The Revenue Operations Director will be responsible for overseeing and optimising all aspects of the revenue lifecycle, including sales strategy, marketing operations, and customer success. You will work closely with leadership to streamline cross-functional processes, implement scalable systems, and ensure the alignment of teams to drive revenue growth. Your data-driven approach will be instrumental in shaping and executing strategic initiatives, improving forecasting accuracy, and optimising sales performance.
1. Revenue Strategy and Operations Leadership:
Lead and manage the end-to-end revenue operations function, overseeing sales, marketing, and customer engagement teams to drive growth.
Partner with executive leadership to develop and execute revenue growth strategies.
Identify opportunities for operational improvements, automation, and efficiency across the entire revenue cycle.
2. Sales & Marketing Alignment:
Ensure seamless collaboration between Sales, Marketing, and Customer Engagement teams to optimise lead generation, pipeline management, and customer retention.
Develop and implement processes that ensure efficient lead handoff from Marketing to Sales.
Oversee the lead-to-cash process, ensuring accurate data and efficient workflows.
3. Data & Analytics:
Own the development and maintenance of key revenue metrics and KPIs (e.g., CAC, LTV, NRR, Churn Rate, Sales Cycle Length, Quota Attainment).
Use data to drive business decisions, providing actionable insights to improve sales strategies, marketing campaigns, and customer success initiatives.
Build and maintain advanced sales forecasting models to improve visibility and ensure alignment with business goals.
4. Systems & Technology:
Manage and optimise the CRM platform and other revenue-related systems to ensure accurate data capture, reporting, and analytics.
Work with IT and product teams to ensure integrations between CRM, marketing automation, and other tools used across revenue functions.
Evaluate, implement, and maintain tools that enhance revenue operations, including sales enablement, forecasting, and analytics platforms.
5. Process Optimisation & Automation:
Develop, standardise, and document processes across the revenue lifecycle to drive operational excellence and scalability.
Implement and oversee automation tools to reduce manual work and improve process efficiency.
Monitor and continuously improve the performance of sales and marketing systems, ensuring they evolve with business needs.
6. Revenue Forecasting & Reporting:
Lead the development of accurate revenue forecasts, collaborating with sales leadership and other departments.
Ensure high-quality and timely reporting for the executive team, including performance dashboards, sales performance reviews, and business insights.
Identify risks and opportunities within the forecast and recommend corrective actions to meet revenue targets.
7. Team Development & Leadership:
Manage and mentor a team of revenue operations professionals, including analysts, system administrators, and other customer success staff.
Foster a culture of collaboration, continuous improvement, and data-driven decision-making within the RevOps team.
Collaborate with HR to define key performance metrics and provide ongoing coaching and feedback to RevOps team members.
Experience:
8+ years of experience in revenue operations, sales operations, or related roles in a high-growth SaaS environment.
Proven track record of driving operational efficiencies and supporting revenue growth at scale in a $100M+ revenue SaaS business.
Experience leading and managing cross-functional teams, with an ability to collaborate across Sales, Marketing, and Customer Success.
Strong experience with CRM platforms (e.g., MS Dynamics, Salesforce) and marketing automation tools (e.g., Marketo, HubSpot).
Demonstrated success in sales forecasting, analytics, and managing revenue KPIs.
Skills and Competencies:
Strong leadership skills with experience managing cross-functional teams and developing team members.
Strong change-management and process-adoption capability
Commercial judgment around discounting, pipeline, packaging, and renewal levers.
Expertise in leveraging data and analytics to make informed business decisions.
Ability to build, optimise, and scale processes that align revenue operations with business goals.
Deep knowledge of sales and marketing technology stacks, including CRM, reporting tools, and automation platforms.
Strong business acumen with the ability to think strategically and align revenue operations with overall business objectives.
Excellent communication skills with the ability to translate complex data and insights into actionable business recommendations.
Comfortable leading change in a fast-paced, dynamic environment and driving the adoption of new processes and tools.
--- Seniority level: Director Employment type: Full-time Job function: Sales Industries: Business Intelligence Platforms
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