RevOps Consultant (B2B)

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Scope of Work: Pre-Sales Enablement

• Lead Generation Playbook Development
• Collaborate with the RevOps team and cross-departmentally to develop a Lead Generation & Qualification playbook. This playbook will include key assets and process guides that enable the pre-sales motion (inc. MQL and SQL definitions, Lead Qualification Framework, Lead Scoring & Grading frameworks, and assets to enable the Sales team to nurture interest and grow the sales pipeline.
• Specifically, you will support definition of the Lead Identification process, and own documentation of the Lead Identification, Qualification, Scoring, and Grading processes based on the defined frameworks. You will also own development of Sales assets - including a deck for sales to share with their prospect Champions, and the definition & development of Hubspot processes that support Lead Identification, Qualification, Scoring, & Grading.
• As part of developing the Lead Generation Playbook, you will also be responsible for designing and building any necessary workflows in Hubspot that support the relevant processes. Additionally, you will work alongside the RevOps team to ensure the successful adoption of the Lead Generation Playbook and the relevant workflows and assets by the Sales team and other stakeholders.
• Lead Data Enrichment
• Own development and execution of a Lead Data enrichment plan. Our current company and contact data for leads needs to be more robust and reliable. The solution here is likely a combination of automated lead enrichment via a third party solution, and semi-automated enrichment via bulk uploads mapping datasets to leads. This project will include researching available solutions and evaluating the cost, benefit, and fit, as well as scoping the implementation of the selected solution and integrating it with any necessary semi-automated or manual lead data maintenance processes.

Scope of Work: Sales Enablement

• Sales Playbook Development
• Collaborate with the RevOps team and cross-departmentally to develop our first Sales playbook and align it with our first Customer Success playbook. The Sales Playbook will include Key Assets (inc. Mutual Action Plan, Sales Handover Document, Sales Decks, and assets based on buyer personas) and Key Sales Process Guides (inc. Sales Qualification Process, Pricing Process, and Sales Handover Process).
• Specifically, you will own development of Sales Decks to support Discovery and Demo along with Buyer-Persona-targeted Sales assets. You will also support development of the Mutual Action Plan between Prospects and CareMessage, and own documentation of the process based on the defined framework. You will support adoption of the established Sales Qualification and Sales Handover processes, alongside definition & development of the Hubspot and Salesforce workflows that underpin these processes.
• As part of developing the Sales Playbook, you will also be responsible for designing and building any necessary workflows in Hubspot and Salesforce that support the relevant Sales Processes. Additionally, you will work alongside the RevOps team to ensure the successful adoption of the Sales Playbook and the relevant workflows and assets by the Sales team and other stakeholders.

Scope of Work: Tech Stack

• Hubspot & Salesforce
• Own the scoping and implementation of appropriate build and configuration changes in Hubspot and Salesforce to enable the relevant pre-sales and sales processes, and own maintenance of the corresponding documentation.
• Own day-to-day maintenance of and improvements to Hubspot and Salesforce, including ongoing management of our data structure and related layouts, management of new and existing workflows, and oversight of user roles and data permissions.
• Own and maintain the integration between Hubspot and Salesforce, and the integrations between these tools and supporting tools - including Mixmax, Gong, and Intercom.
• Own the development and maintenance of reports and dashboards on Lead, Prospect, Customer, and Partner data in Hubspot and/or Salesforce (as appropriate).
• Support data integrity by developing audit reports that highlight data gaps or inconsistencies and developing triggers that prompt maintenance of data by responsible teams. Additional build and process changes may include implementing rules, permission sets, and automation to ensure consistent data governance.

Requirements

• Minimum 4+ years of experience in Revenue Operations or a similar operational role where you led the design and build of workflows in Salesforce and Hubspot to support Marketing, Sales, and CS processes.
• A strong understanding of the Marketing, Sales, and CS processes that support the revenue function and familiarity with implementing playbooks to guide these processes.
• A proven ability to understand business requirements and to interrogate stated needs - to understand the why behind the solutions we’re building.
• Passion for designing novel, scalable solutions and seeing projects through from start to finish.
• Extensive experience in the configuration and maintenance of Salesforce, including using declarative tools (e.g. Workflow Rules, Flows). Salesforce certified administrator, Salesforce advanced administrator certification, or equivalent experience is a plus.
• Experience integrating data with Gong, MixMax, QuickBooks Online, and Mosaic is a plus.You take a high degree of ownership over your work and enjoy getting into the weeds in order to understand complex technical and operational areas and design optimal solutions.
• Strong communication and relationship-building skills, and the ability to work and build trust with intra-functional team members and cross-functional partners
• You have an interest in working remotely (Our entire company has been remote since 2019!)
• You have a commitment to building and fostering diversity and inclusion within the teams you have worked with (We have a global team and you will regularly collaborate with people from a variety of walks of life)