Stack Overflow · 17 hours ago
Director, Revenue Operations
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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
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Required
8+ years experience in revenue operations, sales operations, or a related field; with at least 3 years in a people leadership role
Advanced knowledge of Salesforce and other revenue tools, including Zuora CPQ, Clari, Outreach, ZoomInfo, Lean Data, Gong, and Catalyst.
Experience with BI tools (PowerBI preferred) and design of executive and operational dashboards
Familiarity with Marketo and experience with Salesforce integration
Understanding of bidirectional integrations and data architecture
Solid knowledge of B2B SaaS/Adtech business models
Strong analytical ability and the ability to manage multiple priorities in a fast-paced and changing entrepreneurial environment
Excellent problem-solving, project management, and organizational skills
Excellent interpersonal, communication, and presentation skills
Teamwork oriented, highly collaborative and hands-on in approach
Benefits
Generous paid vacation
Generous parental leave (16 weeks at 100% pay), family care leave, and unlimited sick days
Equity for all employees at all levels
Industry-leading health benefits that are applicable per country of residence for all our full-time employees
Company-paid Life Insurance
Home Internet stipend
Professional allocation for your growth and development
One-time allowance to assist with your home office setup
Company-paid access to Calm, Bravely, LinkedIn Learning, MyAcademy and Overdrive
Company
Stack Overflow
Stack Overflow is a platform for developers and programmers to share knowledge and solve coding challenges.
Funding
Current Stage
Late StageTotal Funding
$153MKey Investors
GICAndreessen HorowitzBezos Expeditions
2021-06-02Acquired
2020-12-01Series E
2020-07-28Series E· $85M
Recent News
2024-05-20
Company data provided by crunchbase