Head of Revenue Operations

Nooks • Full-time • San Francisco, CA, US • $150k - $250k / year • 1w ago

What is Nooks?

Nooks is a platform transforming sales reps from manual laborers to scientists. With today's technology, sales reps shouldn't need to manually write hundreds of emails, research hundreds of websites/LinkedIn, and make hundreds of calls. They should instead focus on the parts of their job that actually require people - talking to customers, being creative, and problem-solving. With a combination of AI tools, automation and real-time collaboration, Nooks can do the rest.

The problem

Sales pipeline is critical for growing companies. Many, especially B2B companies, have teams of sales/business development representatives (SDR/BDRs) or full-cycle account executives whose responsibility is to identify, contact, and qualify new potential customers. There are ~750,000 SDR/BDR's in the US alone (e.g. Airtable, Brex, Databricks and many other tech companies have sizable SDR/BDR teams)

In their day-to-day, SDR/BDRs spend time on 3 main activities:

Prospecting & research - identify a list of potential customers using signals like industry, size, fundraising, headcount growth, new hires, job descriptions, etc.
Email & LinkedIn messaging - write messages to those contacts to convey the problem and pitch your product. The goal is for them to book a demo.
Calling - Live phone conversations often have higher conversion than emails because they're more personal, but there's a lot more manual work involved.

Most of the sales rep's job can be automated with today's technology: large language models, web scraping, automation, integrations, etc.

Nooks today

Our customers use Nooks for most of their day (avg ~3hrs/business day). Nooks currently owns end-to-end workflows around sales calls:

AI dialer - automates the manual parts of the calling process: skipping answering machines, leaving voicemails, taking notes, logging calls, even figuring out what to say on a call.
Analytics - we record, transcribe, and analyze every call. Since these are all outbound calls with little context, these calls follow similar structure - opener, pitch, questions/objections, ask for meeting, etc. So we can answer questions like: “which reps struggle to book the meeting with prospects who showed interest” or “what are the most common objections across each of our key personas.”
Salesfloor - sales reps & managers can work together throughout the day, listen to each others' calls, give real-time advice, coaching, shadowing, onboarding, and training.

Teams that use Nooks often see a 2-3x increase in reps' productivity within weeks! And we're working on adding prospecting/research workflows (to-be-announced soon!)

The role

Responsibilities

Oversee Hubspot CRM - monitor, analyze, and identify trends, as well as provide insights into our teams' performance.
Ensure our customer subscription and other GTM tools are working seamlessly, providing guidance and support to team members when needed.
Work with department heads on account market scoring/segmentation, new account distribution across sales reps, CS portfolio planning, increasing our contact/account database as we scale into new markets, and rep capacity calculations.
Create and manage team-specific internal and external GTM dashboards that include KPIs like GDR, NDR, MRR waterfall, Churn, Growth Rates, lead conversion rates, quota attainment, and more.
Partner with marketing to ensure that marketing programs are attributed correctly.
Build forecasts that allow the various teams to understand both volume and timing of pipeline generation across different channels including but not limited to inbound, outbound, conferences, referrals, and more.
Develop and implement a strategy for our tools, processes, and people that make up GTM infrastructure, ensuring that processes are scalable.
Be a trusted advisor to department leaders and support the delivery of OKRs.
Own Sales and CS commission tracking and approval process to ensure the team is being compensated accurately and on time.
Assist with new hire onboarding with sales tools, license provisioning, and permission set management.

Requirements

5+ years of experience leading a RevOps organization across Sales, Customer Success.
Deep expertise with Sales tech stacks and experience with tools like Hubspot, Outreach, Gong, Zoominfo, Salesforce, and Salesloft.
Organization and Execution: Strong project management skills, able to hit milestones and drive results.
Change Management: Experience with change management and a passion for helping others succeed in sales.
Data Driven: Help make informed decisions using accurate data and trends.
Collaboration: Meet with Sales, Marketing, CS, and other department leaders weekly and develop a regular reporting cadence.
Proactive: Suss out potential issues and remedy early, so teams aren't blocked on GTM tools and processes.

Bonus points if you have

7+ years of relevant RevOps experience.
Worked in Sales-tech in the past.
Built a multi-person RevOps org spanning Sales, Marketing, and Customer Success.
Been a sales rep in the past.

We offer competitive compensation because we want to hire the best people and reward them for their contributions to our mission. We pay all employees competitively relative to the market. In compliance with pay transparency laws and in pursuit of pay equity and fairness, we publish salary ranges for our open roles. The target salary range for this role is $150,000 - $250,000. On top of this, we offer equity, generous perks, and comprehensive benefits.

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