72 applicants

Company

Customer.io · 1 day ago

Sr Director, Revenue Operations

United States

Full-time

Remote

Senior Level, Lead/Staff, Director/Executive

$235K/yr - $235K/yr

10+ years exp

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Comp. & Benefits

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Responsibilities

You will play a critical role in orchestrating our go-to-market (GTM) strategy, execution, and measurement of performance

Lead the development and execution of revenue operations strategies to drive sales productivity and aligns to the company's growth objectives

You will be responsible for overseeing the annual operating plan, target setting and tracking, and the production of Quarterly Business Review (QBR) materials

Lead GTM annual planning processes including ownership of account segmentation, capacity / coverage modeling, org planning, territory mapping, compensation design, quota setting, rules of engagement

Ownership of Revenue Enablement (Sales + CX), responsible for developing program roadmap including, onboarding, upskilling customer facing teams, product trainings, ongoing system / process trainings to enhance field productivity

Collaborate with cross-functional teams to ensure alignment of goals, processes, and initiatives to drive business success.

Define and develop reporting infrastructures for key KPIs across Sales, Account Management, Customer Success, and Technical Support, building automated dashboards and instilling rigorous review cadences

Utilize data analytics and performance metrics to track and analyze revenue performance, identify trends, and uncover insights and opportunities to inform strategic decisions.

Conduct whitespace analysis and provide strategic leverage to drive expansion within the customer base.

Orchestrate Customer Journey Mapping, coordinating with Product, Marketing, Sales and Post Sales. Reinforce Sales and Post Sales behavior through a CTA based environment (via Salesforce & Planhat)

Drive process excellence across sales, marketing, and customer experience functions, including CRM (Salesforce), CPQ, and Planhat processes.

Oversee the implementation and optimization of revenue management software and systems to support sales effectiveness and efficiency.

Manage and optimize GTM systems and infrastructure to support scalable growth

Leverage artificial intelligence technologies to enhance go-to-market (GTM) insights, improve metric tracking, and streamline reporting processes, enabling more informed decision-making

Provide leadership and guidance to the revenue operations team, fostering a culture of growth, collaboration, and accountability.

Instill a culture of performance within the RevOps team, fostering a mindset of ownership and continuous achievement of all team objectives.

Stay informed about industry trends, best practices, and emerging technologies related to revenue operations, and recommend innovative approaches to drive continuous improvement.

Qualification

Find out how your skills align with this job's requirements. If anything seems off, you can easily click on the tags to select or unselect skills to reflect your actual expertise.

Revenue Operations StrategyData AnalyticsCRM SystemsSales ProductivityCustomer SuccessTechnical SupportB2B SaaS ExperienceSalesforceHubspotCPQSales Execution PlatformsCustomer Journey MappingArtificial IntelligenceQuota SettingReporting InfrastructureWhitespace AnalysisPerformance MetricsStakeholder Management

Required

10+ years of experience leading the operations function for Sales, Partnership Programs, Technical Support, and Customer Success teams, with a strong focus on driving operational excellence and revenue growth.

7+ years of experience leading teams, including managing direct reports.

Recent experience supporting the scaling of a growth-stage B2B SaaS company, helping a business grow from $75M to $250M ARR.

Proven experience leading both pre-sales and post-sales operations, including Sales, Partnerships, Marketing, Technical Support and Customer Success teams to create seamless processes across those functions and drive results.

Excellent leadership and communication skills, with the ability to influence and collaborate effectively across departments and with executive leadership.

Demonstrated success in developing and executing operations strategies that align with business goals and support revenue growth.

Strong analytical skills and proficiency in data analytics tools, with a focus on data-driven decision-making.

Proven ability to build and maintain strong relationships, influence key stakeholders, and collaborate across all levels of the organization, both internally and externally.

Expertise in data management, visualization, reporting, and utilizing insights for strategic decision-making.

A track record of articulating sales, business operations, and strategic concepts to diverse audiences, including executive leadership.

Preferred

5+ years of Experience with CRM systems such as Hubspot or Salesforce, and familiarity with tools like CPQ (Dealhub), and sales execution platforms (Clari, Gong, 6sense, etc.) is preferred.

Preference will be given to candidates with experience navigating the IPO process.