Director of Revenue Operations

FreeWill is an award-winning, social-good startup that has partnered with 1450+ nonprofits who support our mission while raising more than $9B in bequests to charities since we were founded in 2017. We’ve been featured in the New York Times, Forbes, Oprah’s magazine, and our co-CEOs have even been named to Town & Country’s “Top 50 Philanthropists” list.

All of this is because we’ve figured out how to make some powerful (but complicated!) ways to donate much easier and more accessible. Our products make things easier for the donors who want to change the world and for nonprofits doing heroic work around the planet.

In the last 6 years, we’ve grown from 5 people to 175+ (all smart, tenacious, and kind), and continue to grow. We’d love to have you be a part of this adventure. Check us out on Glassdoor!

Full-time •  Excellent Benefits • Work from Anywhere in the US (except AL, CO, or LA)

About the role

We are currently seeking a talented and driven Director of Revenue Operations to join our team. This role will oversee our revenue operations supporting our Sales and Renewals teams. This role offers an excellent opportunity to make a significant impact on our organization by ensuring accurate revenue forecasting, driving performance improvements, and supporting the achievement of ambitious growth targets. 

You will report directly to the Senior Director of Business Operations, collaborating closely to align revenue operations with broader company objectives.

If you have a strong background in SaaS Operations, a keen understanding of Salesforce and Hubspot, and the passion to drive positive change, we invite you to apply and help us make a difference in the world.

FreeWill has set compensation and a non-negotiation policy for fairness reasons (we don't think that an individual's pay should be determined by how comfortable they are negotiating). As a result, we like to be transparent and up front about the compensation. When we make an offer, we provide multiple options so that employees can choose between compensation packages that prioritize salary or stock options. The offers for this role will be between $170,000 and $180,000.

Responsibilities:

• People Management: This role will oversee our Sales Operations, Renewal Operations, Marketing Operations team (current headcount of three HC), and Salesforce Admin.
• Sales and Renewal Operations: Develop and optimize sales & renewal processes and workflows. Implement and manage tools and technologies. Provide support for sales & renewal forecasting (offering clear visibility into revenue performance) and pipeline management (track progress, pinpoint trends, and fine-tune conversion rates). Analyze sales performance metrics and provide insights. Own commission programs (planning, analysis, and reporting) and collaborate with leadership to drive continuous sales expense efficiency improvements
• Marketing Operations: Collaborate with marketing teams to optimize lead generation processes. Implement and manage marketing automation tools. Track and analyze marketing performance metrics. Ensure alignment between marketing and sales efforts.
• Customer Success Operations: Collaborate in enhancing customer onboarding and retention processes. Implement and manage customer success tools and technologies. Monitor and analyze customer health metrics. Collaborate with customer success teams to drive customer satisfaction.
• Revenue Analytics: Develop and maintain key revenue metrics and KPIs. Provide data-driven insights to support decision-making. Conduct analysis to identify growth opportunities and areas for improvement, driving discussions and decisions amidst the executive team. 
• Cross-functional collaboration: Foster collaboration between sales, marketing, and customer success teams. Align processes and goals across departments. Act as a bridge between different teams to ensure a unified revenue strategy.
• Technology Management and Process Optimization: Ensure proper integration between different systems (CRM, marketing automation, analytics tools, etc.). Identify and eliminate bottlenecks in revenue-generating processes. Continuously improve and optimize workflows to increase efficiency. Uphold data accuracy and integrity across all revenue-related systems and processe
• Training and Development: Collaborate with the marketing and enablement team to develop and implement training programs for sales, marketing, and customer success teams. Ensure teams are proficient in using tools and following established processes.