Careers

Director of Revenue Operations

The Director of Revenue Operations works with the Aqfer leadership team on strategic revenue generation initiatives. This role works closely with the CRO, along with sales, marketing and customer success leadership to provide quantitative and qualitative insights to drive strategic sales & marketing discussions.  This role will own the overall data gathering, analytics and reporting strategy. This primarily internal-facing role will also have some exposure to the Board, Prospects, and Customers.

Role:

Your role as Director, Revenue Operations is to own Aqfer’s data, reporting, and analytics as it pertains to revenue generation. Due to the complexity of Aqfer’s GTM and Technology and large ACV, this role is imperative to the success of sales, customer success, and marketing alike.  You will become the lynchpin across multiple functional areas. In doing so, you will be providing clarity and insight, through data, from one part of the business to another, as it relates to the enablement and systemization of Aqfer’s Revenue Engine.  This enablement  and systemization will result in more effective decision making, more successful direct and expansion sales initiatives and a more efficient revenue organization. The Director, Revenue Operations will own the Revenue Desk function, develop a cadence and process for providing leadership with necessary insights, and systematize through process, the founders vision, messaging, and prior growth success. This role reports to the CRO.

Objective:

The  Director, Revenue Operations will focus on data strategy, analytics, enablement and systemization of Aqfer’s Revenue Engine across each component of the GTM Engine (Sales, Marketing, and Customer Success).  This role will work closely with the leaders across sales, marketing, customer success, and finance teams to ensure the optimal growth strategies and focus are being applied to the business.  In parallel, they will work closely with various members of the senior leadership team to identify new possible strategic revenue initiatives, supported with sound data.  This role requires an individual who has the ability to work with C-Level executives, identify areas for process improvement and deliver analytics and reporting to assist in the company’s effort to upscale train across a growing sales force.

Experience:

The Head of Revenue Operations engages with the various Aqfer leadership team members as follows:

• Provide visibility for the CRO on Pipeline, GTM metrics, Process Roadmap, and Revenue Acceleration
• Collaborate with sales leaders on the sales force’s overall performance, efficiency and effectiveness
• Collaborate with marketing leadership on improving the effectiveness of Lead & Demand Generation
• Collaborate with Finance on revenue, budget, pricing, and GTM metrics
• Collaborate with Customer Success leadership on improving and systematizing customer satisfaction processes and identifying opportunities for growth in existing

Measures of Success:

Data Strategy

Developing and being accountable for the company wide use of data to support making strategic business decisions around revenue acceleration

• Define, procure, and integrate all data sources of revenue data
• Maintain the integrity of revenue data & growth metrics
• Accountability over the quality and cleanliness of revenue data

Analytics Strategy

Developing and being accountable for the analytics strategy which will provide the basis for key insights to be derived driving greater revenue acceleration and margin from customers and prospects

• Accurate and effective management of pipeline, sales engagement metrics, and revenue acceleration data & insights
• Establishment of a regular leadership team meeting to provide key insights and innovations across revenue acceleration
• Establishing processes to assist with “Big Deals” / Revenue Desk

Reporting Strategy

Developing and being accountable for the reporting strategy which includes monthly, quarterly, and annual reports to the leadership team and revenue team members

• Accountability over all dashboards with data originating in revenue operations
• Accountability over delivery of information to all leadership and revenue team members

Responsibilities:

Manage sales, marketing, and CS automation technologies (e.g. each of the tasks in this section need to be performed for all sales tools such as CRM, Knowledge Management, Training and Coaching Management, Prospecting Management, and Marketing Automation

• Prioritize and align all resources with needs.
• Lead and gate all revenue enhancement and project requests across Revenue team leaders
• Identify and work with power users across the Revenue team to identify and systematize success
• Maintain the accuracy and efficiency of the revenue growth initiatives across sales, marketing, and CS
• Ensure integrity and smooth enablement of new revenue growth methods and processes
• Oversee all revenue growth data management across sales, marketing, CS, and product
• Manage ARR, ACV, and TCV reporting, along with pipeline automation, workflows and sequences

Execute a continuous improvement program for the revenue organization derived from data, analytics, and ongoing reporting across Sales, Marketing, and Customer Success teams

• Responsible for the implementation and identifying revenue growth process improvements, derived from data, analytics, and ongoing reporting.
• Develop a data driven continuous improvement program
• Evaluate and implement internal and external best practices
• Manage improvement efforts across all sales-related processes (e.g. lead management, account management, opportunity management)
• Ensure integrity and smooth enablement of new revenue growth methods and processes
• Focus on proactively identifying areas for improvement through the identification of process, operations, and customer failure points and develop remediation approaches as needed

Oversee ongoing Revenue Operations and revenue growth strategy improvements

• Provide strategic insights on revenue operational issues derived from analytics and reporting
• Initiate and lead data driven sales process discussions and generate plans for implementation in accordance with business objectives derived from analytics and reporting
• Motivate work through the development of key sales metrics and corresponding compliance requirements
• Manage improvement efforts across all sales-related processes (e.g. lead management, account management, opportunity management)
• Oversee compensation plan definition, its enforcement and administration
• Apply knowledge of business strategies to proactively anticipate business needs based on industry trends and translate into operational objectives to ensure alignment with the sales strategy

Manage and improve sales and marketing performance management systems

• Develop and maintain audit procedures
• Collect input data from the sales team to create/streamline sales processes and methodologies utilized by the sales team
• Orchestrate and manage sales process infrastructure and keep processes up to date
• Serve as the main contact for all executive sales and marketing ‘end to end funnel’ reporting
• Perform regular and ad hoc analysis of renewal base, sales pipeline, forecasted opportunities, close rates, propensity to buy, etc.
• Install leading indicator metrics tied to sales-specific decision-making
• Oversee internal and external benchmarking

Establish and manage the Revenue Desk

• Facilitate sharing of best practices across the sales and marketing organizations
• Serve as Competitive Intelligence point of contact for sales
• Conduct Win-Loss Analysis quarterly and use results to drive change in sales campaign behavior
• Assist in deal negotiation/strategy/pricing

Needed Competencies:

• Business Intelligence – must have high level of competence and understanding of all parts of business and where Revenue operations would play a role
• Strategic Focused – need to be able to see the “bigger picture”; must be able to weigh the trade-offs across strategic initiatives to make sound business decisions
• Business Savvy – must be able to maneuver their way around the business; strong ability to evangelize a new role and prove value and worth
• Technical & Process Competence – be able to assess and coordinate the selection and implementation of tools across the Sales, CS and Marketing stack
• Presentation Skills – he or she must be able to present various types of information (quantitative and qualitative) to an executive audience with a very clear and concise message
• Agile – able to maneuver between and across various data requests and balance urgency with the value which is delivered from that report

Requirements:

• Prior experience in a Revenue Operations role
• HubSpot: Advanced / Administrator HubSpot experience
• Ability to present insights from both quantitative and qualitative sources to leadership team members
• Ability to display strong self-initiative and support recommendations with sound thinking and fact-based evidence (data, research, best practices, etc.)
• Proven record of meeting/exceeding established goals
• 5+ years previous business leadership experience in one or more of the following areas:
  • Sales
  • Sales Operations
  • Marketing Operations
  • Consulting
  • Finance
• SaaS industry experience
• Martech / Adtech industry experience is a plus

This position is remote, ideally in the Eastern or Central Time Zones. Preferred locations include: Metro NY, Orlando, Chicago, Austin or Dallas