Director of RevOps

Blackpoint Cyber is a provider of leading-edge cybersecurity threat hunting, detection, and response technology. Blackpoint was founded by former National Security Agency (NSA) cyber operations experts that applied their expertise to bring nation/state grade technologies to commercial customers around the world

The Director of Revenue Operations will report to the Chief Revenue Officer and will help build the function within four core areas: GTM Data, Sales Enablement, Operational Excellence, and the TechStack. This role’s success requires someone that can work in a highly cross-functional organization and can deliver incremental change across the organization. The role will help implement an integrated revenue journey for sales, marketing, and customer success.

How you’ll make an impact:

GTM Data:

The ideal candidate will be instrumental in developing and architecting the CRM Data Structure in collaboration with cross functional departments. The data structure includes but not limited to:

·        Account Segmentation and Taxonomy

·        Account Hierarchy/Data Enrichment (key decision makers)

·        A single source of truth (MRR, ARR, and TCV)

·        Holistic view of customer, partner, and end user accounts

·        Ad hoc data driven insights within the market

·        Where should we play? How can we win?

·        Allocate business resources to optimize growth QoQ and YoY

Sales Enablement

·        Proactively monitors and strives to maintain high levels of quality, accuracy, and process consistency in the sales organization’s planning efforts

·        Coordinates planning activities with other functions and stakeholders within the organization

·        Train sales reps on tech stack (CRMs and other related software)

·        Assist with on-boarding and off-boarding sales reps

·        Create and manage project plans to ensure successful roll out of new programs including communication and training

·        Develop and implement revenue operations strategies to streamline processes, increase efficiency, and drive revenue growth.

·        Document and manage the RevOps Playbook that consists of the entire operational framework

·        Manage a repository and ensure it’s up to date with all sales related trainings, processes and communication rollouts

Operational Excellence

·        Knowledgeable with CRM workflows, validation rules and process builders

·        Help strategize software integrations within the CRM (Hubspot, SFDC, and other related tools)

·        Manage day to day sales support ticket requests and provide ad hoc related support

·        Utilize data analytics to identify trends, track key performance indicators (KPIs), and provide insights for informed decision-making.

·        Assist with developing executive analysis, strategies, and deliverables (e.g., board materials, QBR)

·        Provide visibility and performance tracking to the business (health of business reviews, sales efficiency and quota retirement)

·        Help build, maintain, and improve our data and reporting foundation

·        Drive operational efficiency by automating and improving processes, tools, and dashboards that are in real time

Technology Stack (experience good to have)

·        Salesforce

·        Salesforce CPQ

·        Hubspot

·        Clari (Forecasting)

·        Gong

·        Salesloft

·        Chili Piper

What you’ll bring:

·        5+ years of sales operations and strategy experience (strategy consulting, business operations, Enterprise SaaS experience a plus)

·        Strong analytical skills and passion for data

·        Effective, clear, and concise communication verbal and written skills

·        Ability to present clear information to executives, cross-functional teams, and internal customers

·        Knowledgeable with Hubspot, Salesforce, CPQ and Order Management functionality

·        Self-starter driven by results with the ability to multi-task

·        Comfortable working in a fast-paced environment while dealing with ambiguity

·        Familiar with principles of prospecting, forecasting and the general sales cycle

Education and Experience:

·        Bachelor’s Degree or equivalent experience

·        Industry experience in high-growth companies / B2B SaaS organizations / B2B software technology services industry

Blackpoint Cyber welcomes and encourages applications from qualified individuals of all races,  colors, religions, sex, sexual orientation, gender