Revenue Operations Manager

Role: Revenue Operations Manager

• Commitment: Full Time + for a High-Tech SaaS Company
• Reports to: Chief Revenue Office (CRO)
• Location: Remote | Miami, Florida Headquarters
• Travel: Short trips once or twice per quarter, likely Miami or Tampa.

Tech Stack:

Office: G-Suite, Slack, Zoom, Jira, Confluence.

Revenue Team Tech Stack: Salesforce, HubSpot, Groove, SalesIntel.

Important: As the Revenue Ops Manager, you will be collaborating with system administrators for HubSpot and Salesforce who are new in their roles and learning the tools. Your deep understanding and technical expertise with these platforms will be critical as we map out workflows and put formalized processes in place.

Performance Objective for the Role: This new position has just been created and will start as an individual contributor role. The overall goal is to set the direction for the business insights and data needed to scale pipeline and MRR/ARR growth this year and beyond. This individual will work across Addigy’s Revenue Team (Sales, Marketing, Growth Enablement, and Community Development) to provide leadership and oversight of our technology stack (HubSpot, Salesforce), optimizing operational efficiency, and providing critical business insights.

Who is Addigy? We are a successful, growing, Miami-based SaaS company. We build amazing software to support the Apple Community. In fact, Addigy is the most powerful tool for organizations of all sizes to manage their Apple devices! We are continuously listening, learning and evolving our solutions, and our customers love us!

Making an Impact: As industry thought leaders, our culture strives to have the right person/right seat and keep our customers front and center in everything we do.. To be successful in this role, we are counting on you to “Get It, Want It, and Have the Capacity” to be responsible and accountable for the following:

• Business Insights: Data & Business Insights – why is MRR performance and Pipeline development as strong as it is.
• Leadership and Optimization: Lead the ongoing development and optimization of our sales and marketing technology stack to ensure seamless operations and the alignment of technology with business goals.
• Reporting and Insights: Manage comprehensive CRO reporting, including key metrics on pipeline health, sales forecasting, and historical trends to inform strategic decision-making.
• Operational Efficiency: Identify and implement strategies to enhance the efficiency of sales and marketing operations, streamlining processes to support scalable growth.
• Mentorship: You’ll be collaborating with system administrators for HubSpot and Salesforce who are new in their roles and learning the tools. Your deep understanding and technical expertise with these platforms will be critical as we map out workflows and put formalized processes in place.
• Process Management: Oversee the integration and functionality of critical platforms (HubSpot, Salesforce), ensuring they effectively support our sales and marketing ecosystem.
• Revenue Management System, Cadence, and Collaboration: Work closely with sales, marketing, and finance teams to ensure alignment across all functions and to optimize the overall revenue generation process.

You’ll be successful by doing the following things:

• Providing the Revenue, Executive, and Leadership teams with the “Business Insights” at the root of our Pipeline generation and MRR/ARR bookings performance.
• Be instrumental in our Annual, Quarterly, and Monthly operations planning.
• Provide a leadership role in managing our Revenue Management System (Weekly Pipeline and Forecast Meetings).
• Work with Operations to generate the Salesforce Dashboards and reports needed to support the Revenue Management System.

Scorecard: In this role, you’ll be accountable to lead and help the CRO manage to the scorecard metrics:

• Weekly & Monthly Pipeline Targets (dollars and count)Marketing – A & A+ MQL Count
• Sales generated SQLs
• CVR rates from MQL to SQO
• MRR/ARR Targets (dollars and logo count)Net-new Logo acquisition
• Expansion Upsell
• Expansion Cross-sell

Your possible background:

• 5-7 years business experience, prior experience in a Rev Ops role.
• Strong collaboration skills partnering with Sales, Marketing and Operations.
• Experience building, managing and optimizing Hubspot and Salesforce platforms.
• Enjoy sharing your knowledge with others.
• A systems thinker
• BA or advanced technical education or certifications.

Additionally:

• Be positive, adaptable and easy to work with!
• Be ready for the challenge of creating and evolving the role, working at a fun, fast moving, pace.
• Fast learner, self-motivated, have a sense of urgency, goal-oriented.
• Be curious. Listen. Ask good questions. Be a critical thinker. Be resourceful.

Compensation: Your success will be measured and recognized through base compensation, with potential for a quarterly and annual variable. Addigy also offers a very market competitive benefit package.

Other Expectations as part of the Addigy Team:

• You and the CRO will set quarterly Rocks/performance milestones at the beginning of each quarter. At the end of each quarter, you’ll review your progress during your Quarterly Conversation
• Prepare for and participate in Weekly 1:1 meetings with your manager
• Capture your measurable results on the weekly scorecard in Ninety.io
• Prepare for and participate in all weekly L10 Team Meetings
• Attend All Hands Meetings and other company events as requested
• Attend other cross-functional team meetings as requested

Potential Career Paths for Manager/Director Revenue Operations:

• Manager/Director/Senior Director Revenue Operations as the company scales and meets/exceeds its three-to-five year MRR/ARR and EBITDA targets.

ABOUT ADDIGY:

Our Passion: We empower IT professionals to deliver the BEST Apple experience.

Our Niche: Security, Scalability and Apple Expertise.

Our Three Uniques: Our Platform, Our People, Our Process.

Our 5 Year Target: To be the LEADING platform that revolutionizes Apple Management!

Our Core Values: Humble, Hungry & Smart.

• Humble: I compliment or praise colleagues without hesitation. I easily admit to my mistakes. I am willing to take on lower-level work for the good of the team. I gladly share credit for team accomplishments. I readily acknowledge my weaknesses. I offer and accept apologies graciously.
• Hungry: I do more than what is required in my own job. I have passion for the “mission” of the team. I feel a sense of personal responsibility for the over success of the team. I am willing to contribute to and think about work outside of office hours. I am willing to take on tedious or challenging tasks whenever necessary. I look for opportunities to contribute outside of my area of responsibility.
• Smart: I generally understand what others are feeling during meetings and conversations. I show empathy to others on the team. I demonstrate an interest in the lives of my teammates. I am an attentive listener. I am aware of how my words and actions impact others on the team. I adjust my behavior and style to fit the nature of a conversation or relationship.

Our Ideal Customer Profile (ICP):

• US based companies in Technology, Retail, Manufacturing with 250-500 Apple devices under management.
• US based Managed Service Providers (MSP) with 100-1000 Apple devices under management.

Best Practices: Addigy leverages EOS (Entrepreneurial Operating System.) To learn more, view this video on Level 10 Meetings, or other videos on the website, or listen/read Traction by Gino Wickman.

Your success will help us create the “Most Loved Brand in IT!”

Tagged as: HubSpot, Revenue Operations, RevOps, Salesforce