Head of Revenue Operations

Summary

Join Route as the Head of Revenue Operations and lead the operational side of our go-to-market organization. This hands-on role involves managing tools, processes, and systems to ensure smooth sales team operations. You will collaborate with sales, marketing, finance, and customer success teams to implement operational improvements and drive consistent sales performance. Responsibilities include process management, sales tool and CRM management, sales reporting and analytics, forecasting support, sales enablement support, deal desk management, cross-functional coordination, and team management and training. The ideal candidate possesses extensive experience in revenue operations, strong leadership skills, and expertise in Salesforce and sales analytics. Route offers a comprehensive compensation and benefits package.

Requirements

• 8+ years in revenue operations or a related operational role, with at least 3 years in a leadership position
• Strong understanding of sales processes and systems, with hands-on experience improving efficiency and ensuring smooth execution of day-to-day operations
• Extensive experience with CRM platforms, especially Salesforce. You should be comfortable managing and troubleshooting CRM-related issues and ensuring tools are optimized for the sales team
• Ability to work with large sets of sales data, track performance metrics, and create actionable reports. You should be comfortable analyzing sales trends and making recommendations for operational improvements
• Proven experience managing and mentoring a team, ensuring they’re focused on the right tasks and executing effectively
• A focus on operational precision, ensuring data accuracy and process consistency in everything you do
• Strong communication skills and the ability to work cross-functionally to drive operational alignment and resolve challenges quickly
• Comfortable with a wide range of sales tools and technologies, and quick to adapt to new ones as needed

Responsibilities

• Continuously evaluate and improve sales processes, ensuring workflows are efficient, standardized, and easy to follow. Identify and eliminate bottlenecks to improve cycle times and team productivity
• Own the configuration and management of sales tools and CRM systems (Salesforce), ensuring they’re set up for maximum efficiency and adopted across the team. Troubleshoot any issues and implement updates as needed
• Develop and manage regular sales reporting processes, ensuring timely and accurate reporting of key metrics like sales pipeline, revenue forecasts, and performance against quotas
• Oversee ongoing forecasting processes. Collaborate with sales leaders to track progress against forecasts and adjust as needed
• Work closely with sales leadership and marketing to ensure sales reps have the resources, training, and support they need to be successful
• Oversee and manage the deal desk function, ensuring smooth and efficient approval workflows for pricing, contracts, and discounts. Work closely with sales, legal, and finance teams to streamline the deal approval process, ensuring compliance while minimizing friction for sales reps
• Collaborate with other departments (finance, marketing, customer success) to ensure seamless communication and operational alignment across teams, helping to address any gaps or issues as they arise
• Lead and mentor a team of sales operations professionals, ensuring they have the support and resources needed to carry out their day-to-day responsibilities efficiently. Provide ongoing training to the sales team on new tools and processes

Benefits

• 100% of your health insurance premiums on a $0 deductible plan for you and your family
• Remote or hybrid work arrangements
• Unlimited PTO
• 401k matching
• Formalized growth opportunities
• Learning & development
• DEI programs & events