Director of Revenue Operations

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

📋 Description

• Oversee the Revenue Operations function, managing technology, processes, data, and reporting for Marketing, Sales, Channel, and Support teams.

• Act as a strategic partner in business planning for channel and partner performance, including quota and compensation planning, as well as pricing and packaging decisions.

• Evaluate pipeline health, sales performance, conversion rates, forecast accuracy, and customer trends.

• Convert complex data into straightforward, actionable insights for leadership.

• Examine revenue and customer data to uncover trends, opportunities, risks, and performance discrepancies.

• Create and maintain dashboards for pipeline status, conversion rates, sales velocity, win/loss metrics, bookings, retention, expansion, and forecast performance.

• Define and track KPIs that align with company goals.

• Assess funnel performance and enhance conversion rates, velocity, and revenue efficiency.

• Conduct ad hoc analyses and modeling for business inquiries, planning, and strategic decision-making.

• Own and refine the revenue forecasting process.

• Analyze pipeline health, coverage, aging, velocity, and stage advancement.

• Collaborate with Sales leadership to address forecast discrepancies and revenue risks.

• Review channel, partner, and distributor performance, recommending actions for ecosystem growth.

• Lead the annual and quarterly quota setting, territory design, and sales capacity planning processes.

• Model, design, and manage sales compensation plans alongside Finance and HR.

• Assist in pricing and packaging strategies through analysis of deals, discounts, win rates, and competitive positioning.

• Analyze product and license usage data to identify signals for expansion, renewal, and churn.

• Manage the revenue technology roadmap and oversee the administration of Salesforce.com, Marketo, Outreach, Microsoft Power BI, and Zendesk.

• Guide the implementation of platform features, functionalities, processes, solutions, and integrations.

• Ensure that systems enable reporting, analysis, forecasting, and data integrity.

• Streamline revenue processes to eliminate inefficiencies and automate workflows.

• Establish standardized definitions, methodologies, and data governance practices.

• Lead cross-functional initiatives that enhance revenue productivity, efficiency, and scalability.

• Mentor and develop the Revenue Operations team.

• Present revenue performance, trends, risks, and opportunities to senior leadership.

• Balance strategic initiatives with immediate business requirements.

⛳️ Requirements

• Specific experience requirements are not detailed.

• Implied experience in revenue operations, revenue strategy, analytics, forecasting, pipeline management, business planning, quota setting, territory design, sales capacity planning, and sales compensation planning is necessary.

• Experience with Salesforce.com and other revenue platforms such as Marketo, Outreach, Microsoft Power BI, and Zendesk is also implied.

• Proficiency in analyzing revenue, customer, channel, partner, distributor, product, license usage, pricing, packaging, discounting, win rates, retention, expansion, renewal, and churn data.

• Capability to create and maintain dashboards, as well as define and monitor KPIs.

• Ability to lead cross-functional initiatives and manage revenue technology roadmaps.

• Skills to lead, mentor, and develop a Revenue Operations team.

• Expertise in presenting performance, trends, risks, and opportunities to senior leadership.

• Aptitude for translating complex data into clear recommendations for both technical and non-technical audiences.

• No specific educational credentials are mandated.

• Employment eligibility information is requested on the application form.

🏝️ Benefits

• Competitive salary and performance bonuses.

• Comprehensive health, dental, and vision insurance.

• Flexible working hours and remote work options.

• Professional development and training opportunities.

• A dynamic and inclusive work environment.