Director of Revenue Operations

Austin, TX, United States

As the Director of Revenue Operations at Kestra, your goal will be to drive next level productivity for the Go-To-Marketing organization. You will use people, process and technology to improve:

Connectivity – providing communications, reporting and systems integration

Collaboration – annual and project planning, executing projects and achieving strategic objectives including lead yields and bookings goals

Customer Experience – Use technology, automation and training to help provide our customers with the best possible experience at every touchpoint

Insights – using our Marketing Automation and CRM data and BI tools

Enablement – provide the content and training our GTM team needs to excel at every aspect of our revenue processes

Groups you will support

The Director of Revenue Operations is a key leadership position for the Business Development organizations. It is a strategic and tactical role that serves as a trusted advisor to the Business Development (Sales) teams of Kestra Holdings: Kestra Financial (KF), Kestra Private Wealth Services (PWS) and Bluespring Wealth Partners (BSW).

The role provides key support among Business Development in the units, Marketing, Finance, and executive management. This position enables the success of the sales organizations by prioritizing and managing key activities and representing the perspective of the sales teams in working with internal and external stakeholders.

This position reports to the Kestra Holdings Chief Marketing Officer.

Responsibilities

Business Intelligence and Analytics – Provide Marketing and Business Development reporting, track third-party recruiters (TPRs), sales team activity, and other key management metrics to assess the effectiveness of Marketing and Sales strategies. Collaborate with Business Development, Marketing and Finance teams to gather, analyze, and manage key performance indicators (KPIs) and other relevant metrics. Develop and manage KPIs of each sales function in relation to needs that drive the business success like common goals/objectives and critical and difficult strategic discussions. Utilize data-driven approaches to identify opportunities for process improvements, revenue optimization, cost efficiencies, pipeline management, and forecasting.

Business Development Administration – Partner with Business Development heads and business unit executives to drive strategic, operational management of go to market (GTM) programs. Responsible for managing the budget, and annual operating plan. Develop and manage the data content for sales strategy meetings, including Quarterly Business Reviews, All-Hands meetings, sales leadership team meetings, and Board of Directors meetings. This includes agenda development, initiative tracking, and ensuring thoughtful and efficient meetings and facilitation representative of a best-in-class business development organization. Ensures all required preparation is on time for all stakeholder meetings. Actively participate in and/or lead various forums/meetings internal and external. Manage contract compliance (e.g.,TPR contracts, administration of the Advisor Bonus Referral program).

Repeatable Operations to Accelerate Revenue (ROAR) Process Champion – Implement and manage business development processes, including lead management, opportunity tracking, and forecasting. Monitor ROAR processes at Kestra Holdings companies to track performance and ensure compliance. Assess results and gain alignment on recommendations with executive leadership to improve the processes. Working with sales management, ensure new and existing Business Development team members are trained on the process, and any changes to that process. Keep ROAR process documentation up to date in partnership with the Sales teams. Identify, track, and help resolve issues encountered with the process. Drive continuous improvement initiatives to enhance Business Development productivity and streamline operational workflows.

Sales Tech Stack

Implement sales tools and resources to improve sales efficiency and effectiveness. Collaborate with IT to leverage technology solutions that enhance sales and operational effectiveness.

Sales Enablement

Build a sales enablement function by

reviewing the current revenue processes, job aids, buyer content and sell content to determine what else is needed to support buyers and sellers

reviewing current training materials to determine what is needed to onboard new hires in all sales roles as well as help existing sales roles improve at all revenue processes

Creating a training program and plans for each sales role. Training programs seek mastery of revenue processes, our industry, our company, competitors, target prospect, target personas and sales tools including CRM.

Minimum Qualifications

EDUCATION

Math, Finance, Economics, business degrees required and/or extensive experience in revenue operations and enablement.

Experience

Minimum of 5 years of general management experience; minimum 5 years of experience in data analytics and reporting, sales operations, revenue operations, sales enablement, GTM function, Corporate Strategy, Sales, Consulting, Strategic Planning or Business Operation

Preferred Experience: Experience or familiarity with both M&A sales as well as Broker Dealer/Registered Investment Advisor sales. Overall, experience with the financial industry is a plus.

This is an in-office position based in Austin, TX

Skills

Extensive knowledge of Salesforce (its reporting and analytical capabilities and business requirements development), Excel, Tableau and other analytical software

Design, implement, monitor, and control revenue processes documentation and training

Experience using buyer enablement and seller job aids

5+ years of experience and proven success in go-to-market strategy and operations roles across the revenue funnels;

Demonstrated ability to lead people through influence, including the ability to work with diverse skill sets

Ability to transform general strategic direction into tactical action plans, with validation from stakeholders, empowering through alignment

Exceptional presentation and communication skills (written and verbal). Ability to communicate advanced analytical concepts and complex quantitative analysis in a concise, clear, and actionable manner.

Strong ability to manage multiple deliverables, even in the face of some ambiguity.

Strong interpersonal/negotiation skills, to include conflict resolution; demonstrated skills in systematic problem solving.

Demonstrated ability to operate in a cross-functional environment to develop solutions that maximize business results.

Must be able to manage conversations with C-Suite with ease and confidence.

Self-starter who requires minimum supervision

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