Director of Revenue Operations

RegScale is bringing the best practices of DevOps to Compliance to deliver RegOps – Continuous Compliance Automation in the world’s first real-time Governance, Risk and Compliance platform. RegScale helps our customers shift-left compliance by digitizing, automating, transforming, and scaling their programs to generate cost savings, risk reduction, and faster time to value for delivering digital transformation. RegScale is a fast-growing startup company with offices in Tysons Corner, VA (HQ) and Knoxville, TN (R&D). We offer an exceptional benefits package including comprehensive health insurance, 401k, stock options, and unlimited Paid Time Off (PTO) for full time W-2 employees.

Position:

Are you ready to take your career to the next level with a critical position in an innovative startup that is disrupting the compliance industry? We are actively seeking an experienced Revenue Operations expert to help us build a world class RevOps organization. This starts with establishing and operating a modern RevOps tech stack and extends further into being the business partner for key stakeholder groups including marketing, sales, customer success, and strategic partners. This role will have significant influence in how the organization operates and performs and will be at the heart of the market and customer facing interactions. If you like action and accountability, you’ll love this opportunity to join a hypergrowth market disrupter.

Position must be a US Citizen and is subject to a background check and unannounced drug testing requirements. Position is remote first but if located in the Tysons Corner vicinity should expect to be in the office 3 days per week. We recognize that our customers’ success is vital to our company’s success, and we have created a generous compensation package that includes a competitive OTE with significant stock options to help us recruit the most exceptional talent that is maniacally focused on delighting our customers. If you’re ready to help redefine an entire industry, we are excited to have you on our team.

Requirements

Activities:

• Design, lead, and execute the implementation of a complete RevOps model, including tech stack, marketing to sales lead management, and ongoing operation and health in coordination with IT and the functional stakeholders (Marketing, Sales, Customer Success, Partners)
• Responsible for developing a real-time operating model to ensure accurate reporting on marketing and sales KPIs, forecast, and overall GTM data quality
• Develop program- and channel-based success metrics, including but not limited to digital, ABM, organic, etc.
• Collaborate with functional stakeholders to develop a lead scoring model for New Business and pipeline acceleration
• Help to build and maintain an annual operating calendar for all key GTM outputs/milestones.
• Work to ensure data integrity across all platforms CRM, MAP, etc.; Support Marketing on data selection for campaigns, manage workflows, custom fields, and overall data management processes and database health.
• Champion of the tech stack environment and health: user management, training, process documentation, database integrity
• Actively manage territory coverage, headcount, pipeline, conversion, and utilization rates.
• Ensure compliance to current and impending digital marketing industry regulations (GDPR, CCPA, CAN-SPAM, etc.) and marketing best practices, deliverability of outbound marketing emails (technical components SPF records, DKIM records), and monitoring sender reputation for MAP
• Manage and align the RevOps tech stack ecosystem, including researching, evaluating, selecting, integrating, and customizing new technology platforms to optimize campaign execution and pipeline acceleration
• As staffing becomes available, maintain a fully staffed team with time to fill open requisitions of <60 days

Proven Capabilities:

• Translate business needs into technical solutions
• Design and implementation experience for the components of a full RevOps tech stack
• Verifiable expertise in building the systems and processes to manage the full lifecycle of demand generation to pipeline to closed won and beyond to incorporate renewals and expansion motions
• Verifiable expertise in creating reporting packages, dashboards, runbooks and the like from RevOps system data to be analyzed and acted upon by business counterparts
• Experience creating target account lists, sourcing and optimizing data feeds for contacts, building and using scoring algorithms, territory design, etc.
• Expertise in building and managing systems to engage with multiple demand sources (partners, social, events, etc.) and integrating flows into customer journey lifecycle
• Expertise in supporting quota plans, compensation plans, capacity models, demand generation campaigns
• Ethical
• Hard worker ready to put in the hours necessary to build the business and reap the rewards that come with doing so
• Able to be flexible and agile in responding to evolving business priorities and dealing with ambiguity
• Able to collaborate effectively across the organization and with external stakeholders
• Experience successfully working with senior (C-level) executives
• Willing and able to address escalated stakeholder issues with speed and urgency
• Must be a self-starter who works well on diverse and blended teams

Education/Training, Qualifications, and Certification:

• Bachelor’s degree in Business, or related field or equivalent experience
• 5+ years of experience building and leading RevOps or BizOps teams in a fast-growing company; direct experience with B2B SaaS products, solutions, or ecosystems preferred
• Have built and scaled RevOps processes from scratch in a previous role
• You have experience with platforms such as Salesforce, Pardot, Gong, GitHub
• You have expertise in driving results and outcomes while solving complex business problems, as an individual contributor and through direct reports
• You use your excellent presentation, organizational, and communication skills to communicate complex concepts to diverse audiences
• You exhibit the ability to partner effectively with C-Suite, VP, and Director-level contacts in addition to the day-to-day users of technologies
• Knowledge and experience leading a migration to Salesforce is a plus