Director, Revenue Operations

About Transmit Security:
Founded and led by multiple-time successful cyber and identity security pros, Transmit Security offers a unique opportunity.   A ten-year old, profitable company with a jealously admired customer list of large/very large enterprises around the world spending millions of dollars per year.   But also, a company that still operates like a startup and has launched several new products in past few years accelerating our growth.

We offer the industry’s only platform that fuses customer identity and anti-fraud solutions – customer identity management, identity verification, and fraud prevention.  We sell to industries with large, consumer-facing businesses such as:  banking, financial services, insurance, fintech, gaming, ecommerce/retail, telco / media, utilities, etc.

Role Summary:

As the Director of Revenue Operations at Transmit Security, you will play a pivotal role in propelling our sales organization forward. Your responsibilities will span from strategic collaboration with leadership to hands-on operational tasks, all centered around boosting sales productivity, facilitating strategic decision-making, and furnishing sales leadership with critical business insights. 

You will serve as the primary liaison between CRO, regional sales leaders, finance, legal and finance team and to drive sales process excellence, order management, sales and board reporting, and support for various internal initiatives. A strategic thinker with a passion for operational excellence, you will be expected to deliver tangible results in a dynamic and fast-paced environment.

Responsibilities:

Sales Analytics & Planning

• Provide sales leadership with actionable intelligence by managing revenue forecasts, pipeline analysis, and sales effectiveness metrics.
• Standardize opportunity management practices across global sales territories by conducting pipeline and forecast calls with sales leadership.
• Implement a robust performance management system to track sales metrics and KPIs, facilitating strategic adjustments and decision-making.
• Ensure that the compensation administration process is efficient, effective, and aligned with the company's objectives.

Board and Leadership Reporting:

• With CRO, continue to refine sales and marketing reporting metrics and cadence for transparent communication of performance indicators with sales leadership and executive teams.
• Collaborate with executive leadership to improve Board reporting and formatting.   

Deal Management:

• Own Deal Desk functions, optimizing quote-to-cash processes and ensuring deals are structured and processed efficiently to maximize revenue and margin.
• Work closely with Sales, Finance, and Legal teams to develop, implement, and enforce deal approval policies, tailoring strategies to meet market demands and customer needs.
• Provide guidance on complex deal structures, pricing strategies, and contract negotiations, ensuring alignment with business objectives.
• Track and ensure an efficient process is maintained for contract renewal pricing. 

Business Development:

• With the marketing leader, ensure appropriate processes for capturing, measuring and decisioning lead generation activities at the campaign, region, and global level are in place.
• Manage SDRs/BDRs responsible for inbound and outbound prospecting.

Pricing and Deal Registration:

• In collaboration with the CRO and Product team, continue to evaluate revenue enhancements opportunities and implement modifications to price schedules and fee estimator tools to align with market demands and business objectives.
• With the CRO and regional sales leaders, develop and oversee reseller contract terms, deal registration processes, and reseller performance management. Ensure these processes are streamlined and effective in maximizing reseller contributions to revenue goals.

Processes, Systems & Tools:

• CRM Data Integrity: Maintain the highest standards of data accuracy within the CRM system, utilizing continuous insights to refine and enhance sales processes for greater effectiveness.
• Tech Stack Integration: Ensure seamless integration and functionality across all Go-To-Market (GTM) technology stack platforms, facilitating smooth operations and synergy across sales tools and systems.
• Vendor Contracting and Expense Oversight: Manage the vendor contracting process with a strong focus on expense control, ensuring efficient management and budget compliance.
• Sales and Channel Enablement including tools development and training.

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