Senior Director, Revenue Operations

The Opportunity:

We are looking for a Revenue Operations Leader to join us at DataGrail! You'll work closely with our executive team and partners throughout the organization to guide our go-to-market motion. In this role you will design and lead a world-class Revenue Operations team that ensures our GTM teams, prospects, and customers have what they need to be successful and operationalize and enable the marketing, sales, and customer success teams to drive revenue growth by 2x over the next year. As a leader in a high growth company that has an incredible product, customer base and team, you’ll have extensive visibility into and direct participation in many key business decisions as a trusted partner to the leadership team

The Skill Set:

• You will work with all go-to-market teams, including Sales, Customer Success, Marketing, Finance and others. 
• Demonstrated history in influencing the go-to-market strategy and effectiveness, including all processes, technology, metrics, reporting and data management
• Able to create and optimize go to market strategies, and cohesive processes, tooling, and methodologies
• Ability to implement and operationalize revenue strategy
• Executive Presence. Confident and thoroughly prepared. Capable of leading others to the right decision.
• Data-driven approach. You take a numbers first and structured approach that will ensure our revenue teams succeed in accelerating DataGrail’s growth trajectory in both new and retained revenue, covering the end-to-end customer experience.
• Proven ability to lead and grow a best in class RevOps team.
• Strategic Thinker. Has an informed strategy and vision for the future of the team and company.

Within 90 Days You'll:

• Have a strong command of DataGrail’s go-to-market strategy and processes
• Plug into the operating system supporting the team and recurring responsibilities, assessing strengths and areas for improvement independently with a focus on critical strategic needs, and partner to translate them into actionable improvements to achieve ARR and NRR goals
• Complete an impact assessment to drive the appropriate focus to projects that will provide the most immediate ROI including operational processes and conduct quantitative and qualitative analyses to deepen our understanding of revenue and growth performance
• Identify and assess critical strategic needs, and partner to translate them into actionable improvements to achieve ARR and NRR goals
• Develop strong relationships with your team and business partners

Within 180 Days You'll:

• Outlined a vision for the organization that will become the foundation for our next three years of growth including capacity planning, coverage and rules of engagement within the selling organization
• Identify opportunities to improve AE ramp time and increase productivity across the organization.
• Partner closely with Revenue Enablement to guide and lead programs that elevate the development of our salespeople and sales leadership talent
• Partner with Marketing to develop strategies to drive pipeline and conversion including monitoring performance to drive actions that accelerate conversion from lead to deal
• Become a trusted advisor and thought partner to the leadership team by partnering with executives in preparing board reviews and executive QBRs, etc

Within 365 Days You'll:

• Have had a significant impact on the growth and effectiveness of DataGrail’s go-to-market teams
• Have implemented a fully adopted territory assignments, sales and customer success plans across the organization in close partnership with the leadership team
• Have established yourself as a trusted advisor and thought partner to the leadership team by partnering with executives in preparing board reviews and executive QBRs, etc
  

What You'll Do:

• Hire and coach top 10% talent in Revenue Enablement, Business Data & Analytics, and Process/System Design.
• Partner with executive leadership to optimize pricing, packaging, contracting, and quote-to-contract.
• Proactively design and deliver annual and quarterly plans in close consultation with leadership and other internal business partners. Ensure go-to-market quotas, comp models, team size, and territories support the plan.
• Design the appropriate processes and utilize appropriate systems to deliver accurate & trusted insights to the leadership team and business partners.