Director of Revenue Operations

AUGUSTA SPORTSWEAR•Statesville, NC

9d•Hybrid

About The Position

The Director of Revenue Operations is responsible for supporting the sales team with sales enablement, sales program activation, sales analytics and customer insights. Incumbent will support the Chief Commercial Officer with setting the GTM strategy and designing a customer-centric GTM model that aligns the product, marketing, sales and customer service teams.

Requirements

Direct experience working with sales organizations, processes, and pipeline management—as a former sales representative, account manager, and/or sales operations leader
Strong analytical and problem-solving skills, and proficiency in data analysis and reporting tools
Experience with Customer Relationship Management (CRM) systems and sales performance tools
Ability to work cross-functionally with sales, finance, and operations teams.
Strong communication and training skills to work with both technical and non-technical stakeholders
Strong bias for action and pragmaticism; Sense of urgency
Bachelor's degree in Business Administration, Finance, Marketing, or related field.
10+ years of experience in sales, revenue operations or sales operations.

Responsibilities

Segmentation, Sales Coverage / Territory Sizing, and Incentives
Create account segmentation framework and structure using both potential and current value to Momentec criteria
Redesign coverage model based on channel strategy.
Identify and design roles to align with coverage model
Identify appropriate headcount count and account load by role / segment using call plan assumptions or some other type of bottoms up methodology
Design equitable and optimized territories using appropriate indices
Continuously evaluate sales org and spans and layers
Design and optimize sales quotas / targets, and compensation plan
Conduct sales productivity analysis and evaluate current incentive plans and design motivational plans to enable and drive sales performance
Revenue tech-stack and sales productivity tools
In collaboration with IT, design and implement an on-going scalable approach for configuring and rolling out updates to Zoho, lead routing and opportunity management processes that is aligned with the overall sales process
Drive CRM platform adoption (Zoho CRM) & usage with the sales organization
Develop and implement efficient sales processes and workflows
Establish sales reporting and KPIs to measure pipeline health (volume, turns, conversion rates, coverage, etc.)
Working closely with IT, review and evolve current tools tech-stack and data architecture to determine gaps and redundancies.
Working closely with Sales, IT and Finance, make recommendation on where to what to add and where to streamline
Market and Customer Insights and Analytics
Provide insights into sales trends, customer behavior, via primary and third party research (e.g., sales barometer, customer panel / VoC, etc.)
Identify appropriate sources to leverage for macro research and competitor insights
Collaborate with the sales team to develop strategies based on market and customer insights
Sales & Customer Program Activation
Design and execute seasonal selling programs and customer incentives (e.g. Momentec Bucks / road rep SPIF, Your School Deals, etc) in collaboration with marketing, product and finance stakeholders
Drive the measurement and reporting of sales programs in collaboration with sales finance
Ensure the programs are working from both a financial and operational lens, and make adjustments when needed
Sales Enablement Value Selling
Establish sales methodology and value selling approach
Establish market and customer data needed for value selling
Define product collateral or customer facing material
Sales Business Rhythm, Performance Management & Analytics
Establish and execute sales rhythm of business (weekly, monthly, quarterly cadence)
Develop, build and deploy leading and lagging indicators and dashboards that align with the sales business rhythm and audience needs (filters) for each meeting
In collaboration with Finance, establish a revenue forecasting methodology which uses forward looking pipeline data as an input
Working closely with CCO and Finance, develop dashboards that will be used in monthly and quarterly OpCo meetings
Onboarding & Sales Training
Establish new hire onboarding playbooks and processes
Establish sales training tools, content and processes (sales methodology, value proposition selling, Zoho training)
Account Planning and Management
Develop and own annual planning templates.
Determine variations by channels and segments.
Work with finance to determine level of granularity and determine what can and will be prepopulated.
Create and run annual process that aligns with overall sales business rhythm (including QBRs)
Partner with sales and finance to develop strategic account plans for high-value customers covering between 60 – 70% of revenue
Facilitate cross-functional account reviews to align on growth opportunities, risk mitigation, and customer engagement strategies.
Monitor account health, performance, and expansion opportunities using data-driven insights.
Working closely with finance and CCO to establish an annual operating plan process and QBRs that leverages a bottoms up approach from the Annual Plans (accounts, sports, products) and tops down approach to provide input into the budget
7. Sales Rep Performance Management
Measure and report on sales rep effectiveness
Design and deploy best-practice sales performance management processes (e.g. rankings, 9 box performance grid, review process, etc.)