Director, Revenue Operations

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

📋 Description

• Lead Trustwell’s strategy and function for Revenue Operations.

• Act as a strategic ally to the Chief Revenue Officer and the Executive Leadership Team.

• Assess the complete revenue lifecycle, which includes lead management, opportunity management, pipeline creation, forecasting, territory and account management, customer expansion, and renewals.

• Perform root-cause analysis of performance discrepancies and formulate solutions.

• Create and implement scalable revenue processes, workflows, ownership, handoffs, SLAs, governance, and success metrics.

• Convert business requirements into technical solutions and system architecture.

• Oversee the integrity, architecture, governance, and optimization of Salesforce and related go-to-market systems.

• Identify and introduce automation and technology-driven productivity enhancements.

• Collaborate with Revenue Enablement on training, documentation, change management, and field adoption.

• Establish reporting, dashboards, KPI scorecards, funnel analytics, pipeline reporting, forecasting insights, productivity metrics, and business reviews.

• Prepare reporting for the Board of Directors and develop revenue materials suitable for Board review.

• Simplify complex revenue data into insights and recommendations for executives and the Board.

• Set up data governance for executive and Board reporting.

• Maintain revenue data integrity and governance concerning definitions, stage criteria, attribution, account ownership, opportunity management, and forecasting.

• Lead analytics related to pipeline and forecasts.

• Collaborate with Sales and Finance on annual planning, quota development, capacity planning, territory design, headcount planning, compensation analysis, and revenue forecasting.

• Work with Marketing on lead lifecycle management, routing, attribution, funnel conversion, campaign effectiveness, and Marketing-to-Sales handoffs.

• Partner with Account Management and Customer Success on renewals, retention, churn risk, customer health, upselling, cross-selling, and expansion opportunities.

• Assess and enhance Trustwell’s revenue technology stack.

• Drive cross-functional Revenue Operations initiatives from problem identification to implementation, adoption, reporting, and continuous improvement.

• Foster a culture focused on business partnership, accountability, urgency, data integrity, scalability, and continuous improvement.

• Define team responsibilities, performance expectations, and development plans.

⛳️ Requirements

• A minimum of 8 years of progressive experience in Revenue Operations, Sales Operations, Business Operations, GTM Strategy, or related areas.

• At least 3 years of leadership experience within Revenue Operations or Sales Operations.

• Demonstrated success in supporting and scaling B2B SaaS or recurring revenue organizations.

• Proven track record of supporting revenue organizations with over $50M in ARR.

• Significant hands-on experience with Salesforce is required; Salesforce certifications are preferred.

• Experience in integrating and optimizing various GTM technologies and data sources.

• Preferred experience in Food Manufacturing, Food Safety, Compliance, Supply Chain, ERP, WMS, PLM, QMS, or other enterprise software environments.

• Bachelor’s degree is required; an MBA is preferred.

• Proven capability to build and scale Revenue Operations functions within high-growth SaaS or recurring revenue organizations.

• Advanced knowledge of Salesforce architecture, administration, workflows, automation, reporting, dashboards, and data management.

• Strong understanding of Salesforce, Clari, Salesloft, ZoomInfo, LinkedIn Sales Navigator, and related GTM technologies.

• Deep knowledge of the complete B2B SaaS revenue lifecycle.

• Advanced analytical skills and experience in executive and Board-level reporting.

• Experience in designing and implementing scalable business processes across various revenue functions.

• Strong comprehension of SaaS metrics, including ARR, bookings, pipeline coverage, conversion, velocity, win rate, retention, expansion, productivity, and attainment.

• Experience in forecasting, territory planning, quota setting, capacity modeling, and annual planning.

• Strong project and change management skills.

• Ability to balance strategic leadership with hands-on execution.

• Demonstrated capability to lead through influence across Sales, Marketing, Customer Success, Finance, Product, and Revenue Enablement.

• Ability to lead and directly manage personnel in Revenue Operations.

🏝️ Benefits

• Comprehensive healthcare benefits, including medical, dental, and vision coverage.

• Additional benefits such as STD, LTD, HSA, 401k, and more.

• Responsible Time Off (PTO) plus Holiday Pay.

• Competitive compensation along with bonus opportunities.

• Potential for up to a 10% annual bonus.

• Eligibility for the company’s equity program.

• A vibrant culture and opportunities for professional growth.