СШАSales Revenue Operations Director
4 нед. назад
СШАDirector
salesforcecrmdata analysisforecastingexcel
Lead and oversee sales revenue operations to support and drive sales performance for an IoT platform company in the transportation and logistics industry.
О компании
- At , we’re working to connect everything that moves.
- Founded in 2015, we are an open IoT platform that partners with innovative fleets, application developers, vehicle manufacturers, and equipment providers in the transportation industry to deliver revolutionary solutions to supply chain professionals across the globe.
- Our employees are an engaging, diverse group of people who believe in the power of great ideas. We hire people with different experiences and perspectives to build a company culture that fuels growth through innovation.
- We value thoughtful actions and empathy for others. We approach challenges with resiliency and creativity, while encouraging transparency because, no matter our backgrounds or responsibilities, we are one team.
- is a leading enterprise-grade IoT platform for the transportation and logistics industry. We are revolutionizing the way fleets manage their operations by providing a connected vehicle platform that allows them to develop, deploy, and manage their mobile devices and applications seamlessly. Our mission is to empower fleets with the tools they need to innovate, improve efficiency, and drive their businesses forward. We are a rapidly growing company backed by leading investors, recognized for our innovation, and committed to fostering a collaborative and driven work environment.
Обязанности
- As the Sales Revenue Operations Director at , you will be a critical partner to the SVP of Sales and the entire revenue organization. You will be responsible for building, managing, and optimizing the infrastructure, processes, and analytics that enable our revenue organization to scale efficiently and achieve its revenue targets. This role requires a strategic leader and thinker with a strong analytical mindset, a deep understanding of sales processes and systems, and a passion for driving sales productivity and effectiveness. You will be instrumental in building a data-driven sales culture and ensuring the seamless execution of our go-to-market strategy.
- Leadership:
- Directs the activities of a functional area or multiple integrated department managers. Manages team(s) to develop new methods and solve complex matters. Accountable for actions that impact the business or multiple department budgets.
- Sales Process Optimization:
- Analyze, design, and implement improvements to the end-to-end sales process, from lead generation to deal closure and post-sale handoff.
- Identify bottlenecks and inefficiencies in the sales funnel and develop actionable solutions to improve conversion rates and sales velocity.
- Work closely with sales leadership to define and document sales methodologies, rules of engagement, and best practices.
- Sales Technology & Systems Management:
- Develop and execute an AI and automation strategy for the revenue organization, identifying opportunities to eliminate manual work, improve seller productivity, enhance revenue intelligence, and create scalable workflows across Sales, Marketing, Finance, and Customer Success.
- Ensure a strong collaboration with the finance to team to provide accurate, timely, and consistent reporting cross functionally
- Administer and optimize our CRM (e.g., Salesforce) and other sales technology tools (e.g., sales engagement platforms, BI tools).
- Ensure data integrity and accuracy within the CRM and other sales systems, implementing data governance policies and cleansing processes.
- Evaluate, recommend, and implement new sales technologies to enhance sales productivity and effectiveness.
- Manage integrations between sales systems and other business systems (e.g., marketing automation, finance).
- Sales Analytics & Reporting:
- Develop and maintain robust sales reporting, dashboards, and analytics to provide actionable insights into sales performance, pipeline health, forecasting accuracy, and key performance indicators (KPIs).
- Track and analyze key RevOps metrics such as Customer Acquisition Cost (CAC), Sales Cycle Length, Win Rates, Average Deal Size, Quota Attainment, and Lead Conversion Rates.
- Provide regular performance reporting to other sales leadership and the executive team, highlighting trends, risks, and opportunities.
- Support sales forecasting efforts with data-driven insights and analysis.
- Sales Planning & Strategy:
- Essential in annual sales planning, including territory design, quota setting, and compensation plan administration.
- Drive go-to-market strategy development by providing data and analytical support for market segmentation, customer targeting, and sales coverage models.
