Summary

The Revenue Operations Manager reports directly to the VP of Revenue Operations and plays a pivotal role in shaping and driving our go-to-market organization and launch of the revenue operations function. This position requires a blend of deep analytical prowess and hands-on experience in revenue operations within fast-paced software companies. You will be responsible for building detailed analyses of sales pipeline, implementing and running a forecast process for a $100M business, and ensuring the successful implementation of business systems to support revenue growth and a well-functioning operational cadence. You will build, and then drive efficiency of sales and marketing processes, oversee CRM and sales-data management practices, and implement KPIs to measure and improve the effectiveness of our GTM team.

This role requires an accomplished analytical mindset, a strategic thinker, experience in interacting with and presenting to executives, and an ability to work independently while both leading and participating in transformation programs across the GTM team.

Responsibilities

• Business & GTM Systems
  • Participate in the design, implementation, testing, and stability of the GTM tech stack
  • Partner with GTM teams to identify, build and test requirements for new business systems
  • Train and support end-users of systems and tools within the GTM tech stack
• Marketing Operations:
  • Identify pre-existing processes within the lead-to-opportunity journey, and implement processes that accommodate specific requirements
  • Obtain and analyze historical MSL/MQL data, conversion rates, and lead costs
  • Build marketing KPIs and executive reporting packages to include traditional marketing & web KPIs, and digital demand generation KPIs
  • Build a reverse waterfall approach to digital demand generation, with marketing leadership

• Sales
  • GTM Strategy
    • Assess and summarize market size, in collaboration with external partner(s); assess through TAM/SAM/SOM perspective, and by region, vertical, product, etc.
    • Conduct market and customer segmentation, producing master prospect and customer lists that are sized and segmented using scoring models
    • Build sales capacity models with scenarios outlining bookings, cost, headcount, ramp and productivity assumptions to determine investment requirements, bookings and productivity targets
    • Design unique and balanced sales territories aligned with the output of segmentation and fiscal budgets, with quota fully and fairly allocated across territories
    • Product detailed ‘territory books’ outlining to each sales territory owner the composition of their territory and the quantified opportunity within it
    • Build and implement new lead generation processes and workflows in partnership with marketing and BDR leaders; establish reporting on lead flow journey
  • Sales Compensation & Incentive Programs
    • Participate in the SIP design and implementation process
    • Build SIP plan total cost scenarios, leveraging Monte Carlo simulations
    • Implement the new SIP – design and deliver communication materials, build incentive calculators, calculate SIP payments under new plan
  • Sales Management System
    • Design and implement new forecast processes in partnership with VP RevOps, conduct training to sales leadership and ICs, and host forecast calls with sales leaders & ICs
    • Build new KPIs and reporting to assess the productivity of the sales organization
    • Participate in the build out and execution of Deal Desk and Win Desk processes
    • Bring world-class analytical expertise to consolidate and analyze pipeline and bookings data from across multiple sources; implement new GTM cadence and reporting

Competencies

To perform the job successfully, an individual should demonstrate the following competences:

• Analysis – Must have world-class analytical skills to get “in the weeds” and combine data from multiple sources, create rigorous data models, analyze data for trends and anomalies
• Communication – Strong ability to communicate complex ideas effectively across different levels of the organization
• Leadership – Ability to lead cross-functional teams through influence and alignment to expected outcomes
• Adaptability – Comfortable working within fast-paced environments and rapidly changing priorities; able to ‘go deep’ on projects requiring depth of thought and analytical savvy, while elevating to provide summaries and insights to executive teams
• Mental Agility – Must have a keen intellect and be comfortable with complexity; adept at tackling new challenges and solving problems

Qualifications

Minimum qualifications:

• Bachelor’s degree
• 4 years of experience in revenue operations capacity
• Experience with sales tech stack – Salesforce.com required
• Advanced MS Excel level
• Impeccable analytical skills and high attention to detail
• Experienced collaborator across multiple business functions; familiarity and confirm when interacting with and presenting to senior management
• Open to travel

Preferred qualifications:

• Experience in enterprise software or private equity
• Experience within acquisitive companies
• Broader experience across GTM tech stack e.g. Marketing automation, ZoomInfo, Clari, Gong, LinkedIn Sales Navigator
• Database and data visualization tools e.g. SQL, Tableau, MS Power BI
• MBA