Responsibilities
- Set consistent revenue targets and performance metrics across sales, marketing, customer success, and partnerships that support overall business goals.
- Align leadership teams through regular planning cycles, quarterly reviews, and consistent operational rhythms to ensure unified progress toward shared results.
- Design and manage the complete customer journey with defined transition points, service level agreements, and accountability measures between departments.
- Oversee and refine revenue operations for all go-to-market models, including open-source, self-service, and enterprise sales.
- Improve sales operations by managing territory design, lead distribution, process consistency, sales training, compensation plans, and forecast reliability.
- Work with marketing to define lead quality benchmarks, attribution models, and automated workflows for efficient lead management.
- Strengthen customer success operations by implementing health scoring, onboarding improvements, and expansion strategies to increase revenue velocity.
- Manage the full stack of revenue technologies, including CRM, marketing automation, customer success platforms, revenue intelligence, and business intelligence tools.
- Develop and maintain integrated data systems that provide a unified, reliable source of truth across all revenue functions.
- Create and deliver executive dashboards that offer real-time insights into pipeline status, forecast precision, conversion rates, and revenue outcomes.
- Ensure data accuracy, enforce governance policies, and standardize processes while using analytics to identify strategic opportunities.
- Lead the development and execution of revenue forecasting models to deliver reliable pipeline projections.
- Collaborate with finance on annual recurring revenue planning, quota assignments, and capacity planning based on team structure and performance.
- Provide senior leadership with forward-looking revenue insights using pipeline analysis, historical trends, and scenario modeling.
- Lead cultural change initiatives to build a unified, data-centric revenue organization with shared accountability across departments.
- Develop strong working relationships with department leaders and guide the revenue operations team to build cross-functional expertise.
- Promote decision-making based on data and aligned revenue goals across all customer-facing teams.
