Director of Revenue Operations

This role reports to the VP of Finance and can be located in Austin, TX, Toronto, Canada, or Remote.

Key Responsibilities:

Go-To-Market Strategy and Operations

• Strategic business partner to our VPs of Sales and Marketing, helping to develop and implement strategies to optimize our sales processes, infrastructure, and overall GTM strategy. Lead efforts to streamline sales cycles and enhance productivity. 

• Identify bottlenecks and opportunities in the sales and marketing funnel to improve conversion rates and revenue outcomes.

• Oversee the implementation and administration of sales compensation plans that align with company goals and incentivize high performance.

• Enhance sales pipeline visibility, lead management, and forecasting accuracy. Ensure operational excellence in every facet of the sales process.

• Partner with FP&A and GTM to support the annual planning process, including forecasting, funnel optimization, capacity planning, quota setting, and resource allocation.

Tech-stack and Process Optimization

• Own efforts to build and optimize the revenue operations tech stack, including CRM, marketing automation, commissions optimization, and billing platforms. Work with internal teams and external vendors/consultants to build and maintain a smooth sales process with high-fidelity reporting.

• Partner with cross-functional teams to refine and implement the lead to renew and quote-to-cash processes, ensuring consistency and efficiency in workflows from pricing and quoting to billing and revenue recognition.

• Design, implement, and refine/automate scalable processes to improve pipeline efficiency, forecast accuracy, and conversion rates.

• Manage team vendor agreements and relationships as needed.

Leadership and Business Partnering

• Build, retain, and grow a world-class RevOps team who are proactive, objective, and easy to work with. Foster a culture of continuous improvement and accountability.

• Act as the connective tissue between sales, marketing, customer success, and finance teams; ensure alignment on goals and priorities and drive operational excellence throughout the organization.

• Change Management: Drive change initiatives to improve revenue operations and ensure the team adapts to evolving business needs, technologies, and best practices.

Analytics and Insights

• Own revenue data and analytics, providing actionable insights to optimize performance and decision-making.

• Build and maintain robust reporting frameworks. Analyze sales data to identify trends, forecast outcomes, and provide actionable insights that drive revenue growth, from lead generation to customer retention.

• Build and manage dashboards and reports that track key performance indicators (KPIs); provide actionable and strategic insights into revenue performance and operational efficiency

• Maintain and ensure the accuracy, integrity, compliance, and cleanliness of all revenue-related data.

Requirements: 

• Leadership and people management experience in Sales Operations, Revenue Operations, or related roles, with a proven track record of driving sales efficiency and growth, preferably in B2B SaaS or a high-growth tech environment.

• Hands-on expertise implementing, managing, and optimizing business systems, including Hubspot (system architecture, implementation, and optimization), Gong, Gainsight, Stripe, and other GTM tools.

• Experience leading and mentoring globally distributed teams with a focus on fostering talent, and promoting a collaborative outcomes-driven culture.

• Strong analytical and problem-solving skills with experience in revenue analytics, sales performance tracking, managing reports, dashboards, and forecasting models.

• Experience building and managing end-to-end workflows across the entire customer journey, from top of funnel through renewal and expansion.

• Expertise in sales compensation plan design and management, as well as scaling operational tech stacks and optimizing quote-to-cash processes.

• Excellent communication and interpersonal skills, with the ability to translate complex data into actionable insights and effectively collaborate with cross-functional teams.

• Ability to think strategically while executing day-to-day operational needs, ensuring alignment with business goals.

• Bachelor’s degree in Business, Finance, Marketing, or a related field; MBA or advanced degree or commensurate experience preferred 

Benefits

• Competitive base pay + bonus potential

• Generous medical, dental, and vision plans (we pay 100% of your premium and 50% of your dependents’)

• Fantastic culture with a very strong eNPS- we work hard, celebrate wins, and learn as we go to always be improving to benefit our customers.

• Immediate access to 401(k) with company match

• Flexible PTO (MINIMUM of 10 days required every year)

• 12 weeks paid parental leave for birthing parent, 6 weeks paid leave for supporting partner

• Remote work friendly

• Comprehensive learning and development budget

• A manager dedicated to your development

At Skimmer we are deeply committed to building a diverse and inclusive workplace (it’s in our values). We’re proud to be an equal opportunity employer, seeking to identify and onboard people from all walks of life. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, family status, marital status, sexual orientation, national origin, genetics, neurodiversity, disability, age, or veteran status, or any other non-merit based or legally protected grounds.

We also acknowledge that there is no “perfect” candidate - if you fulfill the majority  of these requirements, believe this is a role you would be excited about on a daily basis, and resonate with our culture, we encourage you to apply.

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