Associate Director, Revenue Operations

This is a fully remote position, open to applicants in California.

📋 Description

• Develop models, dashboards, CRM logic, pricing workflows, reporting cadences, and executive-ready insights independently.

• Collaborate closely with Sales, Demand Generation, Customer Success, Product Marketing, Product, Fleet, Finance, Legal, and Japan HQ to enhance the measurability, predictability, and scalability of the revenue engine.

• Contribute to the evolution of SBRA's perspective on revenue encompassing hardware, software/cloud, services, subscriptions, renewals, upgrades, churn, and expansion.

• Establish practical definitions for recurring versus transactional revenue, install-base value, customer lifetime value, renewal value, and revenue quality.

• Create a framework for managing customers throughout the robotics asset lifecycles.

• Model renewal moments, upgrade paths, service extensions, replacement opportunities, churn risk, and customer value by cohort, segment, vertical, product, and route to market.

• Oversee and enhance the pricing operating model across robot sales, software/cloud, service contracts, deployment services, repair and customer care services, consumables, and future service offerings.

• Maintain the price book, assess margin and cost-to-serve, support discount governance, and establish feedback loops from deal outcomes, renewals, churn, and service-cost data.

• Take ownership of the weekly revenue forecast and create leading-indicator views of pipeline creation, coverage, stage progression, deal velocity, conversion, slippage, close-date movement, source quality, and forecast risk.

• Develop a system that identifies revenue gaps early enough for leadership to take action.

• Generate SBRA-specific GTM intelligence across verticals, channels, buyer types, partner types, entry points, deal structures, and customer expansion paths.

• Identify factors that predict win rate, sales cycle, expansion, renewal, churn, margin, and revenue quality.

• Manage HubSpot architecture and GTM data discipline, including fields, workflows, pipelines, integrations, permissions, lifecycle stages, routing, reporting dependencies, naming conventions, and data-quality standards.

• Ensure CRM data accurately reflects the business's sales, service, renewal, upgrade, and expansion processes.

• Handle pricing approvals, quote validation, deal-structure review, discount thresholds, exception workflows, approval documentation, and the quote-to-contract operational flow.

• Collaborate with Finance, Legal, Fleet, Product, Sales, and CS to facilitate deal progression while safeguarding margin and operational viability.

• Manage recurring commercial reporting for the SBRA Executive team and Japan HQ, providing clear insights on forecast movement, pipeline health, bookings, revenue mix, pricing, margin, renewal risk, and strategic business drivers.

• Continuously automate manual reporting processes and establish a single trusted operational view of the business.

⛳️ Requirements

• Proficient analytical and financial modeling capabilities.

• Experience in forecasting, pipeline analytics, revenue reporting, and executive business reviews.

• Ability to define metrics and operating models rather than just reporting on existing ones.

• Familiarity with CRM systems, preferably HubSpot or similar platforms.

• Experience in pricing, margin analysis, discounting, deal desk, or deal economics.

• Strong commercial acumen and understanding of how complex deals progress.

• Capacity to translate concepts between Finance, Sales, Product, Customer Success, Legal, and executive stakeholders.

• Willingness to independently create models, dashboards, workflows, documentation, and reporting infrastructure.

• Comfort with operating in ambiguity and creating structure in undefined situations.

🏝️ Benefits

• Medical, dental, and vision coverage

• Paid time off and company holidays

• Retirement savings programs, 401k matching program

• Performance-based bonus opportunities

• Professional development and leadership growth opportunities