Director of Revenue Operations

Hybrid Full TimeWashington, DC, United StatesIndustry Dive

Industry Dive is seeking an experienced operations leader to oversee the sales operations, sales enablement and revenue marketing operations functions. The Director of Revenue Operations is responsible for developing and implementing strategy across the sales and revenue funnel and improving the systems and processes that support Industry Dive’s objectives.

This position will lead the cross-functional team responsible for internal processes that drive sales and marketing productivity at scale, including: sales onboarding, training & collateral, lead routing, sales product launches and pricing, compensation plans, territory management, sales data integrity, administration of sales technologies, and other systems, applications and projects.

We are looking for someone strategic, highly analytical, consultative, tactical, and driven with an eye towards critical thinking and problem solving. Your experience should include managing a team, reporting and analysis, crafting and delivering presentations, working in or alongside a rapidly growing, fast-moving sales team, a track record of both delivering results and enhancing processes in a large, global organization.

What You’ll Do:

  • Partner with sales, marketing and product leadership to create streamlined GTM processes, identify efficiencies, and share best practices
  • Identify new SaaS tools as needed and oversee the administration of existing tools, including: Outreach, PandaDoc, ZoomInfo, LeanData, Gong, and LinkedIn Sales Nav
  • Collaborate with the Business Systems team on advanced reporting requests, including Tableau dashboards and custom Salesforce requests, to create high-impact reports and better sales data practices
  • Support territory planning, quota setting and sales compensation design
  • Partner with the revenue marketing team to streamline the end-to-end lead funnel
  • Implement early warning systems to help actively manage the growth of the business (i.e. qualified pipeline, funnel activity, sales performance/execution, forecasting, etc.)
  • Triage support of sales onboarding and enablement; ensure the team has the foundations and tools necessary to scale and support training across the sales organization
  • Identify and eliminate process bottlenecks across all facets of sales and revenue marketing operations; optimize infrastructure and systems for scale

What You Need:

  • Ideally 5+ years experience in sales/revenue operations, preferably in the media space; Prior experience in sales is a plus
  • A detailed understanding of Salesforce and Sales Enablement tools (Outreach, Gong, ZoomInfo, PandaDoc, ZoomInfo, LeanData, LinkedIn Sales Nav); experience with commission software is a plus
  • Experience leading, managing and developing a high-performing sales/revenue operations team, including both individual contributors and managers
  • Exceptional communication: the ability to build strong relationships, both vertically and horizontally, and translate business needs into actionable operations plans while influencing/driving change across all levels and relevant departments
  • Excellent organization skills: experience managing project plans, meeting deadlines, proactively raising blockers or risks and managing shifting priorities to ensure business success
  • Strategic thinking with natural problem-solving skills; Proven proficiency in proactively identifying, diagnosing, and resolving sales operations problems of all levels of complexity
  • Demonstrated excellence at quickly pivoting to respond to new priorities in a fast-paced environment
  • Unquestionable ethics, integrity and business judgment; you share our values, and work in accordance with those values

The salary range for this role is $100,000 – $120,000 based on experience.

Not all candidates will check all of the requirements listed above, and that’s OK — we still want to hear from you. Industry Dive strives to provide an inclusive and welcoming environment, and applicants who belong to traditionally underrepresented groups are strongly encouraged to apply. 

Industry Dive is an equal opportunity employer and we strongly encourage people of color, LGBTQIA individuals, veterans, parents, and individuals with disabilities to apply.

If you feel comfortable doing so please feel free to note which pronouns you use in your application (for example – she/her/hers, he/him/his, they/them/theirs, ze/zir/zirs, etc.)

Industry Dive will not be able to sponsor applicants for work visas.

About Industry Dive

Industry Dive is a leading business journalism company. Nearly 13 million decision-makers across 20+ competitive industries rely on our exclusive insight and analysis delivered through 28 publications.

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