Head of Revenue Operations

ABOUT THE ROLE 

We see you as having a breadth and depth of Revenue Operations (full-funnel) experience, with a focus on Sales Operations, Channel Operations, and Renewal Operations.  In our Revenue Operations team, all of us wear multiple hats, and we wouldn’t have it any other way. That’s what makes Revenue Operations so much fun!  And, besides, it’s necessary to quickly build the foundation for, and to scale, the company.  While this role must be capable of executing tactically (roll up your sleeves and dive right in!), this role is considered highly strategic, through which several functions of the company intersect:  Sales, Marketing, Channel, Customer Success, Finance and Legal.

As part of the job, you’ll support:

Revenue/Sales Operations:  It’s all about efficiency and effectiveness.  Some of the things this role will do:

• Drive quality, accuracy and process consistency in planning, forecasting and budgeting used by the GTM leadership and teams
• Drive complex analytics and reporting regarding “all things Sales” – from forecasting to FY Planning; from market/account segmentation to coverage/capacity models and territory planning; from sales motion design to quotas and compensation planning. Continuously optimize, recognizing trends in the data.
• Develop annual/quarterly key performance indicators and develop accurate real-time dashboards for GTM leaders
• Work with order operations, pricing quotes, and deal desk components 

Channel Operations:  We have big goals with respect to our Channel.  Remember:  we aim high.  To help achieve those goals, this role will:

• Performance Analysis and Insight:  develop metrics and financial models to identify the impact of the channel to the overall business (i.e., channel contribution and effectiveness). Forecast channel pipeline, and govern the accuracy of SFDC channel-related data (e.g., leads, referrals, opportunities, quotes).
• Lead and Opportunity Management: track registrations and leads, in addition to ensuring optimal lead routing and lead routing follow-up.
• Processes, Systems and Tools:  develop and optimize processes and scope the system infrastructure necessary to efficiently operate the channel business (e.g., partner portal, Partner Relationship Management (PRM) platform, SFDC custom objects).  

Renewals Operations, responsibilities for this role include:

• Develop processes and dashboards related to the renewal motion – including the role of the partner, renewal risk, upsell, cross sell, adoption and churn
• Responsible for the availability and accuracy of all information related to renewals pipeline, opportunities, and any related reporting or dashboards
• Develop real-time dashboards to forecast churn, leveraging opportunity risk and health of the account
• Develop predictive models, informing GTM leadership of the accounts likely at risk
• Bring together win/loss reasons, capitalizing on wins as best practices and identifying root causes for losses.

ABOUT YOU

• 10+ years’ experience in advanced operations roles -- Sales, Renewals, Customer Success, Channel, and Marketing -- implementing analytics and driving operational excellence in a SaaS company
• Super user of Salesforce.com with the intellectual curiosity and ability to learn other tools to support the GTM team
• Exceptionally strong analytical skills and can accurately summarize and present complex principles to a variety of internal and external audiences, including executive audiences
• A change agent – thinking strategically and executing tactically -- with a dynamic style and ability to influence people/persuade at all levels of the organization
• Strong ability to collaborate across all functions – Sales, Channel, Customer Success, Marketing, Finance, Legal, and IT.
• Enjoy working in a fast-paced and transparent environment where employees are encouraged to be genuine and direct
• Will bring a “work hard, get stuff done” attitude to this energetic and fast-paced company where people genuinely enjoy both the work they do and the people with whom they work