Revenue Operations Manager

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Revenue Operations Manager

3Cloud is seeking a positive, energetic, data-driven, process oriented, self-starter who thrives on tackling challenges in a high-paced environment.  Must be equally comfortable seeking out ways to add value while being highly responsive to the needs of the revenue team.  The Revenue Operations Lead will have primary responsibilities over the people, process, technology, and data to optimize and support all revenue-generating teams (Marketing, Sales and Alliances).  You will have the opportunity to build and grow a support team ensuring the Revenue Operations team has a direct and meaningful impact on the company’s revenue growth. You will interact with GTM and Sales leaders across the organization and will lead all aspects of planning, reporting, forecasting management, revenue process optimization, territory planning, and sales compensation administration.

Job Responsibilities

Performance (Data / Insights)

  • Responsible for data analysis and enforcing data hygiene (working directly with data analyst from Finance)
  • Develop and maintain key performance metrics and dashboards that help guide the sales organization focus.
  • Lead sales performance meetings with business stakeholders
  • Identification and monitoring of leading indicators for sales performance
  • Identify, coordinate at-risk deals
  • Track leading and lagging indicators of Strategic Account KPIs (Renewals, Upsell, Churn, Satisfaction)
  • Proactively identify at-risk clients and coordinate Playbook enhancements and escalation processes.
  • Identify/report on top clients for upsell or x-sell


People / Process

  • Manage a team of direct reports on the operations team.
  • Coordinate x-functional collaboration to drive renewals, expansion and process to improve client outcomes
  • Structure/Allocation and Development Plans
  • Ensure the ongoing evolution of our CRM, ZoomInfo and other marketing and sales technologies and integrations
  • Develop and implement policies and procedures to ensure data integrity and cleanliness of the CRM and Territory Definition management with marketing, sales, and solution architecture teams.
  • Prospect segments, territory management, staffing forecasts
  • Coordination of process to ensure quality customer/client experience (e.g. handover)
  • Coordinate with Marketing on scaled (1: many) communications (newsletters, webinars), ABM for expansion and channel co-marketing engagement
  • Coordinate x-functional collaboration to drive pipeline and deal closure
  • Allocation of AMs on new business; ongoing assignment ratio management, staffing forecasts
  • Partner with the finance and human resources team to aid with sales incentive compensation plans.
  • Serve as an escalation point for the resolution of a process and/or system issue.
  • Facilitate and audit deal review and approval procedures and policy compliance.

 

Systems

  • Technology Management & Administration for any software that supports the sales process
  • Ensure the ongoing evolution of our sales and MarTech stack to support sales performance and customer outcomes
  • Proactively manage account ownership and account list in Salesforce


Skills

  • Extensive first-hand experience with Salesforce and demonstrated ability to improve sales productivity
  • Demonstrated ability to define, refine and implement sales processes, procedures and policies.
  • Ability to conduct sophisticated and creative analysis of complex data, and translate the results into actionable deliverables, messages, and presentations.
  • Strong interpersonal and team building skills; ability to work with a diverse team and influence/drive change across functional and business boundaries.
  • Strong technical, research, problem-solving and collaboration skills.
  • Ability to develop and present to executive leadership.
  • Successful track record of working effectively at all levels within the organization
  • Proven experience of scaling process, optimizing, and reporting from Hubspot (or Salesforce) and other Sales Related Technology (ZoomInfo, 6Sense, SalesLoft, Seismic/Showpad, Gainsight, etc.)
  • Strong analytical capabilities, Data-driven mindset, and able to translate into relevant performance reporting
  • Enjoys "getting their hands dirty" by digging into complex operations

 

Qualifications

  • Bachelor's degree in business, sales/marketing, or related discipline
  • 5-7 years of experience working in professional services sales, business or marketing operations
  • High-Growth or Startup experience strongly preferred
  • Strong attention to detail including data and analytical acumen.
  • Professional communication skills - Should be able to communicate with internal stakeholders, peers, and vendors both via verbal and written communications.
  • Active listening skills ability to ask probing questions, understand concerns and overcome objections
  • Ability to work in a fast-paced environment. Should be able to multi-task with proven follow-through and adherence to changing priorities and deadlines
  • Action orientated - Should be able self-start and follow up on feedback to ensure positive outcomes with a willingness to learn
  • Collaborative and Ideal team player - Should be able to establish solid working relationships with team members with a friendly disposition and high energy
  • Desire to challenge current processes for improvement
  • Ability to multi-task, prioritize and comfortable with rapid change required
  • Technologically savvy; Salesforce.com and/or Hubspot experience preferred
  • Experience as a professional services sales rep or manager is a plus.
  • Excellent knowledge of Microsoft Office
More Information on 3Cloud
3Cloud operates in the Cloud industry. The company is located in Downers Grove, IL. 3Cloud was founded in 2016. It has 750 total employees. It offers perks and benefits such as Volunteer in local community, Open door policy, OKR operational model, Team based strategic planning, Pair programming and Flexible work schedule. To see all 7 open jobs at 3Cloud, click here.
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Candidate Location Eligibility:
Chicago, IL

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