Senior Director, Revenue Operations

Summary

Join Lookout, Inc., a leading cybersecurity company, as their Director of Revenue Operations. This crucial role involves developing and executing a comprehensive revenue operations strategy aligned with business goals, optimizing sales and marketing processes, and driving efficiency and revenue growth. You will oversee the revenue operations tech stack, ensuring seamless integration and data integrity. The position requires close collaboration with sales, marketing, and finance leadership. Responsibilities include process optimization, data analysis and reporting, and team leadership (potentially). The ideal candidate will have extensive experience in revenue operations and proven success with various tools and technologies. Lookout offers competitive compensation and benefits.

Requirements

• Bachelor's degree in Business, Marketing, Finance, or a related field
• 12+ years of progressive experience in Revenue Operations, Sales Operations, or Business Operations, including significant leadership experience
• Demonstrated expert-level proficiency with Salesforce (SFDC) administration and optimization is essential
• Hands-on experience and proven success in leveraging and integrating the following tools
• Clari
• 6Sense
• SalesLoft
• ZoomInfo
• Marketo (or similar marketing automation platform)
• Strong experience running and optimizing quoting systems (CPQ experience highly desirable)
• Proven experience building, leading, or significantly contributing to a Deal Desk function
• Exceptional analytical skills with the ability to translate complex data into actionable insights and strategic recommendations
• Demonstrated experience and a strong interest in exploring and implementing agentive AI solutions within a revenue operations context
• Excellent communication, interpersonal, and presentation skills, with the ability to influence stakeholders at all levels
• Strong project management skills and the ability to manage multiple priorities in a fast-paced, dynamic environment
• Proactive, self-starter with a continuous improvement mindset

Responsibilities

• Develop and execute a comprehensive revenue operations strategy that aligns with overall business goals, focusing on maximizing efficiency, predictability, and scalability across the entire customer lifecycle
• Own the administration, optimization, and integration of our core revenue operations technology stack, including
• Salesforce (SFDC): Drive best practices for CRM utilization, data quality, reporting, and dashboard creation to provide actionable insights into sales performance
• Clari: Leverage Clari to provide forecasting accuracy, pipeline visibility, and coaching insights to sales leadership
• 6Sense: Optimize account-based marketing (ABM) and sales efforts through intelligent lead scoring, account prioritization, and intent data utilization
• SalesLoft: Drive efficiency and effectiveness of sales engagement strategies, including cadences, email automation, and call coaching
• ZoomInfo: Maximize the use of ZoomInfo for lead generation, account enrichment, and sales intelligence
• Marketo: Collaborate with marketing to ensure seamless lead flow, campaign tracking, and marketing automation effectiveness
• Oversee and optimize our quoting system (e.g., CPQ solution), ensuring accuracy, efficiency, and compliance in proposal generation and contract management
• Lead and mature the Deal Desk function, providing strategic guidance on complex deals, ensuring pricing consistency, and facilitating smooth deal closures
• Identify and implement improvements across the entire revenue funnel, from lead generation to deal close and customer retention. Develop, document, and enforce consistent sales processes and methodologies
• Develop and maintain key performance indicators (KPIs) and dashboards that provide clear insights into sales performance, pipeline health, conversion rates, and revenue predictability
• Partner closely with Sales, Marketing, Finance, and Customer Success leadership to ensure alignment on goals, processes, and reporting
• Potentially build and lead a high-performing Revenue Operations team (depending on company stage), fostering a culture of continuous improvement, data-driven decision-making, and operational excellence
• Actively research, evaluate, and implement agentive AI solutions to automate tasks, enhance sales productivity, improve data accuracy, and generate predictive insights within the revenue operations function

Preferred Qualifications

• MBA preferred
• Proficiency in data visualization tools (e.g., Tableau, Power BI) is a plus

Benefits

• Competitive compensation and equity
• Comprehensive health benefits
• Generous PTO
• Professional development opportunities
• Collaborative and supportive team environment
• Impact on a growing company