General Purpose:

The Senior Director, Revenue Operations supports the organization with reporting, analysis, and insights to drive higher performance across the sales and marketing functions. This position is responsible for booking and revenue analytics, enablement strategy, tracking sales efficiency, marketing effectiveness, driving engagement among the sales and support teams, and for the day-to-day management of Salesforce and Marketo administrators. The Revenue Operations Manager will prepare reports and dashboards and provide analysis and cascade information to the larger organization. This individual also owns the sales forecasting cycles for the Chief Growth Officer. This role is responsible for development, enhancement, and adoption of measurement techniques and enablement tools to increase revenue team productivity.

Essential Duties & Responsibilities:

• Uses Salesforce and Marketo (or similar) to drive full sales funnel accountability across Sales and Marketing

• Drives efficiency and keeps all teams focused on revenue growth through increased operational efficiency through integrated cadences, including sales 1:1s, QBRs, forecast calls and more

• Develops data driven, customer-centric segmentation strategies and creating innovative sales and marketing analytics and reporting profitable revenue plans that increase productivity in sales

• Leads the development of a statistical modeling process that includes database development, analysis and reporting to increase results (i.e. conversion ratio, customer churn, customer acquisition cost, etc.)

• Leverages relevant sales and marketing data from Salesforce and Marketo to support productivity improvements

• Partners with Marketing and serves as a catalyst who will help drive insights from the use of the entire revenue pipeline revenue, facilitate optimization of gross margin throughout the organization and advances within the Growth department and other functional areas as AdhereHealth grows

• Develops and executes the Sales Enablement strategy

• Drives communication efficiency efforts between Growth and Finance by assisting in Annual Planning and develop universal account planning format for the Growth team

• Responsible for in-depth bookings and revenue analysis and reporting, individual seller, client success, and partner revenue analysis

• Partners with finance, analytics, and marketing, and tech stack administrators to ensure that revenue facing data is provided and stored in the most useful way possible

• Partners with cross-functional stakeholders (Product, Operations, Human Resources, Marketing, Business Development, Client Success, Finance and IT) to understand business needs and identify solutions to enable the business to scale

• Supports the user adoption of Salesforce by providing training materials, conducting new hire training on Salesforce utilization and being the go-to subject matter expert

• Uses Salesforce and internal documents, calculates and verifies monthly and quarterly commissions payments, resolve discrepancies with Growth management, and provides results to payroll providers for processing

Leadership Duties (If Applicable)

• Establish positive partnerships across business groups both inside and outside of the organization

• Provide leadership to others through example and sharing of knowledge/skill

Education & Experience:

• Bachelor’s degree required; MBA preferred

• Previous experience in financial analysis and modeling required

• Previous experience with Salesforce and marketing automation required; including system maintenance, dashboard and reporting creation/maintenance with ability to train new hires and continuing ongoing training

• 5+years related experience with a focus in sales operations and/or data analytics while working with finance, marketing, sales and product management teams is preferred

• Skilled in proactively identifying areas for improvement within the sales organization, developing potential solutions and implementing the best-fit solution for the need

• Exhibited success in training others on systems and processes, creating clear documentation and digestible training sessions.

• Possesses an understanding of complex systems, and how to use and manipulate data and CRM tools to reflect the needs of the system.

• Experience with Salesforce, Excel, PowerPoint, data modeling and data visualization tools required

Minimum Physical Requirement:

The Revenue Operations Manager will perform his or her work in a general office environment using standard office equipment. The following demands are representative of those that must be met by an employee to successfully perform the essential functions of this job:

• Regularly lift and/or move up to 10 pounds

• Bend, twist or stoop on a repetitive and continuous basis

• Stand and remain on feet for extended periods of time

• Operate various business instruments, including computers, printers/scanners/fax machines, requiring manual dexterity

• Sit and concentrate for long periods of time to compute, examine, and interpret data

• Read paperwork and computer monitors, requiring visual acuity


• Strong written and oral communication skills including ability to be able to communicate effectively with all level of management and employees

• Strong time-management skills and keen eye to detail

• Ability to deal with all situations in a calm and positive manner

• Ability to learn new processes quickly in a fast paced environment

• Strong interpersonal skills

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