Director, Revenue Operations & Direct Growth

POSITION OVERVIEW

At PointCentral, we create innovative technology that makes life easier for residential rental property managers and the people living, working, and visiting their communities.  We are enabling a world where property managers can spend their time focusing on the people that make their communities thrive rather than routine administrative, operational, and maintenance tasks while a providing residents and guests access to secure, convenient, and resource-conserving smart home solutions.

To help fuel our growth, we are seeking an experienced, ambitious revenue leader to develop an efficient, scalable, data-driven, and cost-effective revenue organization. Reporting to the General Manager, this role will directly oversee Sales Operations, Direct Sales, and Customer Success functions while working cross-functionally with other teams in the organization. A successful candidate is a humble, hands-on, and effective coach for a team of direct reports that includes both managers and individual contributors. They will also be a company-wide role model that emulates the PointCentral values and fosters a culture of collaboration and data-driven decision making.

As a venture business of Alarm.com, you will get the benefit of access to a range of services, while being able to chart an entrepreneurial path within a rapidly growing, small company. We offer a friendly, ego-free culture with smart and eager team members who are committed to delivering an outstanding customer experience.

RESPONSIBILITIES

[Sales Operations]

• Take ownership of the end-to-end sales operations function (Strategy and Planning, Operations and Enablement, Performance Management, and Systems & Tools) to turn it into a high-quality, data-driven operational machine.
• Refine and expand upon current processes to connect more stakeholders, automate more tasks, and improve data capture and utilization in business decisions (e.g. pricing and promotions, incentive structures, customer feedback, etc.).
• Synthesize and operationalize customer journeys across various verticals and stakeholder teams (e.g. sales, implementation, operations, support, etc.)
• Streamline cross-functional collaboration between sales, marketing, customer success/account management, product management, and support teams.

[Direct Sales]

• Oversee direct sales team to expand new account acquisition goals, improve time to deployment, and reduce overall customer acquisition cost.
• Operationalize direct sales team processes to ensure there is a standard, repeatable playbook that can be easily communicated and refined over time.
• Provide hands-on coaching to ensure high quality communications (e.g. timely, professional, and accurate), enhance solution knowledge, and improve objection handling to exceed growth targets.
• Capture and deliver high quality market feedback and voice of customer information that improves collaboration with product organization and prioritization of development needs in a quantifiable manner.
• Streamline customer onboarding and "handoff" processes to improve time to deployment.

[Customer Success]

• Support process implementation that improves customer touchpoints and controls churn with an emphasis on identifying leading rather than lagging indicators.
• Help drive implementation of Tech Touch strategy to expand contact and engagement with direct customers.
• Assist with designing a framework to expand customer touchpoints, engagement, and overall success in channel model.

EXPERIENCE AND QUALIFICATIONS

• 10+ years of experience in sales, marketing, or business leadership roles
• 5+ years of experience managing teams
• Bachelor’s degree required; MBA nice to have
• B2B or B2B2C SaaS experience required
• IoT, smart home, property management, and /or real estate experience preferred
• Proficiency in Excel, CRM tools (preferably Salesforce), and other sales productivity/engagement (e.g. Salesloft, Outreach, Chorus, etc.)
• Solid understanding of systems and data flow, and demonstrated history of implementing new workflows and technologies
• High comfort and aptitude with data reporting and analysis
• Problem-solver that uses data to develop solutions
• Ambitious, proactive self-starter who can connect the dots in a dynamic, fast paced environment
• Comfortable in an ambiguous environment
• Confident, strong presentation skills
• Ability to simplify complex information to communicate effectively with executive level internal and external as well as technical and non-technical stakeholders

Why Work for PointCentral?

• Collaborate with outstanding people: We hire only the best. Our standards are high and our employees enjoy working alongside other high achievers.
• Make an immediate impact: New employees can expect to be given real responsibility for bringing new technologies to the marketplace. You are empowered to perform as soon as you join the PointCentral team!
• Gain well rounded experience: PointCentral offers a diverse and dynamic environment where you will get the chance to work directly with executives and develop expertise across multiple areas of the business.
• Work with the latest technologies: You’ll gain exposure to a broad spectrum of IoT, SaaS and M2M technologies including wireless communication, video monitoring, smart home automation, web development, and backend application development and hosting.
• Focus on fun: PointCentral places high value on our team culture. We even have a committee dedicated to hosting a stand-out holiday party, happy hours, and other fun corporate events.

Company Information

Alarm.com is the leading cloud-based platform for smart security and the Internet of Things. More than 7.6 million home and business owners depend on our solutions every day to make their properties safer, smarter, and more efficient. And every day, we’re innovating new technologies in rapidly evolving spaces including AI, video analytics, facial recognition, machine learning, energy analytics, and more.  We’re seeking those who are passionate about creating change through technology and who want to make a lasting impact on the world around them. 

For more information, please visit www.alarm.com.

Company Benefits

PointCentral offers competitive pay and benefits inclusive of subsidized medical plan options, an HSA with generous company contribution, a 401(k) with employer match, and paid holidays, wellness time, and vacation increasing with tenure. Paid maternity and bonding leave, company-paid disability and life insurance, FSAs, well-being resources and activities, and a casual dress work environment are also part of our outstanding total rewards package!

Alarm.com is an Equal Opportunity Employer

In connection with your application, we collect information that identifies, reasonably relates to or describes you (“Personal Information”). The categories of Personal Information that we may collect include your name, government-issued identification number(s), email address, mailing address, other contact information, emergency contact information, employment history, educational history, criminal record, and demographic information.  We collect and use those categories of Personal Information about you for human resources and other business management purposes, including identifying and evaluating you as a candidate for potential or future employment or future positions, recordkeeping in relation to recruiting and hiring, conducting criminal background checks as permitted by law, conducting analytics, and ensuring compliance with applicable legal requirements and Company policies.

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