Revenue Operations Manager

About the role...

As the Revenue Operations Manager, you will lead our efforts to build the operational infrastructure around Business Intelligence, Billing, Deal Desk and Commercial Planning.  Reporting to the Head of Commercial Operations, the Revenue Operations Manager will play a pivotal role ensuring best in class tools and processes are in place to enable the success of the Commercial team in market. 

Key responsibilities:

• Business Intelligence and Billing:
  • In partnership with the CRM Administrator, Finance and Engineering, develop and manage performance metrics, create dashboards, and deliver actionable insights to drive business growth
  • Product usage revenue
  • Leads, Sales cycle, and pipeline reporting
  • Customer segmentation and product adoption reporting (e.g. channel partner usage, platform log in, engagements, etc.)
  • Tracking and reporting of Account Health; tracking implementation backlogs / status; renewal schedule tracking
  • Sales performance on quota achievement
  • Act as the central point of Commercial contact between Finance, Engineering, Sales and CSMs to ensure timely billing and collections
• Deal Desk
  • Manage and identify opportunities to improve the Deal Desk process. You will work closely with Sales, CS, Finance, Legal and the Leadership team to streamline consistent deal structure and accelerate deal closure.
  • Act as SME for cross-functional teams of Scope3’s contracting framework
  • Establish deep understanding of Scope3’s broader commercial strategy to ensure compatible deals globally
  • Ensure SLAs are met, identify and address any operational roadblocks impacting the Commercial team's ability to close deals and progress pipeline
  • Cross-functional coordination of custom pricing and deal structuring
  • Manage the Deal Desk approval and escalation process; keeping contracting templates and Commercial guardrails up to date for standard deals
  • Lead ongoing training for the Commercial organization on the Deal Desk processes
  • Partner with CRM Administrator to leverage HubSpot to further automate and streamline the contracting process
• Commercial Planning
  • Ensure that sales compensation plans are aligned with MBOs and performance metrics.
  • Support annual planning cycles including setting goals, territory design, etc.

Required Qualifications and Skills:

• 5+ years of experience in Sales Operations or Revenue Operations within the AdTech space
• Experience building Revenue Operations programs from scratch.
• Strong understanding of recurring revenue models, usage-based pricing revenue models and enterprise go-to-market strategies.
• Proficiency in data analysis tools and techniques, with experience working with databases, spreadsheets, and visualization software for dashboard development and ability to draw key insights from both qualitative and quantitative data.
• Proven track record of driving operational improvements and delivering measurable results for the broader organization.
• Excellent leadership and communication skills, with the ability to influence and collaborate effectively across all levels of the organization.
• Team-first mentality and communication skills that allow you to influence others at all levels and across all functions within the organization to rally behind shared business goals.
• High adaptability and ability to thrive in a fast paced environment by managing and prioritizing competing demands.
• “Get things done” mentality; with the ability to dissect complex problems, identify solutions, and drive solutions to completion with a high degree of autonomy.

Nice to Haves:

• Command of Metabase, HubSpot and other business systems and tools, or a strong willingness to learn
• Experience at a high-growth startup