Director of Revenue Operations

Summary

Richardson is seeking a Director of Revenue Operations (“DRO”) to support our next wave of aggressive, organic growth. Reporting to the EVP of Strategy and Business Transformation, this senior, individual contributor role will be the primary source of in-house expertise for leveraging commercial insights to continually evolve all aspects of our go-to-market activities. The DRO will apply an analytical, data-driven approach to identify, define and address performance improvement opportunities and serve as a trusted advisor to Richardson leadership across the sales, marketing, customer success, finance and IT domains. Their contribution will inform a wide-variety of commercial excellence decisions across the entirety of the buyer and customer lifecycles. This is a dynamic, high-impact, high-visibility role requiring the ability to balance rigorous analytical decision making with cross-functional collaboration and change management. Successful candidates will have demonstrated success in supporting commercial transformation efforts, at pace, which have resulted in quantifiable ROI in the areas of market coverage, revenue growth, customer retention, and financial performance.

Key Responsibilities

1. Continually review and assess data from sales, marketing and customer success activities to identify potential opportunities for improving workflows or employee productivity.
2. Translate growth objectives or organizational challenges into discrete improvement projects that can be planned, assessed and executed, i.e. scoping, planning, and managing.
3. Establish and lead the implementation of enhanced enterprise performance & growth metrics (i.e. KPIs, OKRs).
4. Lead the commercial impact analysis of proposed changes to our go-to-market strategies, including: Pricing and packaging, Market Coverage Model, Target Addressable Market Sizing, Lead Qualification Criteria and Opportunity Pursuit Management.
5. Perform root cause analysis of performance variations across various subsets of the commercial ecosystem, e.g. seller vs. seller productivity, region vs. region revenue production, territory vs. territory order yields, etc.
6. Define the business requirements for enhancing market-oriented technologies (e.g. CRM, MarTech, etc.) to enable improved productivity and visibility.
7. Develop prioritized recommendations for improving seller performance via enhancements to onboarding, sales enablement processes, and ongoing talent development activities.
8. Assess the impact of product roadmap decisions on go-to-market activities and sales motions in order to identify and implement related changes to commercial metrics, workflows or skill sets.
9. Act as facilitator for collecting and integrating cross-functional perspectives regarding proposed changes to commercial activities or enabling processes and technologies.
10. Conduct ROI/Impact/Sensitivity analysis in support of assessing proposed changes to sales motions, pricing strategies, customer success activities and related go-to-market activities.
11. Evaluate responsibility delineation across customer-facing roles (BDR, sales, customer success, implementation) and identify potential changes based on expected outcomes and overall results.
12. Enhance and manage our business intelligence processes via the design of reporting constructs and ongoing management of ad-hoc and cadence-based reporting.
13. Deliver performance reporting and forecasting for commercial transformation activities at the project and organizational levels.

Qualifications: Professional Experiences & Abilities

1. Bachelor's degree or international equivalent in business-related domain required; MBA or similar advanced degree strongly preferred.
2. 10+ years’ experience working in commercial analytics, sales/revenue enablement, financial planning & analysis, or similar required; past experience as in the role of management consulting or business analyst strongly preferred.
3. 5+ years’ experience working within a business model built to deliver ARR and related performance metrics (Net Revenue Retention, MAU/DAU, etc.); past experience working within the SaaS industry strongly preferred.
4. Advanced understanding of analytics, predictive modeling and data visualization required; experience with Sisense and PowerBI preferred.
5. Experience applying a structured, hypothesis-led, data-driven approach to problem solving.
6. Advanced understanding of performance metrics (KPIs, OKRs, etc.) in the demand generation, sales and customer success/experience domains.
7. Demonstrated ability to lead cross-functional projects focused on organizational transformation efforts; able to work effectively at all levels of the organization as required to define and deliver project-based work.
8. Experience in defining actionable business requirements for improving enterprise applications; able to work as part of a cross-functional team to implement technology-enabled improvement projects.
9. High degree of executive functioning and organizational skills; able to prioritize across competing objectives and maintain pace across multiple work efforts.
10. Strong executive presence and organizational acumen; able to develop credibility with senior leadership to align and influence organizational priorities.
11. Functional knowledge of best-in-class technologies across the sales, marketing, customer success and finance operating environments; Experience working with Salesforce.com, Netsuite and Highspot strongly preferred.

Additional Information

1. The Director, Revenue Operations is a salaried, Full-time role with standard working hours between 8:30 am – 5:30 pm, Monday - Friday; additional hours or an earlier starting time may be required as needed. Richardson Sales Performance has a remote-first hybrid work policy, meaning that employees are empowered to choose the work location that will allow them to be most productive. Employees within commuting distance of the Philadelphia HQ office are expected to go into the office 2-3 times per month for team meetings; employees outside of commuting distance may be asked to travel in on occasion.
2. We offer a comprehensive employee health & wellness benefits program. Salary is commensurate with experience.

Equal Opportunity Employer

Richardson Sales Performance is committed to cultivating a workplace that is diverse, equitable, and inclusive, and we are continuously evolving our DE&I practices to make progress in this area. Our business policies and practices, including those around hiring, protect all individuals and organizations that we do business with from discrimination based on any and all non-merit based factors, including race, color, religion, sex (including pregnancy, gender identity, and sexual orientation), parental status, national origin, age, disability, genetic information (including family medical history), political affiliation, or military service.