Director, Revenue Operations

More about Quickbase:

Quickbase is revolutionizing the way people work by enabling professionals to develop their own cloud-based applications for driving vastly improved work productivity. With more than 500,000 users and a presence in over 50 of the Fortune 100 companies, we are quickly expanding our stake in the high-growth, multibillion-dollar SaaS, PaaS and mobile markets.

Quickbase is headquartered in Boston, MA and was recently ranked as a best place to work in the Boston Business Journal. Come join us as we grow.

Position Overview:

The Director, Revenue Operations will report to the Corporate Controller and is responsible for oversight of the quote to cash ("Q2C") team including Deal Desk, Order Management, and Collections. We recently underwent a large-scale transformational project on lead to cash systems and processes. You will drive us forward on new systems by refining, sharing, and operationalizing the vision for streamlined, scalable, and efficient quoting, fulfilment, invoicing and collections. You will work collaboratively to ensure all teams work towards the same goals. You will partner with Sales, FP&A, GTM Operations, Legal, General Accounting and others to ensure focused execution against priorities, policies, and initiatives, including new product offerings and core system infrastructure projects. In this role, you will be a critical change agent and though partner for the leadership team.

Functional Responsibilities:

Quote to Cash Day to Day Operations

• Mentor and manage a team of ten Q2C professionals across Order Management, Deal Desk and Collections
• Oversee all quoting, fulfilment, and invoicing to support the Q2C monthly, quarterly, and annual closes
• Collaborate with GTM Ops on forecast and pacing to ensure proper Q2C coverage and workload balance
• Support Corporate Controller, FP&A and senior leaders in GTM Operations with bookings, churn and other periodic reporting
• Establish and monitor quoting, fulfilment, and invoicing KPIs to demonstrate impact and alignment with company goals
• Optimize the structure and terms of customer contracts to drive efficiency, consistency, and alignment with company pricing policies
• Operationalize and oversee Deal Review Counsel framework and charter
• Set and own execution of the vision for the Q2C function, fostering a culture of collaboration, data-driven decision making, and scalable processes to support growth
• Partner with GTM Ops leaders to clearly define Q2C and GTM Ops roles, responsibilities, and handoffs
• Work collaboratively with GTM Ops colleagues to problem-solve and evolve processes
• Champion change by effectively communicating vision, impact and trade-offs to peers and executive leadership
• Establish Credit & Collections function, building off current Accounts Receivable team and infrastructure with a focus on improving cash collections and forecast accuracy
• Assist with review of Q2C controls environment and risk assessment; establish and maintain internal controls
• Create and execute on vision for streamlined order fulfillment including offshore model for basic fulfillment; focus in-house Order Management team on the most complex orders and process improvement

Quote to Cash Systems & Process Governance

• Establish and prioritize a roadmap for Q2C system and process improvements
• Serve as gatekeeper for all Q2C systems and processes, ensuring they meet the needs of the business in scalable way
• Synthesize and present data and feedback regularly to Corporate Controller and GTM Ops leaders to highlight process, enablement, and accountability gaps
• Oversee system and process changes, ensuring adherence to standard functionality and minimizing customization
• Work closely with technical partners in IT to build an internal Q2C system center of excellence including system administration, governance, and business analyst support
• Represent Finance and Q2C in company-wide system and process governance committees

Minimum Qualifications:

• Bachelor's degree or equivalent experience
• 10+ years' relevant work experience as a revenue operations leader within a SaaS company
• Expert level understanding of quote to cash processes including quoting, fulfillment, invoicing, and collections
• Demonstrated experience solving complex problems using data and critical thinking to connect the dots across multiple areas and functions
• Highly proficiency in Salesforce.com, Salesforce CPQ, and billing systems
• Strong people leader with demonstrated ability to influence change
• Excellent written and oral communication skills
• Record of working cross-functionally to achieve common goals