Director, Revenue Operations - Direct to Brand

POSITION SUMMARY:

We are seeking an experienced and strategic Director of Revenue Operations to join our team. The Director of Revenue Operations will be responsible for partnering with Direct to Brand Leadership to drive sales goal achievement. In addition, the role will oversee the entire revenue cycle for our Direct to Brand team, ensuring alignment across our sales, marketing, product, and finance teams, driving efficiency and effectiveness in our revenue generation processes.

SUCCESSFUL OUTCOMES:

• Accurate and Timely Sales Performance Metrics: Deliver precise and prompt metrics/dashboards to support informed decision making and strategic planning.

• Actionable Account Insights: Provide insightful metrics and data for strategic account development.

• Optimized Territories: Collaborate with sales and leadership to develop and optimize territories for maximum efficiency, effectiveness, and revenue growth.

• Enhanced Sales Forecasting: Develop and maintain precise forecasting models aligned with business goals.

• Streamlined Processes: Continuously refine sales processes to support urgent business needs, enhance productivity and maximize revenue potential.

KEY JOB RESPONSIBILITIES:

• Develop and implement comprehensive revenue operations strategies that align with the team’s growth objectives.

• Collaborate with channel and sales leadership to set and track key performance indicators (KPIs). Routinely analyze and synthesize for sales leadership; provide actionable insights with recommended actions.

• Deliver standard and ad hoc sales forecasting and reporting for the sales team. Build business reporting and dashboards for strategic analysis and internal reviews while helping key stakeholders take actions from analytics by providing practical interpretation and guidance for decision making.

• Provide useful data insights on sales trends, prospect-client penetration and vertical development to drive incremental sales opportunities across the team.

• Collaborate with Sales Leadership, Product, Finance and Marketing to help develop, implement and track the progress of business driving initiatives across the team.

• Partner with sales leadership and finance to ensure fair, timely, and documented quota setting.

• Facilitate the commission/compensation process within supported business units.

• Lead territory and capacity planning with associated team leaders and finance.

• Organize the training, onboarding and technology access for all newly hired team members.

• Marshal regular meetings to ensure cohesive team revenue generation efforts.

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CORE COMPETENCIES:

· Aptitude to develop and implement long-term strategies that align with team goals.

· Proficiency in analyzing data and using insights to problem solve and drive decision-making.

· Leadership and motivational skills to drive a high performing-matrixed team.

· Ability to work effectively across functions and departments to achieve common goals.

· Flexibility in adjusting to changing business needs in a fast-paced environment.

· Highly organized, detail oriented and adept at managing multiple projects concurrently.

· Positive, proactive, can-do individual who brings energy to the team and is a very strong collaborator.

Requirements

Education/Experience/Computer Skills

· Bachelor's degree in Business, Marketing, Finance, or a related field.

· Proficiency in SFDC and revenue operations tools (e.g., Salesforce, LinkedIn Navigator, etc.).

· Proven experience in a senior revenue operations role, with a track record of driving revenue growth and operational efficiency.

· Strong understanding of the revenue cycle and best practices in sales, marketing, and customer success operations.

· Exceptional analytical and problem-solving skills, with the ability to manipulate and leverage data to drive decisions.

· In-depth understanding of overall business operations and excellent project management skills; a history of working with multiple stakeholders outside the team to drive a process forward.

· Advanced Microsoft Excel skills, including integration of data from multiple sources, analysis of large data sets, and development of tools and forms that nontechnical users can use.

· MS Office, MS Outlook, MS PowerPoint, MS Excel, PowerBI

· Proficiency with Salesforce CPQ a plus