Job description
The Director of Revenue Operations will oversee and optimize revenue processes to support the company’s strategic goals and drive efficiency across systems spanning Sales, Marketing, Customer Success, Legal, and Finance. This individual will work closely with the CRO, CFO, and other leaders to provide data-driven insights and actionable strategies to improve revenue performance.
Why work at SMG?
SMG is a leading experience management (XM) provider, serving restaurants, retailers, and other location-centric consumer businesses by changing how brands act on customer + employee insights. With a rich 30-year history, SMG is uniquely pairing an enterprise software platform with professional services to help brands generate new revenue, grow existing revenue, reduce detractors, and drive operational efficiencies.
What we need in this role:
Revenue Strategy & Planning:
- Collaborate with the CRO to develop and execute revenue strategies that align with the company’s financial goals and growth plans.
- Lead monthly, quarterly, annual bookings planning processes, including forecasting, budgeting, and target setting.
- Refine the metrics and visibility to understand the entire customer lifecycle, from lead generation through deal close and account development.
Data Analysis & Insights:
- Own and ensure ongoing data hygiene in CRM. Identify and implement opportunities to drive standardization and reporting consistency.
- Leverage data to provide insights into key bookings drivers and performance metrics.
- Learn SMG’s business approach in order to proactively recommend best practices for forecasting, business planning, and visualizing the company’s pipeline and health bookings.
- Own and evolve dashboards and reports that provide visibility into the health of the bookings pipeline, sales performance, and operational efficiency. Ensure continuity of existing reporting.
- Identify trends, risks, and opportunities within the sales funnel and customer lifecycle.
Process Optimization:
- Evaluate and improve existing processes and systems to enhance the efficiency and effectiveness of the Sales, Marketing, and Customer Success teams.
- Optimize tools and technologies that support Revenue Operations, including CRM systems, marketing automation platforms, and analytics tools.
- Serve as a key decision maker informing purchase decisions around systems – e.g. CRM modules.
- Understand QTC processes and drive improvements to enhance accuracy.
Sales Enablement:
- Develop and implement strategies to enhance sales productivity, including training, playbooks, and resource management.
- Provide hands-on coaching/training on using leveraging/evaluation our tech stack (SFDC, HubSpot, Outreach, Pramata, ZoomInfo, Sales Intel, LinkedIn Sales Navigator, ADP, Netsuite, & Asana). Steward the evaluation and decision-making for which of these systems is best for SMG when duplication is present.
- Scope and oversee enablement efforts supporting onboarding, continuous training, professional development, & methodologies aimed at making our revenue generators successful.
Revenue Performance Management:
- Define and implement a data model & scorecards anchoring revenue generating teams with the volume, value, velocity and customer health metrics needed from first prospect inquiry to retained customer expansion.
- Monitor and analyze sales performance against targets and provide actionable recommendations to improve sales effectiveness.
- Inspire the team and all revenue generating teams with revenue growth best practices modeled by best in breed SaaS, enterprise software, & professional services companies.
What you’ll need to succeed:
- Bachelor’s degree in Business, Finance, Economics, or a related field. MBA preferred
- 7+ years’ experience working in a business operations capacity with 3+ years’ proven experience leading a revenue operations function.
- Deep experience with the revenue technologies and tools required to enable, automate, and scale revenue generating teams (marketing automation, sales enablement tools, sales engagement velocity software, customer success software, in-app engagement tools, CRM, business intelligence software, intent software, GTM orchestration tools, legal, A/P, etc.)
- Experience with mergers and integrations, collapsing acquired company operations into a scalable platform of centralized operations.
- Strong analytical skills, with the ability to translate data into actionable insights.
- Proficiency in CRM tools (specifically SFDC) and MS Excel
About SMG:
To learn more about our customer, employee, and brand experience management (XM) solutions, visit www.smg.com.
