Senior Director of Revenue Operations

About CogniteEmbark on a transformative journey with Cognite, a global SaaS forerunner in leveraging data to unravel complex business challenges through our cutting-edge Cognite Data Fusion (CDF) platform. We were awarded the 2022 Technology Innovation Leader for Global Digital Industrial Platforms & Cognite was recognized as 2024 Microsoft Energy and Resources Partner of the Year. In the realm of industrial digitalization, we stand at the forefront, reshaping the future of Oil & Gas, Manufacturing and Energy sectors. Join us in this venture where data meets ingenuity, and together, we forge the path to a smarter, more connected industrial future.
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Our valuesImpact: Cogniters strive to make an impact in all that they do. We are result-oriented, always asking ourselves.Ownership: Cogniters embrace a culture of ownership. We go beyond our comfort zones to contribute to the greater good, fostering inclusivity and sharing responsibilities for challenges and success. Relentless: Cogniters are relentless in their pursuit of innovation. We are determined and deliverable (never ruthless or reckless), facing challenges head-on and viewing setbacks as opportunities for growth. 


Location: Houston, Texas Reports to: VP of Revenue Operations in Oslo
Role Overview:  The Senior Director of Revenue Operations will play a pivotal role in bridging the gap between our sales, marketing, and customer success teams. This position is essential for driving proactive revenue growth strategies, ensuring seamless cross-departmental collaboration, and optimizing our go-to-market (GTM) initiatives. The ideal candidate will have extensive experience scaling SaaS companies and demonstrate hands-on leadership.

Key Responsibilities:

• Strategic Planning and Execution: Develop and implement revenue growth strategies with our Presidents that align with Cognite's GTM objectives. Identify addressable markets and drive territory allocation across the geos. Support the execution of expansion opportunities with sales leadership.
• Strategic Growth: Oversee the execution of our land-to-expand sales motion, ensure the use of value assessments, adherence to playbooks, and go-to-market (GTM) strategies. Connect sales campaigns to results and optimize growth strategies.  
• AI GTM Strategy and Execution: Explore and drive the AI strategy across the revenue team to enhance efficiency and effectiveness. Investigate how AI can be deployed to support GTM efforts and improve overall operational performance. 
• Analysis and Reporting: Analyze market trends, competitor activity, and customer insights to inform revenue growth strategies.
• Drive Impact: Identify trends, patterns, and insights from data to inform decision-making and drive revenue growth.
• Process Optimization: Identify areas for process improvement (i.e. handovers) and implement changes to drive efficiency and productivity. Use AI and automation where possible.  
• Revenue Attribution: Pinpoint the success of different marketing campaigns, sales efforts, and customer success strategies in generating revenue. Optimize the allocation of resources to ensure we double down on the most profitable areas.

Performance Objectives for the First Year:

• Market Identification: Proactively identify new addressable accounts within core and new markets and hold sales leadership accountable for sales execution activities.
• Revenue Growth: Drive account growth by ensuring reps properly execute our ‘land - expand - scale’ sales motion to maximize ARR opportunities at each account. 
• Process Improvement: Reduce friction with interdepartmental handovers to drive an increased 20% efficiency in processes and improve reps' productivity.
• Customer Retention: Proactively identify accounts at risk using data-driven insights and develop retention strategies with our Customer Success Leadership team. Increase customer retention rates by 10%+ by implementing new processes that boost customer satisf