- Lead market and competitive analysis to identify new opportunities and inform sales strategies.
- Sales Enablement & Support:
- Collaborate with other sales leadership and marketing to develop and deliver sales enablement resources, including training materials, sales playbooks, and competitive intelligence.
- Manage sales onboarding processes for new hires to ensure an efficient and successful ramp-up.
- Cross-Functional Collaboration:
- Partner closely with Marketing, Finance, Product, and Customer Success teams to ensure alignment and seamless execution across the customer lifecycle.
- Facilitate communication and collaboration between sales and other departments to optimize revenue generation and customer experience.
Требования
- Bachelor’s degree in Business Administration, Finance, Marketing, or a related field.
- 10+ years of experience in Sales Operations, Revenue Operations, or a similar role within a B2B technology company, preferably in SaaS or enterprise software. Experience in the transportation and logistics industry is a plus.
- Proven experience in designing and implementing sales processes, methodologies, and best practices.
- Demonstrated expertise in applying AI, automation, and revenue intelligence technologies to improve sales productivity and decision-making, including automating operational workflows, enhancing pipeline and forecasting insights, identifying customer and prospect signals, and enabling sellers to spend more time on high-value customer activities. Experience evaluating and implementing emerging AI-enabled sales technologies and establishing appropriate governance and adoption practices.
- Proven leadership experience leading managers and high level professionals in a fast paced sales environment.
- Deep expertise with CRM systems (Salesforce strongly preferred), including administration, customization, and reporting.
- Strong analytical skills with the ability to collect, organize, analyze, and disseminate significant amounts of information with attention to detail and accuracy.
- Expertise in data analysis and visualization tools (e.g., Excel, Google Sheets, Tableau, Power BI).
- Proven experience with sales engagement platforms (e.g., Salesloft, Outreach), marketing automation tools (e.g., HubSpot, Marketo), and other sales technologies.
- Excellent understanding of sales metrics, forecasting, and pipeline management.
- Strong project management and organizational skills with the ability to manage multiple priorities and deadlines.
- Exceptional communication, presentation, and interpersonal skills, with the ability to collaborate effectively with cross-functional teams and influence stakeholders at all levels.
- Strategic thinker with a proactive and problem-solving mindset.
- Ability to thrive in a fast-paced, dynamic, and scaling environment.
Условия
- Be part of a company that is transforming a major industry with cutting-edge technology.
- Work in a collaborative and innovative environment where your contributions make a real impact.
- Opportunity for significant professional growth and development in a rapidly scaling company.
- Competitive salary, equity, and benefits package.
- The company offers various benefits to regular, full-time employees including:
- Medical, dental, and vision insurance
- Short-term and long-term disability insurances
- AD&D and life insurance
- 401k plan
- Paid vacation, sick leave and holidays
- Six weeks of paid parental leave
- For more information please see the Benefits Highlights brochure for regular, full-time employees.
- In addition, you can access the Benefit Highlights brochure for regular, full-time employees by copying and pasting the link into your browser:
- Our job titles for each posting may span across more than one job level. The estimated base salary for this role is between $151,600 and $213,500 . The range displayed on each job posting reflects the minimum and maximum target range for new hire base salaries across all US locations. Compensation packages are based on many factors unique to each candidate, including but not limited to skill set, work experience, relevant training and certifications, business needs, market demands and specific geographical location. The base pay range is subject to change and may be modified in the future. This role may also be eligible for bonus, equity, and benefits.
- Please note that the compensation details listed in US role postings reflect the base salary only, and do not include bonus, equity, or benefits.
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Другое
- Sales Funnel Conversion Rates (Lead to Opportunity, Opportunity to Close)
- Sales Cycle Length
- Win Rate / Loss Rate Analysis
- Forecast Accuracy
- Sales Team Quota Attainment
- CRM Data Quality & Adoption
- Sales Productivity Metrics (e.g., activities per rep, pipeline generated)
- Efficiency of Sales Processes