Sales Revenue Operations Director

Platform Science•San Diego, MN

About The Position

As the Sales Revenue Operations Director at Platform Science, you will be a critical partner to the SVP of Sales and the entire revenue organization. You will be responsible for building, managing, and optimizing the infrastructure, processes, and analytics that enable our revenue organization to scale efficiently and achieve its revenue targets. This role requires a strategic leader and thinker with a strong analytical mindset, a deep understanding of sales processes and systems, and a passion for driving sales productivity and effectiveness. You will be instrumental in building a data-driven sales culture and ensuring the seamless execution of our go-to-market strategy.

Requirements

Bachelor’s degree in Business Administration, Finance, Marketing, or a related field.
10+ years of experience in Sales Operations, Revenue Operations, or a similar role within a B2B technology company, preferably in SaaS or enterprise software.
Proven experience in designing and implementing sales processes, methodologies, and best practices.
Demonstrated expertise in applying AI, automation, and revenue intelligence technologies to improve sales productivity and decision-making, including automating operational workflows, enhancing pipeline and forecasting insights, identifying customer and prospect signals, and enabling sellers to spend more time on high-value customer activities.
Experience evaluating and implementing emerging AI-enabled sales technologies and establishing appropriate governance and adoption practices.
Proven leadership experience leading managers and high level professionals in a fast paced sales environment.
Deep expertise with CRM systems (Salesforce strongly preferred), including administration, customization, and reporting.
Strong analytical skills with the ability to collect, organize, analyze, and disseminate significant amounts of information with attention to detail and accuracy.
Expertise in data analysis and visualization tools (e.g., Excel, Google Sheets, Tableau, Power BI).
Proven experience with sales engagement platforms (e.g., Salesloft, Outreach), marketing automation tools (e.g., HubSpot, Marketo), and other sales technologies.
Excellent understanding of sales metrics, forecasting, and pipeline management.
Strong project management and organizational skills with the ability to manage multiple priorities and deadlines.
Exceptional communication, presentation, and interpersonal skills, with the ability to collaborate effectively with cross-functional teams and influence stakeholders at all levels.
Strategic thinker with a proactive and problem-solving mindset.
Ability to thrive in a fast-paced, dynamic, and scaling environment.

Nice To Haves

Experience in the transportation and logistics industry is a plus.

Responsibilities

Directs the activities of a functional area or multiple integrated department managers.
Manages team(s) to develop new methods and solve complex matters.
Accountable for actions that impact the business or multiple department budgets.
Analyze, design, and implement improvements to the end-to-end sales process, from lead generation to deal closure and post-sale handoff.
Identify bottlenecks and inefficiencies in the sales funnel and develop actionable solutions to improve conversion rates and sales velocity.
Work closely with sales leadership to define and document sales methodologies, rules of engagement, and best practices.
Develop and execute an AI and automation strategy for the revenue organization, identifying opportunities to eliminate manual work, improve seller productivity, enhance revenue intelligence, and create scalable workflows across Sales, Marketing, Finance, and Customer Success.
Ensure a strong collaboration with the finance to team to provide accurate, timely, and consistent reporting cross functionally.
Administer and optimize our CRM (e.g., Salesforce) and other sales technology tools (e.g., sales engagement platforms, BI tools).
Ensure data integrity and accuracy within the CRM and other sales systems, implementing data governance policies and cleansing processes.
Evaluate, recommend, and implement new sales technologies to enhance sales productivity and effectiveness.
Manage integrations between sales systems and other business systems (e.g., marketing automation, finance).
Develop and maintain robust sales reporting, dashboards, and analytics to provide actionable insights into sales performance, pipeline health, forecasting accuracy, and key performance indicators (KPIs).
Track and analyze key RevOps metrics such as Customer Acquisition Cost (CAC), Sales Cycle Length, Win Rates, Average Deal Size, Quota Attainment, and Lead Conversion Rates.
Provide regular performance reporting to other sales leadership and the executive team, highlighting trends, risks, and opportunities.
Support sales forecasting efforts with data-driven insights and analysis.
Essential in annual sales planning, including territory design, quota setting, and compensation plan administration.
Drive go-to-market strategy development by providing data and analytical support for market segmentation, customer targeting, and sales coverage models.
Lead market and competitive analysis to identify new opportunities and inform sales strategies.
Collaborate with other sales leadership and marketing to develop and deliver sales enablement resources, including training materials, sales playbooks, and competitive intelligence.
Manage sales onboarding processes for new hires to ensure an efficient and successful ramp-up.
Partner closely with Marketing, Finance, Product, and Customer Success teams to ensure alignment and seamless execution across the customer lifecycle.
Facilitate communication and collaboration between sales and other departments to optimize revenue generation and customer experience.