Senior Director of Revenue Operations

Decisions is a fast-growing, private-equity-backed technology company that provides an integrated workflow and rules platform for business process automation (BPA). Trusted by top Fortune 500 firms and SMBs worldwide, Decisions empowers diverse industries around the globe to streamline and improve their processes, enhancing efficiency and yielding results, regardless of technical expertise. This no-code automation platform seamlessly integrates AI tools, rules engines, and workflow management, enabling the transformation of customer experiences, modernization of legacy systems, and the achievement of automation goals three times faster than traditional software development.

We are currently seeking a dynamic and experienced Senior Director of Revenue Operations to join the RevOps team. 

Roles/Responsibilities

• Maximize revenue growth, improve customer experience, enhance operational efficiency, enable data-driven decision-making, foster collaboration across go-to-market teams, and ensure the business is well-positioned for future growth and success.
• Drive alignment of go-to-market functions to deliver a seamless buyer and customer value through unified processes, data, and insights.
• Act as a strategic partner to finance, product management, IT, and business operations to ensure end-to-end process alignment with go-to-market functions.
• Configure and optimize a highly effective, integrated, and agile operating model for revenue operations.
• Work with stakeholders to identify, prioritize, and resolve operational barriers and challenges to growth.
• Manage, develop, coach, and retain operations talent through effective onboarding, training, and enablement.
• Support performance cadences such as board reviews and executive quarterly business reviews.
• Oversee the governance and development of an integrated, robust, and efficient planning and budgeting process across sales, marketing, and product for greater integration, balance in target and goal setting, accuracy, and reduction in planning cycle time.
• Model pipeline targets, opportunity mix, and bookings needed to segment in support of annual revenue targets and translate them into monthly and quarterly goals.
• Partner with marketing and product management to support or drive segmentation and market-potential efforts across marketing and sales.
• Work cross-functionally with leaders to establish shared KPIs and a consistent measurement strategy across sales, marketing, and product; define metrics aligned to organizational goals.
• Provide visibility and insights across buyer engagement, team performance, and commercial outcomes to enable better decision-making.
• Develop reports and/or dashboards for stakeholders across leadership, marketing, sales, partner ecosystem, and customer functions.
• Design and implement aligned revenue processes to support the corporate strategy, go-to-market needs, and annual revenue goals.
• Build and drive process, change management, and operational efficiencies.
• Oversee the governance and development of an integrated, robust, and efficient revenue management and customer lifecycle process that maximizes conversion and growth (e.g., opportunity stages and types, service-level agreements [SLAs], opportunity scoring and routing).
• Drive robust forecasting and pipeline management processes (e.g., discount approvals, deal desk, and win/loss analysis).
• Evaluate and optimize the revenue technology stack to drive productivity improvement, increase operational efficiencies, and improve the buyer and customer experience.
• Prioritize the business requirements for the revenue technology roadmap, including maintaining technology inventory and identifying stakeholder business requirements to optimize the adoption, use, and value of revenue tools and systems.
• Act as steward of the end-to-end data environment; design the sales and marketing data strategy to achieve cross-functional and consistent governance.

Success Metrics:

