Director of Revenue Operations - (Remote)

About the Company:
Join a mission-driven company that is also a BuiltIn Best Place to Work (BPTW)! In 2024 alone Mentor Collective won: #5 Best Startup to Work for in Boston, #13 Best Remote Startup to Work for in the Nation, #33 Best Startup to Work for in the Nation, #45 Best Remote Company to Work for in Boston (of any size), and #71 Best Remote Company to Work for in the Nation (of any size). 

We have also been recognized on the Inc. 5000 list from 2020 - 2024 with a 183% 3-Year Growth as well as winning the Inc. Regionals in 2022 - 2024. Check out why we are a BPTW and learn more about our culture here.

Mentor Collective has delivered 1400+ unique mentorship programs, established 180+ institutional partnerships, and formed 320,000+ mentoring relationships through expert-led research, services, and technology. As an impact-first investment of the Lumina Foundation, Mentor Collective partners with forward-thinking institutions that are committed to equity, inclusion, and relationship-centered education.

About the role:
The Director of Revenue Operations (Director of RevOps), working closely with the leadership team, will lead the strategy and execution of revenue-generating activities across the organization. This position will oversee a small but impactful team, and will be pivotal in driving alignment across sales, marketing, and customer success to enhance revenue generation and operational efficiency. The ideal candidate will leverage data-driven insights to improve performance and drive sustainable growth.  

This position reports to the Chief Financial Officer. 

Responsibilities:

• Strategic Leadership: Develop and implement a comprehensive revenue operations strategy that aligns with the company’s growth objectives, inclusive of optimizing pricing, and customer acquisition efforts.
• Data Analysis & Reporting: Analyze sales data, market trends, and customer insights to provide actionable recommendations and performance reports to leadership.
• Process Optimization: Identify and implement best practices for revenue processes, including forecasting, pipeline management, and lead generation, as well as workflows, and tools to enhance efficiency and effectiveness.
• Sales Team Success: Provide the sales team with the necessary resources and tools to improve their effectiveness. Develop and lead initiatives that enable sales teams to be more effective, such as CRM optimization, training programs, playbooks, and sales performance metrics.
• Cross-Functional Collaboration: Foster strong collaboration between sales, marketing, finance, and customer success teams to ensure alignment and shared goals.
• Technology Management: Oversee the implementation and optimization of CRM and other sales enablement tools to streamline operations and enhance reporting capabilities.
• People Management & Team Development: Mentor and lead the revenue operations team, fostering a culture of continuous improvement and professional development.
• Performance Metrics: Establish and track key performance indicators (KPIs) to measure the effectiveness of revenue initiatives and drive accountability.

Example KPIs:

• Lead Conversion Rate: Percentage of leads that convert into paying customers.
• Sales Pipeline Velocity: Measure of how quickly deals move through the sales pipeline.
• Forecast Accuracy: Accuracy of revenue forecasts compared to actual revenue generated.

Job Requirements:

• Bachelor’s degree in Business, Finance, or a related field.
• 7+ years of experience in revenue operations, sales operations, or a related field, with a proven track record of driving revenue growth.
• Proven experience leading and developing a small team.
• Strong analytical skills with the ability to interpret data and generate actionable insights.
• High proficiency in CRM software (e.g., Salesforce) and revenue management tools.
• Excellent communication and interpersonal skills, with the ability to influence stakeholders at all levels.
• Demonstrated ability to manage multiple projects and priorities in a fast-paced environment.
• Experience leading cross-functional teams and managing projects from inception to completion.
• Proven success in strategizing solution-oriented approaches to problems and continuously improving processes to make your team and the company more efficient. 
• 75% EST working hours overlap
• U.S. work authorization required

Preferred Qualifications:

• 3 years of people management experience
• Experience in a company with approximately $10M in annual recurring revenue (ARR) and significant year-over-year growth targets.
• Familiarity with go-to-market strategies and customer lifecycle management. 
• Strong understanding of the higher education landscape and the challenges faced by institutions.
• Deep knowledge of sales modeling (propensity modeling and white space analysis) and forecasting methodologies.
• Proven track record of optimizing sales processes and improving revenue efficiency.
• Strong understanding of marketing automation and analytics tools.
• Ability to thrive in a dynamic startup environment and adapt to changing priorities.

Compensation: $155,000 - $170,000 per year, based on experience. (This range outlines the base salary. This position will also be eligible for variable compensation based on performance.) This is a Full-Time, Exempt position.

Benefits:

• 100% remote company
• 5 Medical plans - all PPO plans
• 1 Medical plan option is 100% employer-covered (employee-only tier) 
• 5 Dental/Vision plans
• HSA, FSA, Dependent FSA options
• Annual travel benefits to seek out-of-state care from specialists for reproductive and gender-affirming care
• One year covered for Talkspace mental health therapy
• One Medical membership covered 100% 
• Flexible PTO with a minimum requirement for employees
• 12 Company holidays
• Company-wide 'winter break' between Christmas & New Year each year
• 401k benefits
• Stipend for WFH office setup
• Flexible work schedule, ability to work remotely while traveling

You are welcome at Mentor Collective
Mentor Collective welcomes any and all people, embracing their age, race, gender identity, sexual orientation and expression, physical or mental ability, ethnicity, nationality, culture, religion, and perspective. We want to create an inclusive and equitable work environment that reflects the very students and universities we serve.

We are an equal-opportunity employer and value diversity at our company. We do not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.