Sr. Manager / Director, Revenue Operations

Summary:

As the Sr. Mgr / Director of Revenue Operations, you are responsible for a wide range of areas that enable the business, including management of Revenue Tech Stack, revenue intelligence and pipeline reporting, ownership of Revenue processes, enablement of new and existing team members, and ad hoc projects between the Revenue and cross-functional teams. The role is an individual contributor role, you will have significant visibility across all areas of the organization with the opportunity to closely collaborate with Revenue leadership, Product and Engineering, and Science Exchange leadership teams. You will also have the opportunity to shape overall revenue operations strategy, improvements, and best practices as the right hand advisor to the Chief Revenue Officer on all revenue operations and team related initiatives. This position reports directly into the Chief Revenue Officer and is fully remote.

The ideal candidate is highly technical and has a proven track record of driving productivity and efficiency at a high-growth B2B SaaS or technology startup in a Revenue Operations, Sales Operations, or Data Analyst role as an individual contributor. You are experienced in the Revenue Tech Stack in place, specifically Salesforce (required), Outreach, Hubspot, Gong, ChiliPiper, and ZoomInfo. You have prior experience in a direct sales role or have worked closely with enterprise sales teams and have a deep understanding of Enterprise SaaS sales and the various GTM motions that come with it. You are analytically-minded, have advanced Microsoft excel skills, and are able use data to drive your decision making with the ability to use analytics to drive insights. You pride yourself in excellence, on-time delivery of projects, and enjoy complex problem solving, documentation, and the tactics that come with it. You are able to design sales processes and generate analyses to support the Revenue team. You are a teacher with a strong sense of empathy, willing to help team members at a moment’s notice.

Responsibilities:

• Own the revenue team (sales, marketing, customer success) tech stack (i.e., Salesforce, Hubspot, Outreach, Gong, ZoomInfo, etc.) by identifying new best-in-class tools, deploying new tools, deprecating unneeded tools, and optimizing existing tools and processes to maximize team efficiency.
• Enable Sales, CS, and Marketing Teams within Salesforce, ensuring they are able to effectively progress, manage, and close their pipeline based on pre-set requirements
• Own Sales Intelligence reporting, ensuring Revenue Leadership has the dashboards, data, and insights needed day-to-day.
• Support marketing with key campaign operations including but not limited to managing contact lists, distribution and campaign launch tactics
• Own project management related to new GTM of new products, including coordinating across marketing, product, and leadership teams
• Report, analyze, and audit leads, opportunities, and revenue performance through Salesforce, Hubspot, Excel and other applicable tools.
• Support annual and quarterly forecasting starting at pipeline across all lead generation and acquisition channels, down to the individual product and revenue stream.
• Maintain and manage reporting of key SaaS metrics including Sales and pipeline, ARR, NDR, Sales Efficiency and more
• Create new and manage existing Revenue Operations-related processes and documentation.
• Support employee onboarding and retraining, striving for high adoption and satisfaction with the Revenue Tech Stack and processes.
• Monitor, enrich, and drive a high degree of data integrity across Salesforce and connected Tech Stack.
• Review team monthly budget actuals against plan.

About You:

• 5-8+ years of experience in a Revenue Operations, Sales Operations, Sales Enablement, or Data Analyst role in an Enterprise SaaS company (startups preferred).
• 2+ years of experience with the variety of Revenue technologies available, specifically Salesforce, Outreach, Hubspot, Gong, ChiliPiper, and ZoomInfo. Salesforce Certified Admin preferred.
• BA/BS Degree required, preferably in an analytical subject. Advanced degree a plus. Management Consulting experience is also a plus.
• Advanced analytical and problem-solving skills to identify opportunities for revenue process improvements and to implement new strategies to grow revenue.
• Strong Microsoft Excel experience
• Strong business and financial acumen to understand sales pipeline, revenue and other key financial metrics.
• Able to adapt quickly to shifting priorities with minimal direction.
• Innate desire to understand processes and continuously improve them with technology/automations.
• Ability to develop effective relationships with business users, technical staff and executive management.
• Best in class organizational/time management skills; ability to prioritize work and meet deadlines in a fast-paced startup environment.
• Strong work ethic, detail oriented, hands-on, with a customer obsessed mentality.
• Patient and willing to teach, training others on key tools and processes is a key part of this role
• Flexible with a demonstrated ability to embrace change.
• Team player, thrives in team environment