Revenue Operations Lead

Our Revenue Operations Lead will be an integral member of our Global Revenue Operations team, partnering with Go-To-Market teams, HR and Finance as needed to support the Go-To-Market Planning, Sales Process Optimization, CRM System updates, Data accuracy and driving operational initiatives to drive ARR growth. This role will support hands on the decisions that shape how revenue is structured: who we sell to and where (segmentation, territory and coverage), how many people we need (capacity), how they are incentivised (quota and comp), how we predict performance (forecasting and leading indicators), and whether we are investing in the right places (investment cases and business cases). 

You will be supporting management by producing actionable reporting and analysis to drive strategy as well as day-to-day tactics. 

Key Responsibilities:

• Serve as a trusted advisor and sales operations lead to different GTM and leadership teams 
• Own customer segmentation and overall target account definitions as well as the models and data that feed them.   
• Develop, track and manage the metrics/KPIs and insights of leading and lagging indicators of GTM performance. 
• Partner with Sales/Channel/Marketing/Finance to build annual planning (e.g. sales capacity planning, territory planning and management, quota setting, etc.) and revised forecasts. 
• Perform Marketing engagements and pipeline performance analysis to ensure quality and to identify areas of concern and best practices. Use this analysis to drive planning accuracy. 
• Lead customer renewal analytics to ensure insights and use this analysis to drive areas of focus and forecast/planning accuracy.   
• Drive sales analytics data gathering, reporting and improvements. 
• Implement best-practices and standardization of tools and business processes, keeping repeatability and scalability top of mind. 
• Ensure alignment with overall company objectives and priorities. 
• Use data and qualitative information to drive and optimize our business. 
• Structure and evaluate business problems, design and implement actionable recommendations, and track success metrics. 
• Define programs and processes that promote landing new business, up-sell and cross-sell opportunities in partnership with Sales, Marketing and other functions. 
• Help drive the preparation of Management Decks and investors’ reporting. 
• Align and drive strategic initiatives from leadership across internal resources and groups that support our ARR growth. 
• Perform checks to ensure data accuracy across all key elements.  
• Maintain effectiveness when experiencing major changes in work responsibilities or environment (e.g., people, processes, structure, or culture); adjust effectively to change by exploring the benefits, trying new approaches, and collaborating with others to make the change successful.

Department: Sales Department
Function: Finance
Experience Level: Mid-Senior Level