Director of Revenue Operations

Carrollton, TX, United States

This is a remote position.

HE SPONSOR:

Bloom Equity Partners is leveraging decades of investing and operating experience to rapidly unlock transformational growth and deliver superior returns to our investment partners and management teams. Investing exclusively in lower-middle market technology, software and tech-enabled business service companies, Bloom drives enduring market value by partnering closely with founders and management teams, injecting capital to unlock growth and providing operational resources and expertise to enable meaningful step-change to the business.

THE COMPANY:

RightCrowd is a dynamic and rapidly expanding company in the Physical Identity and Access Management (PIAM) industry, focused on providing cutting-edge solutions to enhance security and streamline access control processes for a diverse range of clients. As we continue to grow and establish our presence in the market, we are seeking an experienced and forward-thinking Director of Sales Operations to provide strategic input, project oversight, process improvement and tactical execution of sales operations at RightCrowd.

JOB SUMMARY:

Working closely with the Go To Market Team and reporting to the CRO, the Director of Sales Operations will be primarily accountable for these strategic objectives:

Improve sales effectiveness and efficiency

Assist in formulation and execution of sales growth strategies

Drive accountability through reporting, analytics and data management

Provide change management leadership

Serve as internal sales ambassador to other functional teams

This individual will be focused on meeting the needs of a growing and dynamic sales team by driving efficiencies and improvements. A successful candidate will be a highly motivated individual that is detail-, process- and customer service-oriented. This position demands a detailed understanding of the processes and procedures that drive a successful sales organization, as well as strategic thinking competencies.

JOB DUTIES:

Understand, improve and help implement company’s standard operating procedures

Work with sales leadership to identify key strategic initiatives and areas for improvement; translate into actionable goals with supporting activities for each; implement dashboards/reports/tracking

Work with finance and GTM teams to manage top-down and bottom-up forecasting; create benchmarks, trending, analysis

Map, document and continually improve the sales process and supporting processes; centralize and standardize process documents to drive consistency and transparency

Help to design and maintain the sales compensation plan; track and analyze activity and results

Manage the collection of data for both ongoing as well as special projects or ad-hoc requests; build and maintain dashboards and reports; prepare board/budget meeting materials

Define business requirements for Sales technology; assist with design, implementation and integration; continuous improvement of solutions over time

Implement and enforce processes and tools that will maintain integrity and accuracy of Hubspot data

Maintain reporting tools and manage ad-hoc reporting requests for the sales & marketing departments to analyze and monitor their performance at various levels; design and develop reports that provide sales management, sales reps and other departments with analysis and insights into sales performance

Assist in the development of internal audits and controls to ensure integrity of business processes and data

Maintain systems process documentation (Sales Operation Manual)

Act as a liaison with other functional departments by understanding the sales model and ensuring the integrity of information available through various system and reporting structures

Assist in development of sales training content and delivery

Develop and oversee onboarding plan for new sales team members

Maintain and improve RFP process and RFP library

Manage renewals planning and results tracking

Manage weekly and monthly sales communications

Constantly strive to provide insights into future direction, process improvement, team alignment, management practices and analytics, etc.

Requirements

KNOWLEDGE/SKILLS/ABILITIES:

Bachelor's Degree in Business Management or equivalent degree/experience

Experience necessary to help formulate a vision and strategy for the Sales Team, including an excellent understanding of standard business practices related to Sales Operations processes and systems (sales cycle, CRM applications, reporting, forecasting, territory management and sales quotas)

Strategic thinking and the ability to glean opportunities for improvement from data/reports and team interactions

Strong communication skills that allow for successfully advocating for the Sales Team to the rest of the organization

Ability to thrive in a team-oriented, cross-departmental environment

Cross-functional business knowledge, especially in the areas of Finance and Professional Services

Ability to build and maintain effective working relationships both internally and externally

Desire and aptitude to constantly seek out problem areas and drive positive change

Experience with Salesforce.com

Proficiency with the Microsoft suite of products and deep experience with Microsoft Excel

Strong project management skills and training skills

Effective organizational and time management skills

Excellent communication and presentation skills; comfortable facilitating and leading classroom and live web-cast delivery

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