Senior Director, Revenue Operations

Responsibilities (Duties)

• Manage and lead a team of growth operations professional (from top of funnel to customer experience)
• Engage with revenue leadership to build processes, systems, and measures to optimize the speed, accuracy, and effectiveness of our end-to-end customer acquisition process. Develop data-based recommendations to continuously improve our revenue and productivity
Process / Tools / Systems
• Drive the design and implementation of new/improved business processes with subsequently required CRM configurations and additional tools as needed. Support day-to-day operations of a rapidly growing go-to-market team, as well as identify and implement ongoing improvements as needed to maximize productivity, and funnel visibility.
• Proactively identify and implement improvements in current workflows and processes that will improve efficiency. Identify and eliminate process bottlenecks and inconsistencies
• Facilitate the sharing of leads and driving customer purchasing decisions for multiple products
• Partner with Compensation and Finance team in the modeling of incentive compensation structures for the Revenue organization, including documentation, distribution and administration
• Create and maintain documentation on sales processes, policies, and relevant sales training materials and assist with onboarding new sales talent
• Support Sales and Finance on Pricing and Deal Management initiatives to adhere to internal controls
• Manage overall GTM technology stack to include vendor management, review and selection of new tools. Coordinating with technology and procurement teams.
Metrics / Insights
• Perform comparative analyses and reporting across the business to include return on investment and other related cost/benefit analyses
• Produce and review actionable and accurate sales reporting and sales tools for reps, managers, and leaders across teams
• Create executive level, manager, and rep documentation, reports, analysis, and actionable dashboards to ensure alignment, data consistency, and recommendations.
• Partner with sales management and marketing to monitor and optimize the funnel conversion and pilot program processes
• Work with the Sales Leadership Teams and colleagues to enable accurate business planning, pipeline forecasting, and methodology adoption to track sales results with periodic metrics/KPI reporting and insights
• Support and lead the creation and delivery of executive and cross-functional deliverables to include client business reviews, board and executive reviews, and strategic planning
Learn
• Partner with cross-functional groups to facilitate sharing of best practices, implementation of continuous improvements and ongoing effective sales training programs

Qualifications

• Bachelor’s Degree in Business Administration, Marketing or a relevant field, advanced degree preferred.
• Minimum 8+ years of experience in sales operations within a technology company.
• Expertise in CRM systems (Salesforce), data analytics platforms, and sales enablement tools.
• Exceptional analytical abilities with a track record of leveraging data to drive strategic decisions.
• Proven leadership skills with experience building and mentoring high-performing teams.
• Excellent communication skills, with the ability to foster collaboration and alignment.