Summary

GumGum is a contextual-first global advertising technology company that captures people’s attention, without the use of personal data. We believe that a digital advertising ecosystem based on understanding a consumer’s active frame of mind rather than behavior builds a more equitable and safer future for consumers, publishers and advertisers alike. Founded in 2008, GumGum is headquartered in Santa Monica, California and operates in 19 markets worldwide. For more information, visit gumgum.com.

The Senior Director, Global Revenue Operations oversees the Sales Operations function for our North American, European and APAC businesses. This role is a critical member of our Global Sales teams, working hand-in-hand with the North American CRO (Chief Revenue Officer) and other international Sales leadership. The primary responsibilities will be to lead sales operations, programs, analytics, and process design/improvement for the global GumGum Sales teams.  This role will be influential in planning and operationalizing the GTM & Sales Strategy plans, reporting on pipeline health & generation, and leading bi-weekly global forecast reviews.  

The Senior Director, Global Revenue Operations will help generate actionable plans to improve sales productivity, pipeline quality, pipeline conversion, and client lifetime value.  They effectively serve as “the revenue optimizer” for our global ad sales, partnering with cross functional teams to accomplish this goal.  This position includes a healthy balance of strategic thinking combined with deep operational experience in revenue planning & execution.

Note: GumGum currently operates in a ‘work from home’ virtual environment with sporadic opportunities for in-person business and morale events (health guidelines permitting). There will not be any requirement to go into the office on a daily basis moving forward. GumGum is only open to hiring remote candidates who are residents in the following states: AZ, CA, CO, CT, FL, GA, IA, IL, IN, KY, MA, MD, MI, NJ, NY, OH, OR, PA, TN, TX, UT, VA, WA, and MN.

Responsibilities

• Business Partnership
  • Serve as a strategic business partner to the Global Sales leads in N. America, EMEA & APAC and to the CFO, in implementing objectives that appropriately reflect the company’s business and financial goals
  • Serve as POC to Finance, Marketing and other key operating partners in all revenue operations matters
  • Partner with Business Intelligence, using data analysis and storytelling to generate business intelligence insights for the team
  • Partner with Finance to drive insights into Sales Capacity, Quota Planning & Territory Quota Management
  • Partner with Marketing to establish strong demand generation capabilities and report on the sales funnel from lead generation through to deal
• Strategic Insights and Optimization
  • Support Sales Strategy & the GTM plan with alignment on goals, metrics & reporting
  • Design & deploy standard sales methodologies & CRM practices to support those goals
  • Lead performance analysis to identify areas of concern and best practices. Use this analysis to provide actionable feedback and areas of focus to improve individual seller performance. 
  • Incorporate early detection and identification into the pipeline process to ensure timely actions are taken
  • Provide strategic support in all areas that relate to revenue management, including sales commissions, sales splits, goals settings and more
• Data, Tools and Reporting
  • Standardize reporting across all teams to ensure global consistency in our analysis approach
  • Own CRM & Sales Insights Tools (Salesforce & Clari) plus drive additional automation solutions where possible to maintain an agile and lean business
  • Implement operational processes and procedures to ensure data accuracy and reporting
  • Ensure data is flowing seamlessly from Marketing to Sales to Account Management to Finance
  • Create executive revenue dashboards, presentations and board materials as needed
• Sales Forecasting
  • Support the bi-weekly forecast cadence, sharing insights on pipeline health and evaluating performance to drive pipeline growth & efficacy -- with a focus on establishing and improving key performance metrics (e.g. Pipeline Coverage Ratio (PCR), win rates, net new revenue, etc.)
  • Establish high levels of quality, accuracy, and process consistency in planning, forecasting, and budgeting approaches used by the sales, marketing, and finance organizations

Minimum Qualifications

• BA/BS or equivalent working experience. 
• Master’s in Business Administration (MBA) degree preferred
• 10+ years-experience in Sales Operations or Business Operations
• Having experience in agile & dynamic Sales environments
• Proven success in driving operational excellence within a revenue / sales team
• Experience architecting and managing revenue systems from ground up - CRM, Revenue Ops and Marketing Automation tools. Salesforce experience required
• Experience working with a SaaS or media company; high growth startup experience a plus
• Business Intelligence, Analytics and Data experience
• Proven ability to identify and lead growth enabling initiatives
• Understanding of and ability to articulate trends in churn, expansion, lifetime value, close rates etc.
• Superior organizational and analytical skills
• Program Management capabilities
• Ability to work collaboratively and in partnership with cross-functional teams to the benefit of GumGum
• High motivation for continuous improvement and ability to drive impact in a fast-paced environment
• Ability to independently identify problems, propose solutions and execute on those solutions
• Natural curiosity to ask questions and drive insights. Ability to think outside the box

Benefits & Perks

• Medical Coverage including 100% premium coverage for employee + spouse/family 
• Vision Coverage including 100% premium coverage for employee + spouse/family
• Dental Coverage including 100% premium coverage for employee + spouse/family
• Flexible Spending Account (FSA)
• Employer-Matched 401(k) Retirement Plan
• Life Insurance and AD&D
• Business Travel Accident Insurance
• Short-Term and Long-Term Disability 
• Stock Incentive Program (role dependent)
• Paid Parental Leave - Birth parents can receive up to 16-18 weeks for birth recovery and baby bonding. Non-birth parents can receive up to 10 weeks for baby bonding
• Transitional Return-to-Work Schedule 
• Modern Family Support: Cleo App
• Employee Assistance Program
• Legal and Identity Theft Protection
• Student Loan Repayment Assistance
• WFH Stipend 
• Wellness Reimbursement 
• Flexible Time Off 
• Veterinary Discounts
• WeWork Monthly Pass
• Pet friendly organization - We love our fur babies! Check us out on Instagram @dogsofgumgum
• Incredible work/life balance with a collaborative and friendly work space
• A team that has transitioned to remote work impressively, and remains highly collaborative and connected
• GumGum Gives Back volunteering opportunities
• Virtual company events and (optional) in-person celebrations
• Virtual monthly team bonding events
• Anniversary recognition and awards

Career & Development Focus

• Ongoing learning and development for education opportunities such as webinars, books, classes, relevant conferences and events
• Opportunities to pursue business related side projects and yearly Hackathon
• Highly encouraged to contribute to open source software, including our own open source software
• Environment of learning from peers, including meetups, presentations and blog posts
• Opportunity to work with cutting edge technology
• Life Skills sessions - geared towards the whole life/ health / person
• Leadership Bites Dinner Series - connecting current and future GumGum leaders over great food and meaningful conversation 
• The VOICE Coalition - through our council committee, The VOICE Coalition’s mission is to build an equitable, supportive, and inclusive culture where all voices are heard and all differences are celebrated through thoughtful, engaging, and authentic programming and community involvement. We’ve created awareness and appreciation for our employees through Hispanic Heritage month, Women of GumGum, Asian Pacific American, GG Pride, etc.

Follow us on our socials...
Our Instagram: @gumgum & @dogsofgumgum
Follow us on LinkedIn: gumgum
Tweet us: @gumgum
Stay connected on Facebook: gumgum