• Overall performance: Connect revenue operations efforts with commercial impact by focusing on specific deliverables and developing capabilities that contribute to commercial performance (e.g., annual recurring revenue, net revenue retention, wallet share, customer lifetime value, customer acquisition costs).
• Buyer experience: Define and measure appropriate metrics to determine impact on buyer and customer experience across digital and personal interactions (e.g., customer outcomes achievement, customer sentiment, customer satisfaction, retention, average resolution time, repeat purchase rate, referenceable rate, online ratings and reviews).
• Frontline productivity: Increase frontline resource time spent engaging with customers by simplifying their daily workflow (buyer engagement mix and volume, yield per rep). Reduce frontline administration and non-selling time through automation, process, and technology efficiency.
• Employee ramp and onboarding: Partner with revenue enablement to decrease seller ramp time.
• Annual planning: Deploy optimized and cross-functionally aligned coverage models with timely and accurate sales territories, segments, route to market, product, and rep-level quotas for the start of each fiscal period. Streamline and govern the in-year change management process.
• Technology management: Drive adoption and value realization from technology (e.g., spending per full-time employee, adoption levels, user satisfaction).
• Analytics and measurement: Drive adoption of reporting and analytics (e.g., usage, trust, satisfaction, clarity, relevance, persuasiveness).
• Revenue processes: Demonstrate the efficacy of core revenue processes (e.g., % of early-stage opportunities qualified, acceptance times, stage-by-stage conversion rates, close rate, sales cycle times, employee compliance).
• Sales compensation: Improve the value and efficiency of the compensation program in driving and rewarding the right sales behavior (e.g., median quota attainment and quota spread, talent retention, payment accuracy, claim resolution, and payment timeliness).
• Data management: Drive business alignment and performance through data strategy and management (e.g., completeness, accuracy, timeliness, consistency, and reliability).

Background/Experience:

• Bachelor’s degree or equivalent (required), Master’s degree or MBA (preferred)
• Five to eight years of sales, marketing, or related go-to-market management experience, specifically in an operations or revenue operations role
• Ability to build productive and positive relationships across the organization at all levels
• Ability to thrive in an ambiguous environment with a high degree of autonomy
• Excellent communication skills, particularly with executive-level partners
• Demonstrated experience in collaborating with cross-functional teams to solve complex problems across product, marketing, sales, customer, IT, and finance
• Proven success in building, motivating, managing, and retaining a high-performing, process-oriented team or department
• Experience in facilitating annual planning, forecasting, and budgeting process cycles
• Expert-level proficiency in managing large-scale projects, including the rollout of technology applications (e.g., SFA, CDP, MRM, SFA) to internal stakeholders
• Ability to identify success patterns to help the leadership team understand trends to predict future outcomes
• Experience with interpreting, analyzing, and translating data into actionable insights
• Familiarity with the opportunity management process through the buyer’s entire journey and sales cycle
• Experience with process creation, delivery, and monitoring, particularly cross-functional SLAs
• Extensive B2B and related industry experience
• Experience in finance is desirable.
• Consulting experience is a plus, with a focus on operations management.

Competencies:

Skills:

• Strong and proven leadership and change management competencies
• Strategic business and finance acumen
• Ability to lead teams through change management initiatives
• Ability to work with diverse skill sets, from strategic to operational resources
• Ability to cultivate strong cross-functional relationships and communicate effectively with internal teams and external partners
• Ability to navigate culture and politics across multiple functions
• Ability to translate business objectives into revenue goals and metrics across all operations functions
• Project management and multitasking
• Strong measurement analysis, visualization, and storytelling competencies
• Ability to solve problems/meet goals in creative ways with limited resources

Behaviors:

• Consultative
• Collaborative
• Highly organized and self-directed
• Intellectually curious and a fast learner
• Highly practical with the ability to map strategy to tactics
• Decisive and action-oriented
• Goal-oriented and highly driven
• Comfortable working under pressure
• Comfortable working with senior leaders
• Comfortable working with ambiguity
• Process and detail-oriented
• Analytical and critical thinker
• Tech-savvy
• Insights-driven

Knowledge:

• B2B buying process and customer lifecycle
• Strategic planning process
• Budget allocation
• Understanding of sales cycles and product lifecycles and their respective pressures on the marketing organization to drive demand and revenue, as well as of the customer success organization to retain and develop existing business
• B2B sales domain knowledge, particularly in revenue recognition, forecasting, territory management, compensation planning and sales quotas credit terms, contract and order management, billing, and invoicing
• B2B marketing domain knowledge, particularly in demand generation workflows and marketing best practices
• Customer success principles and retention modeling
• Understanding of sales methodologies, pipeline management, and bookings processes
• Experience with a range of routes to market (direct, indirect, and e-commerce)
• Process mapping, design, and simulation, including agile methodologies