Director, Revenue Operations

Company Overview:

ShadowDragon is the leading Open Source Intelligence Collection software platform, providing the top solution in digital investigations. Through our SaaS platforms, Horizon and SocialNet, we provide open source intelligence collection software, unique datasets, and training to allow the freedom to focus on the investigation, not the time-consuming tasks of managing data. As we continue to grow and expand our operations, we are seeking a talented Director, Revenue Operations to join our dynamic team.  We have offices in Birmingham, AL and also open to remote work with occasional travel.

Position Overview:

As our Director of RevOps, you will have a direct impact on ShadowDragon’s revenue growth, aligning KPI’s across sales, marketing, and customer success organizations.  As a key member of the leadership team, the well qualified candidate will have prior experience in PE-backed B2B SaaS environment, and developed mastery of marketing funnel and measurement, revenue deal analysis, and execution across all GTM functions.  This role will be critical to incorporating data-driven decision-making across all elements of the revenue organization.  Communication and leadership skills are a must, as this role will work closely with the full leadership team, investors, and board of directors.

Key Responsibilities:

Revenue Growth:

• Collaborate with marketing, sales, and customer success teams to ensure alignment on go-to-market strategies, goals, and execution plans
• Develop, own, communicate, and optimize the revenue outlook for the company, incorporating key metrics (LTV, Win-loss, etc)
• Compare actual bookings against forecasted revenue to assess accuracy and refine forecasts
• Partner with COO and SVP of Sales to evaluate pipeline coverage, align territories, and adjust as new information occurs
• Promote a culture of accountability, collaboration, and continuous improvement within the revenue department
• Design, analyze, and operationalize sales compensation plans – collaborate with sales leadership, finance, and COO to align sales compensation with company goals
• Ensure data integrity of CRM customer and partner data

Marketing Operations:

• Track conversion rates through the marketing and sales funnel, identifying areas of leakage and recommendations to address
• Assess effectiveness of marketing campaigns and tie to bookings
• Evaluate LTV / CAC by channel and business segment
• Lead ICP implementation efforts

Qualifications:

• 7+ years of progressive experience in marketing operations, sales operations, or related field, preferably within a B2B SaaS environment
• Proven success in aligning cross-functional teams and driving measurable improvements
• Advanced proficiency with Hubspot CRM and marketing automation; experience with additional RevOps tools is a plus
• Willingness to be a ‘player-coach’ in a high-growth environment, spanning from actual data-crunching, building analysis, and presentation to senior executives
• Strong analytical and problem-solving abilities, with a data-driven mindset

Why Join Us?
We’re a fast-paced, innovative team passionate about solving meaningful problems for our customers. This role offers the opportunity to make a significant impact on our growth trajectory while working alongside a supportive and talented group of professionals.