Director, Revenue Operations

Summary

Join SMG as the Director of Revenue Operations and oversee the optimization of revenue processes to achieve company strategic goals. Collaborate with the CRO, CFO, and other leaders to provide data-driven insights and actionable strategies. Develop and execute revenue strategies aligned with financial goals, lead planning processes, and refine metrics for the customer lifecycle. Own data hygiene in CRM, leverage data for insights, and evolve dashboards for visibility into pipeline health and sales performance. Evaluate and improve processes and systems to enhance efficiency, optimize tools and technologies, and serve as a key decision-maker for system purchases. Develop and implement strategies to enhance sales productivity, define and implement a data model for revenue generation, and monitor and analyze sales performance. Inspire the team with revenue growth best practices.

Requirements

• Bachelor’s degree in Business, Finance, Economics, or a related field
• 7+ years’ experience working in a business operations capacity with 3+ years’ proven experience leading a revenue operations function
• Deep experience with the revenue technologies and tools required to enable, automate, and scale revenue generating teams (marketing automation, sales enablement tools, sales engagement velocity software, customer success software, in-app engagement tools, CRM, business intelligence software, intent software, GTM orchestration tools, legal, A/P, etc.)
• Experience with mergers and integrations, collapsing acquired company operations into a scalable platform of centralized operations
• Strong analytical skills, with the ability to translate data into actionable insights
• Proficiency in CRM tools (specifically SFDC) and MS Excel

Responsibilities

• Collaborate with the CRO to develop and execute revenue strategies that align with the company's financial goals and growth plans
• Lead monthly, quarterly, annual bookings planning processes, including forecasting, budgeting, and target setting
• Refine the metrics and visibility to understand the entire customer lifecycle, from lead generation through deal close and account development
• Own and ensure ongoing data hygiene in CRM. Identify and implement opportunities to drive standardization and reporting consistency
• Leverage data to provide insights into key bookings drivers and performance metrics
• Learn SMG’s business approach in order to proactively recommend best practices for forecasting, business planning, and visualizing the company’s pipeline and health bookings
• Own and evolve dashboards and reports that provide visibility into the health of the bookings pipeline, sales performance, and operational efficiency. Ensure continuity of existing reporting
• Identify trends, risks, and opportunities within the sales funnel and customer lifecycle
• Evaluate and improve existing processes and systems to enhance the efficiency and effectiveness of the Sales, Marketing, and Customer Success teams
• Optimize tools and technologies that support Revenue Operations, including CRM systems, marketing automation platforms, and analytics tools
• Serve as a key decision maker informing purchase decisions around systems – e.g. CRM modules
• Understand QTC processes and drive improvements to enhance accuracy
• Develop and implement strategies to enhance sales productivity, including training, playbooks, and resource management
• Provide hands-on coaching/training on using leveraging/evaluation our tech stack (SFDC, HubSpot, Outreach, Pramata, ZoomInfo, Sales Intel, LinkedIn Sales Navigator, ADP, Netsuite, & Asana). Steward the evaluation and decision-making for which of these systems is best for SMG when duplication is present
• Scope and oversee enablement efforts supporting onboarding, continuous training, professional development, & methodologies aimed at making our revenue generators successful
• Define and implement a data model & scorecards anchoring revenue generating teams with the volume, value, velocity and customer health metrics needed from first prospect inquiry to retained customer expansion
• Monitor and analyze sales performance against targets and provide actionable recommendations to improve sales effectiveness
• Inspire the team and all revenue generating teams with revenue growth best practices modeled by best in breed SaaS, enterprise software, & professional services companies

Preferred Qualifications

MBA