Director, Revenue Operations & Direct Growth

POSITION OVERVIEW

At PointCentral, we create innovative technology that makes life easier for residential rental property managers and the people living, working, and visiting their communities.  We are enabling a world where property managers can spend their time focusing on the people that make their communities thrive rather than routine administrative, operational, and maintenance tasks while a providing residents and guests access to secure, convenient, and resource-conserving smart home solutions.

To help fuel our growth, we are seeking an experienced, ambitious revenue leader to develop an efficient, scalable, data-driven, and cost-effective revenue organization. Reporting to the General Manager, this role will directly oversee Sales Operations, Direct Sales, and Customer Success functions while working cross-functionally with other teams in the organization. A successful candidate is a humble, hands-on, and effective coach for a team of direct reports that includes both managers and individual contributors. They will also be a company-wide role model that emulates the PointCentral values and fosters a culture of collaboration and data-driven decision making.

As a venture business of Alarm.com, you will get the benefit of access to a range of services, while being able to chart an entrepreneurial path within a rapidly growing, small company. We offer a friendly, ego-free culture with smart and eager team members who are committed to delivering an outstanding customer experience.

RESPONSIBILITIES

[Sales Operations]

• Take ownership of the end-to-end sales operations function (Strategy and Planning, Operations and Enablement, Performance Management, and Systems & Tools) to turn it into a high-quality, data-driven operational machine.
• Refine and expand upon current processes to connect more stakeholders, automate more tasks, and improve data capture and utilization in business decisions (e.g. pricing and promotions, incentive structures, customer feedback, etc.).
• Synthesize and operationalize customer journeys across various verticals and stakeholder teams (e.g. sales, implementation, operations, support, etc.)
• Streamline cross-functional collaboration between sales, marketing, customer success/account management, product management, and support teams.

[Direct Sales]

• Oversee direct sales team to expand new account acquisition goals, improve time to deployment, and reduce overall customer acquisition cost.
• Operationalize direct sales team processes to ensure there is a standard, repeatable playbook that can be easily communicated and refined over time.
• Provide hands-on coaching to ensure high quality communications (e.g. timely, professional, and accurate), enhance solution knowledge, and improve objection handling to exceed growth targets.
• Capture and deliver high quality market feedback and voice of customer information that improves collaboration with product organization and prioritization of development needs in a quantifiable manner.
• Streamline customer onboarding and "handoff" processes to improve time to deployment.

[Customer Success]

• Support process implementation that improves customer touchpoints and controls churn with an emphasis on identifying leading rather than lagging indicators.
• Help drive implementation of Tech Touch strategy to expand contact and engagement with direct customers.
• Assist with designing a framework to expand customer touchpoints, engagement, and overall success in channel model.

EXPERIENCE AND QUALIFICATIONS

• 10+ years of experience in sales, marketing, or business leadership roles
• 5+ years of experience managing teams
• Bachelor’s degree required; MBA nice to have
• B2B or B2B2C SaaS experience required
• IoT, smart home, property management, and /or real estate experience preferred
• Proficiency in Excel, CRM tools (preferably Salesforce), and other sales productivity/engagement (e.g. Salesloft, Outreach, Chorus, etc.)
• Solid understanding of systems and data flow, and demonstrated history of implementing new workflows and technologies
• High comfort and aptitude with data reporting and analysis
• Problem-solver that uses data to develop solutions
• Ambitious, proactive self-starter who can connect the dots in a dynamic, fast paced environment
• Comfortable in an ambiguous environment
• Confident, strong presentation skills
• Ability to simplify complex information to communicate effectively with executive level internal and external as well as technical and non-technical stakeholders

Why Work for PointCentral?

• Collaborate with outstanding people: We hire only the best. Our standards are high and