ReversingLabs is hiring a Director of Revenue Operations to lead the scaling of our revenue team while meeting productivity and efficiency goals. You will own a broad scope including reporting, analytics, sales process and tools improvements, cross-functional initiative support, and maintaining Salesforce data integrity.
What You'll Do
- Develop standard reports and dashboards for sales activities, pipeline, bookings, commissions, and forecasting.
- Maintain KPIs around sales productivity and quota attainment.
- Provide support for annual revenue and territory planning, market analysis, and competitive analysis.
- Support quarterly business review (QBR) process with analytics, logistics, and presentations.
- Create and maintain communication platforms for the sales organization with relevant updates and announcements.
- Coordinate vendor agreements, contracts, licenses, and renewals for all sales systems and tools.
- Serve as centralized help-desk providing support for sales systems including Salesforce for the sales organization.
- Act as primary liaison for the sales team and sales contracts attorney.
- Create sales quotes and manage discounting process within guidelines for both end users and resellers.
- Support and have responsibility for RFP responses.
- Support customer contracting process including contract reviews, working with outside counsel, managing redline cycles, and obtaining signatures.
- Record orders and 'bookings' in CRM system based upon securing all necessary elements from customers.
- Maintain sales operations file repository with appropriate role-based access cross-functionally.
- Maintain most up-to-date Company approved document templates (NDA, MSA, quotes, SLA, SOW, RFP responses, etc.).
- Maintain Salesforce.com including support of daily operations, configuration changes, data hygiene, reporting, training, and troubleshooting.
- Ensure all CRM processes enable gathering high-quality data and provide clear visibility into the sales pipeline.
- Create and maintain documentation on processes, policies, application configuration, and help materials.
- Keep up-to-date on new Salesforce.com features and provide recommendations for process improvements.
- Manage the relationship with, and project manage the work of, external Salesforce development resource.
- Partner with Marketing leadership to align demand generation, pipeline creation, and revenue goals across the full funnel.
- Own end-to-end funnel analytics, including lead flow, conversion rates, pipeline velocity, attribution, and ROI reporting.
- Develop and maintain dashboards and reporting for marketing performance, pipeline contribution, and forecast impact.
- Ensure strong data governance and process alignment between Marketing Automation platforms, Salesforce, and revenue reporting.
- Define, document, and optimize lead management processes, including lead scoring, routing, SLAs, and handoffs.
- Support planning and execution of integrated GTM motions, including campaign tracking, product launches, and ABM initiatives.
- Partner with Marketing and Finance on pipeline planning, capacity modeling, and target setting.
- Drive continuous improvement of marketing operations workflows, tools, and reporting.
- Serve as a key operational liaison between Sales, Marketing, and Finance to ensure consistent metrics and aligned decision-making.
- Assist with developing and administering sales incentive compensation plans.
- Identify operational challenges and improve sales processes across Enterprise, Government and Business Development segments.
- Assist with all budgeting planning and activities for RL Sales.
- Develop, maintain and improve standard operating procedure manual for all sales processes.
- Develop and share information on successful sales campaigns and approaches among sales team.
- Identify, design, and implement sales process improvements; maintain sales policies, business rules, guidelines, and training materials.
- Work with the sales team to vet, onboard, train and ready them to be effective members of the sales organization.
- Serve as primary liaison between Sales, Marketing and Finance.
What We're Looking For
- 8 to 10 years of experience enhancing sales processes, sales tools, reporting, metrics, and policies.
- Solid working knowledge of deal desk operations including contract review, quoting, proposal generation and sales order processing.
- Deep technical understanding of the Salesforce platform and its capabilities.
- 3+ years of Salesforce experience configuring, implementing, and administering Salesforce.
- Outstanding performance in a sales operations role is a must.
- Comfort with large data sets; high proficiency with Excel.
- Ability to correlate results from data analysis to sales processes and drive continuous improvement in sales productivity.
- Solid written and verbal communication, interpersonal, and presentation skills.
- Good analytical, problem-solving and decision-making skills.
- Ability to build relationships and buy-in to drive change effectively in a positive manner.
- “Hands-on” experience in a high growth software start-up environment.
- BA/BS required.
Technical Stack
- Salesforce
- Excel
- HubSpot/Marketo
Team & Environment
This is a cross-functional role partnering closely with Sales, Marketing, and Finance teams.
Benefits & Compensation
- Compensation: $165K to $175K + equity.
- Competitive compensation packages (base, bonus and equity).
- HRA - RL covers your Medical deductible through reimbursements.
- Employer paid dental, vision, disability & life insurance.
- Voluntary Buy up Life Insurance for you and your dependents.
- 401k: Traditional and Roth.
- Flexible Spending Accounts (health & dependent).
- Flexible PTO.
- Quarterly (3 day) Wellness Weekends.
- Access to Udemy Business for professional development.
- Pet insurance.
- Hospital Indemnity insurance and Accident insurance.
- Employee Assistance Plan (EAP) offering mental health, financial, and legal resources.
- Remote Work Stipend to cover the cost of your internet and cell phone cost.
- All employees receive a complimentary membership to the Calm app.
- Volunteer Time allowance of 8 hours yearly to support the 501c of your choice.
- Opportunities for advancement.
- Innovative and collaborative work environment.
Work Mode
This role is open to candidates based in the United States or England.
We are committed to an inclusive and diverse team. ReversingLabs is an equal opportunity employer. We do not discriminate based on race, color, ethnicity, ancestry, national origin, religion, sex, gender, gender identity, gender expression, sexual orientation, age, disability, veteran status, genetic information, marital status or any legally protected status.
