Director Of Revenue Operations

Summary

Join Authentic8, a leader in secure digital investigations, as their Director of Revenue Operations. Reporting to the Head of Finance and Business Operations, you will be responsible for the strategy and operations of the commercial and government sales organizations. This cross-functional role requires a strong leader who can partner with various departments, manage day-to-day tactics, and own the sales strategy roadmap. You will play a key role in forecasting, process improvement, data analysis, and compensation plan design. The ideal candidate possesses extensive experience in software sales operations, strong analytical skills, and the ability to influence and collaborate effectively. This position offers a competitive salary and benefits package.

Requirements

• Successful record managing complex solution sales and implementations, including new opportunity scoping and capture, and renewal contract management
• Familiarity and experience in the software, SAAS, or subscription management industries and sales models
• Critically evaluate information gathered from multiple sources, reconcile conflicts, decompose high-level information into details, abstract up from low-level information to a general understanding, and distinguish user requests from the underlying true needs
• Proficient in SFDC, SaaSOptics, Zuora and Excel
• BA/BS degree, MBA preferred
• 10+ years of relevant experience in software business and sales operations capacity
• Excellent quantitative analytical skills, creativity in problem-solving, empowering teams, and a keen business sense
• Ability to think strategically, but also have exceptional attention to detail to drive program management, execution, and results
• Demonstrated ability to influence and foster collaborative relationships with cross-functional GTM departments
• Excellent problem solving, project management, interpersonal and organizational skills
• Deep SFDC expertise and expert knowledge of enterprise sales tools
• Ability to coach, motivate, performance manage, and recruit Sales Operations team

Responsibilities

• Be a trusted advisor to Sales and Finance Leadership
• Own, assess and drive changes to deal desk approval workflow
• Provide weekly forecast for Sales and Finance/Accounting leadership (both for new and renewal)
• Own and drive process for price quotes and discount approvals
• Ensure SalesForce data hygiene (sales stage, close date, product and dollar amounts updated correctly) and oversee development of additional functionality, reporting, integration with adjacent systems, etc
• Work with Finance/Accounting and HR on reconciling quarterly bookings and commissions payments
• Designs, enables and manages reporting, dashboards, metrics to ensure accurate, timely, actionable insights for the executive team, including bespoke analysis used by Sales Leadership for planning and review
• Work with Finance & Accounting on data to be used during QBR (Quarterly Business Review) Presentations
• Be heavily involved and work with key stakeholders from Finance/Accounting, HR, Legal and Sales in variable compensation plan design, proposal, distribution of quotas across all sales roles/levels and ensuring all quota carrying individuals have signed comp plans
• Play an instrumental role on annual bookings targets and fiscal budgeting & planning
• Heavily involved in integration of various systems and building of business intelligence
• Leads global cross-functional programs (multiple interdependent projects) targeted at improving sales productivity
• Ensures the buy-in and support of senior regional management for global initiatives, and facilitates global alignment
• Brings in best practices and innovative approaches that create value for Sales and Customers on global basis

Preferred Qualifications

• Experience with Spiff
• Experience with government procurement programs, e.g. GSA, CHESS, SEWP, NCI Agency BOAs
• Experience with complex certifications, such as FedRAMP, SSAE 16 SOC1, PCI-DSS
• Comfort in matrix teams bridging Finance, Product Management, and Sales/Marketing

Benefits

• Competitive benefits, including medical, dental and vision
• Flexible PTO
• A 401k program
• Stock options
• $160,000 - $175,000 + Bonus & Equity