Director, Revenue Operations

Company Overview

At CommerceIQ, we help consumer brands accelerate their retail ecommerce market share growth and profitability through machine learning algorithms. We are building the world’s most complete and sophisticated Retail Ecommerce Management Platform, which connects and intelligently automates the management of retail ecommerce channels like Amazon, Walmart, and Instacart, across the entire ecommerce operational chain of retail media management, sales operations, supply chain, and digital self analytics.

We are in hyper growth mode, having recently raised our Series D funding at unicorn valuation (>$1B) and ended our third year of triple-digit revenue growth. Continued acceleration of our growth is fueled by landing new customers, expanding our platform through new products, managing new retail ecommerce platforms, and delivering exceptional customer service to unlock high net retention rates.

 

The Role:

The Director, Revenue Operations is responsible for building, unifying, and aligning the strategy, operations, systems, and data that support GTM teams across the organization. Sitting at the intersection of Sales and Marketing, these responsibilities include revenue planning, forecasting, and reporting; strategy, systems, and data management across sales and marketing teams; quota setting and management; sales process optimization; sales job design and training; and sales compensation design and administration. The Director, Revenue Operations (DRO) is responsible for the overall productivity and effectiveness of the assigned sales organization and will also be responsible for designing programs and processes that integrate sales and marketing strategy, operations, and initiatives. Reporting to the Vice President of Finance and Strategy, the DRO partners closely with Sales, Marketing, Finance, and GTM leadership to ensure the appropriate objectives and priorities are enabled across teams.

Success in this position requires building stage experience, detail-oriented thinking, a bias towards action and execution, comfort with KPI reporting, and strong project management skills.

 

What You'll Do:

• Coordinate sales and revenue forecasting, planning, and budgeting processes used within the sales and marketing organizations
• Build strategies, programs, and processes that align all GTM efforts
• Track short-term and long-term KPIs key to the success of the overall business
• Develop and produce reporting and analyses related to revenue forecasting, deal pipeline, GTM KPIs, and individual sales performance metrics
• Proactively identify opportunities for sales and marketing process improvement, building and implementing new programs and tools where necessary
• Work closely with sales and marketing management to inspect sales process quality, marketing handoffs, and prioritize opportunities for further collaboration across the funnel
• Develop sales compensation plans and territory analysis that align with KPIs
• Coordinate training delivery to sales, sales management, and sales support personnel in the sales organization
• Manage sales and marketing technology stacks, evaluating and implementing new technologies as needed
• Serve as a liaison between sales and marketing as well as between operating teams and upper management
• Collaborate on strategic GTM initiatives that scale the business
• Assist sales and marketing teams in determining customer outreach methods, handoff processes, and related initiatives
• Monitor and assist with customer retention, including forecasting churn and developing related mitigation strategies
• Training staff on new technology and software
• Work directly with the CFO, CEO, Head of Sales, SVP of Marketing, and other organizational leadership 

 

What You'll Bring:

• Experience building revenue and sales operations functions from an early stage
• Strong analytical skills
• Ability to perform advanced computing functions
• 6-9+ total years of professional work experience
• 6+ years of experience in Enterprise Revenue and/or Sales Operations at high-growth B2B SaaS companies in the range of $40-100M ARR
• Demonstrated advancement in level, scope, and responsibility
• Solid understanding of systems (Salesforce, Hubspot, and other Martech and Sales stacks) and best practices
• Experience building and managing small teams
• Ability to manage complex processes and affect change
• Data-driven, proactive, analytical, detail-oriented, a