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Deluxe · 6 hours ago

Director, Revenue Operations

Minneapolis, MN

Full-time

Hybrid

Mid, Senior Level

$140K/yr - $189K/yr

6+ years exp

Deluxe is a recognized employer known for its commitment to diversity and employee satisfaction. The Director of Revenue Operations will lead the design, execution, and optimization of revenue operations, collaborating with various business units to drive sustainable revenue growth and operational excellence.

Email MarketingFinancial ServicesInformation TechnologyPaymentsSEOSmall and Medium BusinessesWeb Hosting

Responsibilities

Partner with BU Leadership and Finance to develop annual revenue plans and quota models based on an understanding of the complex algorithms that translate sales motions into revenue on an expected schedule. Ensure equitable and strategic quota distribution aligned with market opportunity, coverage, and revenue goals

Support GTM strategy execution through territory planning, coverage modeling, account planning, and ICP/TAM analysis. Analyze team capacity and workload distribution to ensure optimal coverage and productivity for new GTM strategies

Own accuracy of inputs to revenue forecasting processes by governing data hygiene and alignment across all stages of the revenue cycle within prospecting, CRM, contract management, and order fulfillment systems. Collaborate with Sales, Marketing, Fulfillment/Operations, and Finance to ensure forecast accuracy and identify risks and opportunities against revenue targets

In partnership with Sales Enablement teams, influence improvements to sales processes that will enhance revenue funnel performance based on data analysis and insights. Leverage the sales tech stack to design scalable processes, workflows and automation that enable consistent execution across diverse products and markets. Drive continuous improvement in operational KPIs tied to revenue generating process performance (cycle times, efficiency, cost, etc.) using methodologies such as Six Sigma / Lean where relevant

Measure and influence all drivers of revenue growth to dramatically increase the business’s ability to hit revenue performance goals across client acquisition, expansion, and renewal processes. Design and implement reporting and leadership reviews to identify risks and performance improvements needed. Lead change initiatives to realize improvements

Define and track KPIs for individual and team performance and partner with HR to ensure appropriate rigor in performance management processes. Partner with Sales Enablement to identify and address performance gaps and coaching/training opportunities

Bring industry best practices and collaborate with Finance and HR to design incentive plans that drive desired behaviors, achieve revenue targets, and adhere to budget constraints. Ensure compensation plans are data-backed, fair, and feasible

Lead, mentor, and develop a high-performing team. Foster a culture of accountability, collaboration, and innovation across operations and sales partners

Qualification

Revenue OperationsSales OperationsSalesforceFinancial ForecastingProcess EngineeringPerformance OptimizationData AnalysisChange ManagementLeadershipCommunication SkillsCollaborationPresentation Skills

Required

Bachelor's Degree and 8 years or Master's Degree and 6 years related experience

Must be 18 years of age or older

Preferred

5 years of management experience

Deep understanding of standard business practices related to Sales Operations processes and systems (sales cycle, CRM, reporting, forecasting, territory management, compensation planning, and sales quotas)

Proficiency with Salesforce, Microsoft Excel, and Microsoft PowerPoint

Ability to thrive in an ambiguous environment with a high degree of autonomy

Ability to build productive and positive relationships across the organization at all levels

Excellent communication and presentation skills, particularly with executive-level partners

8+ years in Revenue Operations, Sales Operations, or related GTM roles in a recurring revenue B2B tech business. Prior consulting experience in these areas is a plus

5+ years process engineering and performance optimization experience required. Six Sigma certification preferred

Deep industry expertise in commercial financial services and technology related to treasury management, accounting, payments, and merchant services functions

Proven leadership experience managing teams directly and indirectly through cross-functional initiatives

Strong analytical skills with expertise in financial forecasting, modeling, and performance metrics

Proficiency in the application of sales and CRM technology like Salesforce, Gong, Clari, Gainsight, and BI tools to common sales process challenges. Experience in evaluating and implementing AI solutions is a plus