Director, Revenue Operations

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

📋 Description

• Oversee the revenue operations function spanning sales, finance, and systems.

• Take charge of forecasting, pipeline analytics, territory and quota planning, and governance to ensure reliable data.

• Establish the operational rhythm, team structure, and reporting frameworks utilized by business leaders.

• Manage processes and reporting to ensure full pipeline visibility, revenue operations reporting, and effective CRM management.

• Lead a global team of analysts and CRM specialists.

• Provide strategic guidance and oversight for revenue operations, encompassing business development, marketing operations, and sales enablement.

• Direct the RevOps charter, intake procedures, service levels, and the roadmap for reports and capabilities.

• Recruit, manage, and nurture analysts and CRM professionals, prioritizing and maintaining quality standards.

• Conduct weekly forecast and pipeline reviews, monthly business reviews, quarterly assessments, and annual planning sessions.

• Implement forecast methodologies by deal tier and uphold accountability for forecast precision and pipeline coverage over the next four quarters.

• Generate performance reports for reps and teams, including win/loss analysis, ramp-up, and retention insights with actionable recommendations.

• Collaborate with deal desk on pricing strategies, discounts, and governance of non-standard terms.

• Work alongside Salesforce engineers on CPQ, software releases, and change management initiatives.

• Establish data quality standards, access controls, and audit trails for pricing and contract information.

• Oversee updates and development within the CRM system.

⛳️ Requirements

• Bachelor’s degree in business, communications, or another relevant discipline.

• A minimum of 8 years in revenue operations, sales operations, or sales analytics in a B2B environment, including over 3 years in leadership roles.

• Demonstrated ownership of a forecasting process for complex, long-cycle sales.

• Proficient in Salesforce, with hands-on experience in reporting, forecasting, and CPQ, and the ability to guide engineers on configuration decisions.

• Exceptional analytical abilities (SQL, BI tools, and financial modeling) and the capacity to transform data into executive recommendations.

• Experience in territory, quota, and compensation planning.

• Proven track record of collaboration with Finance on bookings, ARR, and revenue reconciliation.

• Strong written and verbal communication skills with senior leadership and the confidence to question definitions and data.

• Proficient in Microsoft Suite, Google Suite, and Salesforce CRM.

• Excellent project and program management capabilities.

• A self-starter able to juggle multiple projects while collaborating with colleagues, matrix relationships, internal clients, and senior management.

• An MBA, advanced analytics certification, experience with PowerBI or similar dashboard creation and support, CPQ implementation or major systems transitions, and familiarity with energy/utilities/data analytics backgrounds, as well as MEDDICC, Challenger, or similar sales methodologies are advantageous.

• Must be eligible to work in the continental United States.

• Arcadia is unable to provide visa sponsorship for this role.

🏝️ Benefits

• "Remote first" culture - work from anywhere in the continental US as long as you have a dependable internet connection.

• Flexible PTO - no accrual of hours and no cap on the number of vacation days exempt employees can take each year.

• 11 paid holidays annually.

• 10 days of sick leave.

• Up to 2 weeks of bereavement leave.

• 2 days off for volunteering.

• 2 days off for professional development.

• Parental Leave Benefits available for ALL parents.

• 75-95% employer cost coverage for medical, dental, and vision benefits for employees and their dependents.

• Competitive benefits package and equity component (bonus if applicable).