Director - Revenue Ops

Position Overview:

In this newly formed role, you will be responsible for ensuring that all revenue generating teams (Sales, Professional Services, Renewals, Fintech, Customer Success and Finance) have the data, strategy and process support to accomplish key business outcomes around customer engagement, and driving revenue growth. The ideal candidate would be a master collaborator with a passion for working with revenue teams and their leaders to identify trends, communicate process changes, and continuously implement improvements.

Key Responsibilities:

• Collaborate with revenue generating teams to develop and execute strategic initiatives aimed at optimizing revenue generation, improving operational efficiency, and enhancing customer satisfaction.
• Foster alignment between sales and post-sales customer facing teams to ensure seamless hand-offs throughout the customer journey, from go-live to adoption, to retention & renewals
• Evaluate existing processes across international sales, professional services and customer success functions to identify opportunities for optimization and efficiency gains. Implement best practices and automation tools to streamline workflows and enhance productivity
• Maintain an up-to-date understanding of Revenue Operations technology options and best-in-class playbooks for SaaS operations.
• Utilize data-driven insights to inform decision-making, identify trends, and track key performance indicators (KPIs) related to revenue generation and customer engagement. Develop comprehensive reports and dashboards to provide visibility into performance metrics
• Use historical data and statistical models to predict future revenue trends and outcomes. Build robust forecasting mechanisms across the revenue chain that are precise and predictable.
• Analyze the drivers for revenue contraction. Establish stringent forecast mechanisms to flag potential contraction. Drive detailed RCAs to enable greater accountability for every contraction. Through RCA findings, minimize the occurrence of contraction events.
• Design and implement best-in-class compliance processes across all systems of customer record
• Serve as the Revenue Operations subject matter expert to counterparts in Customer Success, Deal Desk, Finance, Marketing, Payments, Professional Services, and Sales on all operational activities related to deal closure, opportunity management, quoting, booking, provisioning, etc.

Qualifications:

• 12 - 18 years of experience leading Revenue Operations for high-growth B2B SaaS (SaaS Experience is necessary)
• Experience having built the foundation of Revenue Operations before.
• Expert level understanding of quote to cash processes, including quoting, order processing and SaaS subscription management
• Expert knowledge of Salesforce, with experience building an interconnected environment across technologies. Example of other technologies are NetSuite (Finance), Zuora (CPQ & Billing), Gainsight (Customer Success), DocuSign (Contracting), HubSpot (Marketing), PowerBI (Data Warehousing and Business Intelligence Tools)
• Comfortable in ambiguity, thrive through change, are highly adaptable and can create clarity and focus in a dynamic environment
• Experience managing workloads in a fast-paced, dynamic environment.

Last updated on Jul 30, 2024