Revenue Operations Lead

This is a fully remote position, open to applicants in California, +2 more states.

📋 Description

• Design and spearhead a comprehensive weekly forecasting process utilizing well-defined stages, deal hygiene, and coverage analysis.

• Create reports that furnish leadership with an up-to-date overview of the health of the Commercial and Public Sector pipeline.

• Highlight potential pipeline risks and opportunities at an early stage.

• Analyze pipeline trends and expedite variance assessments to enhance forecasting precision.

• Evaluate go-to-market (GTM) processes throughout the entire sales cycle and implement enhancements for speed, consistency, and conversion rates.

• Establish and operationalize criteria for opportunity stages, protocols for cross-functional handoffs, and deal-desk processes.

• Integrate sales methodologies, such as Challenger Selling, into both process and systems design.

• Collaborate with Sales, Marketing, Customer Success, and Implementation teams on the design and adoption of processes.

• Create playbooks and identify areas for process improvement.

• Enhance reporting capabilities using AI toolsets.

• Manage commercial reporting concerning pipeline stages, velocity, win/loss analysis, and individual rep performance.

• Convert analytics into actionable insights for commercial, public-sector, and executive leadership.

• Develop revenue processes driven by partner-sourcing and partner-influence, including deal registration, attribution, segmentation, and forecasting treatment.

• Design reports that reflect channel contributions.

• Oversee the configuration of CRM pipeline, lifecycle stages, automation workflows, and data-model integrity within HubSpot.

• Identify gaps in tools and suggest enhancements to the GTM stack.

• Collaborate directly with the Heads of Commercial and Public Sector, as well as the VP of Finance, serving as the operational backbone of the GTM organization.

⛳️ Requirements

• A minimum of 5 years in Revenue Operations, Sales Operations, or GTM Operations, preferably in the B2B SaaS sector.

• Proven experience in designing and executing GTM processes for enterprise sales targeting Fortune 500 companies.

• Acquainted with the unique dynamics of public-sector selling and contracting.

• Background in managing enterprise or complex deal cycles that necessitate coordination among multiple stakeholders and extended sales durations.

• Demonstrated history of overseeing GTM operations from start to finish.

• Experience supporting partner or channel revenue initiatives, including tracking and attributing partner-sourced and partner-influenced revenue.

• Proficient understanding of enterprise sales methodologies like Challenger or comparable frameworks.

• Skilled in translating sales methodologies into stage criteria, qualification standards, and process designs.

• Strong proficiency in CRM and associated tools for forecasting, pipeline management, workflow automation, and reporting.

• Familiarity with AI tools in the context of Revenue Operations.

• Experience in designing deal desks, managing multi-stakeholder deal processes, and overseeing contract review workflows.

• Advanced Excel skills for data analysis, modeling, and reporting.

• Capability to operate independently as a team of one while working strategically and hands-on.

• Experience with territory design, quota modeling, and compensation plan management.

🏝️ Benefits

• Meaningful equity

• Health insurance

• Dental insurance

• Vision insurance

• Life insurance

• Disability insurance

• 401(k)

• Flexible spending accounts

• Flexible time off

• Remote work

• Availability of Atlanta office as a workspace or meeting location with teammates