workwave - Director, Revenue Operations
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Requirements
• Bachelor’s degree in Business, Finance, or a related field. • 10+ years of relevant experience in Revenue Operations, Strategic Finance or FP&A roles, Sales Operations, or related roles within a B2B SaaS or technology company. • Proven experience leading annual sales planning, forecasting, and GTM execution processes in a complex environment. • Familiarity with CPQ, CLM, and Business Intelligence (BI) tools within the RevTech stack. • Proven track record leading annual financial planning (AOP), revenue modeling, and sophisticated forecasting (top-down and bottom-up), and capacity planning in complex, global environments. • Advanced expertise in financial modeling and Business Intelligence (BI) tools and board reporting. You don't just pull data; you translate complex datasets into actionable fiscal insights. • Strong command of revenue recognition standards and financial principles. • Deep understanding of SaaS unit economics (LTV, CAC, Net Retention) and the impact of commercial terms on global GAAP/IFRS standards. • Exceptional ability to bridge the gap between Sales and Finance, acting as a "bilingual" leader who can justify GTM strategies through the lens of ROI and EBITDA. • Understanding of both enterprise and high velocity deal cycles while maintaining meticulous attention to detail and financial accuracy. • Expertise in Salesforce (including reporting, forecasting, and territory management). • Strong understanding of SaaS commercial models and global enterprise sales processes. • Exceptional analytical, communication, and cross-functional leadership skills, with the ability to influence at all levels of the organization. • Demonstrated ability to manage multiple priorities in a fast-paced, high-growth environment. • Ability to travel (15%). • ## WHAT WOULD ALSO BE AWESOME: • Experience leading revenue operations for global SaaS sales organizations with complex, multi-product solution offerings at a PE backed company. • Prior experience managing and developing a direct team.
Responsibilities
• Oversee the revenue operations team to ensure alignment with company goals and objectives related to generating income through various channels such as sales, marketing, customer service. • Develop strategies for increasing revenue streams by analyzing data trends and identifying opportunities within different markets or segments. • Collaborate closely with the Sales Director to align on targets and ensure that all team members are focused on driving growth in key areas of business. • Monitor performance metrics, such as conversion rates, average order value, customer acquisition costs, retention rate, etc., regularly reviewing them against set goals or benchmarks for continuous improvement. • Manage the budget allocated to revenue operations and ensure efficient allocation of resources across different initiatives aimed at increasing income generation while minimizing expenses where possible without compromising quality standards. • Develop partnerships with other departments, such as marketing, customer service, or product development teams, ensuring that their efforts are aligned towards driving growth in revenue streams and creating a cohesive approach to achsieving business objectives related to generating income through various channels like sales, digital advertising campaigns etc. • Provide leadership by mentoring team members on best practices for customer engagement or negotiation tactics that can help increase conversion rates while maintaining high levels of customer satisfaction and loyalty towards the brand/company they represent; this includes coaching new hires as well as experienced employees who may require additional support in their roles. • Stay abreast with industry trends, competitor activities or changes within regulatory environments that could impact revenue generation strategies by attending conferences regularly and networking events where relevant information can be shared among peers; this also involves conducting research on emerging technologies such as AI tools which may help improve efficiency in driving growth through various channels like sales, marketing etc. • Represent the company at industry meetings or trade shows to build relationships with potential clients/partners who could contribute towards increasing revenue streams by providing referrals; this also involves participating actively during networking events where relevant information can be shared among peers about new opportunities available within different markets etc. • Develop and implement training programs for team members on best practices related to customer engagement or negotiation tactics that could help increase conversion rates while maintaining high levels of customer satisfaction towards the brand/company they represent; this includes coaching experienced employees as well as new hires who may require additional support in their roles. • Monitor and evaluate performance metrics regularly against set goals for continuous improvement, providing feedback to team members on areas where improvements can be made while recognizing outstanding achievements or contributions towards driving growth through various channels like sales etc.; this also involves conducting regular meetings with senior management regarding progress updates/reports submitted by the revenue operations team.
Benefits
• Opportunities to participate in charitable events and give back to the community • We understand the impact of attracting and keeping top talent and reward intellectual curiosity and a thirst for personal and professional growth • Encouraging our employees that already have an intimate knowledge of and passion for our products to apply for other roles within our walls just makes sense! • Our employees have access to extensive video libraries for soft skill and role specific training available 24/7 and live trainings are provided throughout the year • 10 Time winner of Best Place to Work in New Jersey by NJBiz! • WorkWave has been recognized with multiple awards for its outstanding products, growth and culture, including the Inc. 5000, SaaS Award, IT World Awards, Globe Awards, Silver Stevie Award for Employer of the Year, and Best Place to Work Inc. Magazine • Recently named one of The Software Report's 3rd annual list of the Top 100 Software Companies of 2022 (worldwide!)
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