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Director of Revenue Operations

2 months ago

Canada, CA The Goddard School of Las Vegas , NV Full time
Job SummaryAs the Head of Revenue Operations, you will play a pivotal role in shaping and executing our go-to-market strategy. Collaborating closely with senior leadership and key stakeholders across the organization, you will oversee and optimize the operational efficiency of our GTM initiatives. Leading a high-impact team, your focus will be on empowering our sales, account management, and customer success teams with the tools and processes they need to achieve and exceed revenue targets. This role reports directly to the VP of Customer Success.Responsibilities:
  1. Pricing: Lead pricing strategy in collaboration with Finance and evaluate various pricing models (e.g., subscription, usage-based, tiered) to optimize revenue streams and customer lifetime value.
  2. Deal desk: Oversee the Deal Desk function to streamline deal management.
  3. SFDC & Sales tools improvement: Partner with the Salesforce admin to optimize SFDC and other Sales tools, ensuring data quality and process consistency across the Sales organization.
  4. Team building: Build and develop a high-performing Revenue Ops team to support the continued growth of Armada as we scale.
Strategic Planning & Execution:
  1. Develop and implement a comprehensive revenue operations strategy aligned with company goals.
  2. Partner with leadership across new business, post-sales, marketing, and customer success to drive alignment and optimize revenue processes.
  3. Implement and optimize sales processes, programs, and drive core business cadences (e.g., forecasting, pipeline reviews, QBRs).
  4. Own and deliver our commission strategy and quota plans in partnership with New Business, Post-Sales, and Finance leadership to align incentives and performance.
Data & Analytics:
  1. Establish and maintain a robust data infrastructure for tracking key performance indicators (KPIs) across all revenue-generating teams.
  2. Analyze sales and post-sales performance data to identify trends, gaps, and opportunities for growth.
  3. Develop and maintain forecasting models and revenue projections.
Process & Tools Optimization & Adoption:
  1. Streamline and enhance sales & post-sales processes, from lead generation to deal closure and renewal.
  2. Implement best practices for lead management, pipeline management, and account segmentation.
  3. Optimize Salesforce and other Sales tools like Gong, Hubspot, and Salesloft.
  4. Be responsible for adoption and utilization of various sales and CRM tools across various teams.
Collaboration & Communication:
  1. Prepare and present regular reports on revenue performance and operational efficiency.
  2. Collaborate with the product team to provide customer feedback and inform product development.
  3. Communicate insights and recommendations to executive leadership and stakeholders.
Team Leadership:
  1. Lead, mentor, and develop a small but high-performing revenue operations team.
  2. Foster a data-driven and results-oriented culture within the team.
Qualifications:
  1. Bachelor's degree in Business, Marketing, Finance, or a related field; MBA preferred.
  2. 7+ years of experience in revenue operations, sales operations, or a similar role, preferably within the EdTech or SaaS industry.
  3. Proven track record of driving revenue growth and improving operational efficiency.
  4. Strong analytical skills with a data-driven approach to problem-solving and decision-making.
  5. Exceptional strategic thinking combined with meticulous attention to detail.
  6. Proven ability to influence cross-functional teams and build strong collaborative relationships.
  7. Deep expertise in Salesforce and a comprehensive understanding of enterprise marketing and sales automation tools including Hubspot, Gong, and Salesloft.
  8. Ownership mindset, flexibility, and willingness to roll up the sleeves in a fast-paced environment with shifting priorities.
  9. Excellent communication and interpersonal skills.
Base salary: $143,000/yr - $181,000/yr (USD). Exact compensation may vary based on skills, experience, and location.About Paper: Paper offers an exciting, dynamic, inclusive work environment putting excellence at the center of everything we do. Our mission is woven into the fabric of our culture, challenging our team to build meaningful and creative solutions. We thrive when we collaborate with each other and use integrity and selflessness to align our business decisions with our mission. Our tenacity propels our hyper-growth, where trust is key and we all strive to make an impact every day. We believe that diverse teams build better products. Paper does not and will not discriminate on the basis of race, color, religion, gender, gender orientation, gender expression, age, national origin, disability, marital status, sexual orientation, or military status in any of its activities or operations. Nobody checks every box, but the Paper team is built by passionate and innovative people who share our mission for democratizing education. If you don’t think you meet all of the requirements above but are still interested in the job, please apply. PS. Equity is our mission We make sure to treat all candidates equally: If you are interested please apply through our job board - our amazing talent team will reach out Our team isn't able to pass on any calls/emails our way - and this makes sure that the candidate experience is smooth and fair to everyone.
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