiple teams within Revenue Operations, ensuring the delivery of high-impact initiatives that drive revenue growth and operational efficiency
- Partner with GTM leaders to develop and execute strategies that enhance pipeline generation, conversion rates, customer retention, and overall revenue performance.
- Provide strategic insights and recommendations to the executive team, using data-driven analysis to influence decision-making.
- Collaborate with the Strategy teams and Product Analytics teams to develop and monitor a robust GTM execution plan in line with company goals, GTM strategy and product strategy
Operational Excellence
- Oversee the end-to-end operations of all GTM functions, ensuring alignment, collaboration, and efficiency across Sales, Marketing, Customer Success, Services, and Enablement.
- Manage the design, implementation, and optimization of GTM processes, systems, and tools, ensuring they support the needs of the business and drive desired outcomes.
- Lead the development and maintenance of performance metrics and dashboards that provide visibility into the health and effectiveness of the revenue-generating functions.
- Ensure accurate forecasting, pipeline management, and revenue reporting, providing actionable insights to drive improvements and address challenges.
- Ensure continuous improvement of Strategic Initiatives by gathering feedback, assessing the effectiveness of initiatives, and making adjustments as needed.
Data & Analytics
- Build and maintain a robust data infrastructure that enables timely, accurate, and actionable insights across all GTM functions.
- Lead the analysis of key performance metrics to identify trends, gaps, and opportunities for improvement.
- Ensure data integrity and accuracy across all systems and platforms, driving a culture of data-driven decision-making within the organization.
- Collaborate with the Strategy teams and Product Analytics teams to develop advanced reporting and predictive models that support strategic initiatives.
Cross-Functional Collaboration and Stakeholder Management
- Along with the VP of GTM strategy and Revenue Operations, act as a key point of contact and alignment for all GTM operations, driving cross-functional collaboration and communication.
- Partner with Sales, Marketing, Customer Success, and other GTM leaders to align on goals, priorities, and execution plans.
- Lead initiatives that enhance communication, streamline processes, and foster a collaborative culture across all GTM teams.
- Work closely with Finance, HR, and IT/ Systems teams to ensure alignment on budgeting, resource allocation, and system requirements.
Skills and Experience Required
- Education- Bachelor’s degree in Business, Marketing, Finance, or a related field; MBA or equivalent advanced degree preferred.
- Experience
- 10-12+ years of experience in Strategy, Consulting, Strategy & Operations, Revenue Operations, Sales Operations, Marketing Operations, or a related field, with at least 3 years in a people management role
- Proven track record of driving revenue growth and operational efficiency in a fast-paced, high-growth environment.
- Strong understanding of SaaS business models and the associated GTM strategies.
- Experience in leading cross-functional teams and driving large-scale initiatives across multiple departments.
Skills
- Strong analytical and problem-solving skills, with the ability to leverage data to drive decision-making and strategy.
- Excellent leadership and people management skills, with a demonstrated ability to build, mentor, and lead high-performing teams.
- Exceptional communication and collaboration skills, with the ability to influence stakeholders at various levels of the organization.
- Expertise in CRM systems (e.g., Salesforce), marketing automation platforms, and other GTM tools and technologies is a big advantage
- Strong project management skills, with the ability to manage multiple initiatives simultaneously and deliver results on time.
Personal Attributes
- Strategic thinker with a strong business acumen and a focus on driving results.
- Highly organized, detail-oriented, and able to thrive in a dynamic, fast-paced environment.
- A proactive, self-starter with a passion for continuous improvement and operational excellence.
- Strong sense of ownership and accountability, with a commitment to achieving and exceeding goals