Stack Overflow · 1 day ago

Director, Revenue Operations

United States

Full-time

Remote

Director/Executive

8+ years exp

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Comp. & Benefits

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Responsibilities

Design, implement and maintain operational processes for sales and renewals forecasting, pipeline management, and deal review cadences.

Oversee territory management, account assignments, and opportunity tracking to ensure equitable distribution and strategic focus, aligned with best practices.

Serve as a trusted business partner to sales and customer success leaders. Support the sales team on opportunity management and quote creation. Partner with Marketing on lead flows.

Define and manage quotas, ensuring alignment with revenue targets and market potential.

Build scalable processes to support customer retention and upsell strategies.

Monitor customer success metrics, including churn rate, net revenue retention, and customer satisfaction.

Collaborate with the Customer Success team to streamline handoffs, onboarding, and lifecycle management.

Design, develop and maintain dashboards and reports to track key performance indicators (KPIs) across sales, customer success, and demand generation. Drive regular performance reviews and facilitate data-driven decision-making across teams.

Analyze performance trends, identify opportunities to increase revenue generation and efficiencies, and provide actionable recommendations to leadership.

Work with revenue leaders to define operational metrics for specific groups within the company. Understand needs, create reporting, and follow up regularly to ensure use of reporting.

Set up and monitor processes that maintain accurate data at a high quality and integrity level.

Collaborate with stakeholders to define business requirements for Salesforce and related systems, ensuring tools align with sales and customer success objectives.

Lead the operational administration and enhancement of Salesforce and integrated systems, including Zuora CPQ, Clari, and Outreach.

Work closely with stakeholders to ensure accurate transfer of information to third-party tools, including the billing system (Zuora), marketing automation platform (Marketo) and business intelligence platform (PowerBI).

Lead, manage, and develop a high-performing Revenue Operations team.

Forge trusted and effective partnerships with Sales, Customer Success, Marketing, Finance, and Engineering to ensure alignment across the revenue cycle for day-to-day operations and cross-functional projects.

Act as the central point of contact to stakeholders for operational support, ensuring effective troubleshooting of first tier technical and process questions, and smooth collaboration between teams.

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.

SalesforceRevenue OperationsSales OperationsZuora CPQClariPowerBIMarketoB2B SaaSProject Management