Head of Revenue Operations

Do you ever wonder what happens inside the cloud?

DigitalOcean (NYSE: DOCN) simplifies cloud computing so builders can spend more time creating software that changes the world. With our mission-critical infrastructure and fully managed offerings, DigitalOcean enables startups and small and medium-sized businesses (SMBs) to rapidly deploy and scale modern applications. As a remote-first organization, our employees, like our customers, are based around the world.

We are seeking a visionary and analytical Head of Revenue Operations to lead our revenue generation and optimization efforts. This role is critical in driving our growth strategy and ensuring we leverage data insights and technology to maximize team efficiency and performance. The ideal candidate will have a tech-first mindset, a strong analytical background, and a proven track record in revenue operations within a PLG environment.

What You’ll Do:

1. Leadership and Strategy: 

• Develop and implement a comprehensive revenue operations strategy aligned with company goals.
• Lead, mentor, and grow a high-performing revenue operations team.
• Collaborate with executive leadership to align revenue operations with overall business strategy.

2. Technology and Analytics:

• Design a tech ecosystem and integration strategy that encompasses all the system touch points across the GTM
• Oversee the selection, implementation, and optimization of revenue operations technologies and tools.
• Leverage data analytics to drive decision-making and identify growth opportunities.
• Ensure seamless integration and functionality of CRM, marketing automation, and other relevant systems.

3. Planning and Reporting

• Help lead and develop bottoms up plans for sales, customer success and customer support. Provide and leverage productivity, activity and compensation framework to develop our models for success.
• Work with all GTM teams to produce the reporting and insights (leading/lagging indicators) so each team can run their business effectively
• Help drive new forecast reports using trending data, AI/ML, other learnings, so we can best predict our GTM outcomes.

4. Process Optimization:

• Streamline and automate revenue-related processes to improve efficiency and effectiveness.
• Develop and enforce best practices for sales, marketing, and customer success operations.
• Implement data-driven methodologies to optimize lead generation, conversion, and retention strategies.

5. Performance Management:

• Establish and monitor key performance indicators (KPIs) to track progress and performance.
• Conduct regular analysis and reporting on revenue metrics to identify trends and areas for improvement.
• Implement a continuous improvement mindset across all revenue operations functions.

6. Deal Desk Operations

• Provide Pricing Strategy and Guidance. Develop and maintain pricing models and strategies. Provide pricing recommendations based on market trends, competition, and company objectives. Ensure consistency in pricing across different sales teams and regions.
• Use CPQ (Configure, Price, Quote) tools to generate accurate quotes and proposals. Ensure compliance with company policies and approval workflows.
• Assist sales representatives in structuring complex deals, including discounts, payment terms, and contract length. Evaluate the financial and legal implications of deals to mitigate risks.

7. Collaboration and Communication:

• Foster strong cross-functional relationships with sales, user research, growth marketing, finance, and product teams.
• Communicate revenue operations insights and recommendations to stakeholders at all levels.
• Act as a liaison between the executive team and revenue operations to ensure alignment and transparency.

What You’ll Add to DigitalOcean:

• Bachelor’s degree in Business, Marketing, Technology, or a related field; MBA or advanced degree preferred.
• Proven experience (10+ years) in revenue operations, sales operations, or a related role within a PLG or SaaS company.
• Strong modeling skills and proven ability to instrument, measure, and drive Revenue goals. 
• Strong technical acumen with expertise in CRM, marketing automation, customer success, customer support, and analytics tools. Experience with Salesforce or Gainsight preferred
• Exceptional analytical skills with the ability to interpret complex data and generate actionable insights.
• Strong modeling skills and proven ability to instrument, measure, and