Director of Revenue Operations

DIRECTOR OF REVENUE OPERATIONS

ABOUT THE ROLE
Reporting to the CRO, the Director of Revenue Operations is responsible for creating the metrics and dashboards required to ensure solid alignment across the Sales, Marketing and Customer Success teams. The role relies on data analytics to identify trends and patterns in customer and prospect behavior with the goal of identifying new revenue streams, optimizing sales and marketing strategies and improving customer retention. The Director of Revenue Operations will be focused on process optimization eliminating bottlenecks throughout the sales funnel and automating workflows wherever possible.

ROLE RESPONSIBILITIES INCLUDE BUT ARE NOT LIMITED TO:

• Develop and implement data-driven strategies that optimize the sales process, reduce churn and drive revenue growth.
• Collaborate with the sales, marketing and customer success teams to identify critical business questions, design experiments and analyses, and generate insights that inform decision-making.
• Develop and implement regular reporting of key performance metrics including forecasting, funnel analysis, and pipeline management. Integrate data from multiple sources systems to form coherent views that would enable complex analysis.
• Develop predictive models to forecast sales performance, customer behavior, and market trends.
• Communicate insights and recommendations to senior leadership and cross-functional teams, and drive adoption of data-driven decision-making throughout the organization.
• Build and maintain the full tech stack across Marketing, Lead Gen, Sales, and Customer Success, ensuring each team has the right tools to succeed.
• Build a quarterly RevOps roadmap prioritizing the highest priority quantitative & qualitative "hotspots" and communicate ongoing progress against the roadmap.
• Create executive–level presentations for both local and global leadership reviews; organize quarterly business reviews.
• Stay up to date with the latest trends in data analytics, sales and marketing, and technology.
• Lead and manage a Revenue Operations team, driving execution and strategy for sales compensation, GTM strategy, and tech stack optimization.

EXPERIENCE AND SUCCESS ATTRIBUTES

• BA/BS degree in sales, operations, data/analytics or related. Master’s or equivalent experience
• 10+ years of relevant experience in sales operations, revenue operations, business operations, consulting or related
• Hubspot knowledge required – Hubspot certification strongly preferred
• Excellent communication skills and a proven track record of working with executive leaders as well as across teams to develop and deliver high-impact changes to the business
• Strong familiarity with the SaaS industry, deep understanding of recurring revenue models
• Experience in making data-driven decisions and driving business transformation initiatives for a high-performing sales organization
• Growth mindset with inherent curiosity and personal drive
• Self-starter with resilience to navigate ambiguity and operate effectively in a hyper-growth environment
• Excellent analytical skills with strong business judgment and finance & accounting knowledge
• Direct sales experience (IC or Manager) strongly preferred.
• Ideal candidate will have some experience in the fiber management or infrastructure management sector. (Strongly preferred but not required).

All successful VETRO employees embody:

• Strong communication, high attention to detail, and a collaborative approach to work
• Flexible and adaptable with a willingness to create positive change
• Think critically and have a bias for action and problem solving
• Be an inquisitive lifelong learner with a desire to continuously learn new skills
• Have an ability to make decisions and move forward with limited information - an ability to “operate in the gray”