Director of Revenue Operations - BS&A

Lansing, MI 48808

About the Job

Job Title: Director of Revenue Operations

Position Overview:

The Director of Revenue Operations will lead and optimize the entire revenue-generating process within the company, ensuring alignment across sales, marketing, customer success, and finance teams. This role is critical in driving data-driven decision-making, improving sales processes, and maximizing revenue growth through the effective use of technology, process optimization, and cross-functional collaboration.

Key Responsibilities

Strategic Leadership:

Develop and implement a comprehensive Revenue Operations strategy that aligns with the company's overall business goals.
Collaborate with senior leadership to define and execute revenue growth initiatives.
Drive the alignment of sales, marketing, and customer success operations to ensure a cohesive approach to revenue generation.

Revenue Analytics and Forecasting:

Lead the development of advanced analytics and reporting frameworks to track key revenue metrics, sales performance, and pipeline health.
Oversee the forecasting process, providing accurate revenue projections and identifying areas for improvement.
Implement data-driven insights to optimize pricing strategies, customer segmentation, and sales performance.

Process Optimization:

Analyze and refine sales processes, from lead generation to deal closure, to increase efficiency and effectiveness.
Identify bottlenecks in the sales funnel and implement solutions to improve conversion rates and sales cycle times.
Work closely with the sales team to ensure CRM (Customer Relationship Management) systems and other sales tools are effectively utilized.

Technology Management:

Oversee the selection, implementation, and management of revenue operations technology, including CRM, marketing automation, and customer success platforms.
Ensure that all systems are integrated and that data flows seamlessly across the organization.
Evaluate and adopt new tools and technologies that can enhance revenue operations.

Team Leadership:

Build, lead, and mentor a high-performing Revenue Operations team.
Foster a culture of continuous improvement, accountability, and innovation within the team.
Provide coaching and development opportunities to team members, helping them grow in their careers.

Cross-Functional Collaboration:

Partner with Sales, Marketing, Finance, and Customer Success teams to ensure alignment on revenue goals and strategies.
Serve as a liaison between these departments to ensure seamless communication and collaboration.
Drive initiatives that improve customer acquisition, retention, and overall customer lifetime value.

Qualifications

Education:

Bachelor’s degree in Business, Finance, Marketing, or a related field. An MBA is preferred.

Experience:

8 years of experience in Revenue Operations, Sales Operations, or a related field within a SaaS or software company.
Proven track record of leading revenue operations and driving growth in a high-tech environment.
Strong understanding of sales processes, CRM systems, and revenue analytics.

Skills:

Exceptional analytical skills with the ability to translate data into actionable insights.
Strong leadership and team management skills.
Excellent communication and collaboration abilities.
Proficiency in CRM and marketing automation tools (e.g., Salesforce, HubSpot).
Ability to thrive in a fast-paced, dynamic environment.

Source : BS&A