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Revenue Operations Manager (Sales Ops x Marketing Ops)

As the Revenue Operations Manager at BrightFunnel, you will lead and manage funnel operations throughout the customer lifecycle, ensuring alignment across sales, marketing, customer success and finance. This role is highly strategic, and sits at the cross section of Sales Ops and Marketing Ops.  You will support the business by understanding requirements across multiple departments and then translate them into Salesforce, Marketo, our own BrightFunnel instance, and the rest of our revenue technology stack. You will have a tremendous amount of executive level visibility, as the role will report to the Head of Finance & Operations, and will work very closely with the VP of Sales and VP of Marketing.

RESPONSIBILITIES

  1. Management and Strategy
    • Guide the go to market team to make the correct investment tradeoffs between marketing programs, sales headcount, and technical tools
    • Determine the right success metrics that drive business outcomes across sales and marketing activities, and build & maintain dashboards to manage those metrics
    • Support sales strategy and enablement initiatives around sales process and methodology focused on improving productivity, visibility, and accountability against goals
    • Work with Sales, Finance and HR on sales compensation planning and execution, including incentive compensation analyses
  2. Data and Analytics
    • Coordinate sales forecasting, planning and budgeting processes
    • Drive sales operations tasks, such as data analysis, policy execution, pipeline review, territory management, quoting and deal-structuring assistance, review of sales orders for accuracy and completeness
    • Work with the marketing team to optimize lead and op stages, further define handoff rules between sales and marketing, and refine lead scoring rules and program templates
    • Track ROI of marketing activities to ensure effectiveness and continued investment using BrightFunnel
    • Partner with sales, customer success and marketing to lead efforts in database cleansing, data enrichment, and acquisition initiatives
    • Maintain data integrity by identifying and fixing data abnormalities and instilling data quality standards across all data related activities e.g. list pulls, list uploads, etc.
    • Monitor the performance of account & pipeline growth, identifying areas for business development
  3. Process Optimization
    • Identify the needs for business process automation and prioritize projects that increase operational efficiency for sales and marketing
    • Ensure process and systems consistency
    • Create and regularly assess the sales and marketing tool roadmap to identify scalable solutions to meet current and future business needs
    • Partner with Sales, Marketing, HR, and business subject matter experts to develop a standard sales training program for new and existing sales representatives

QUALIFICATIONS

  • 4+ years experience driving operational improvements, managing and cleaning data in a marketing and sales ops role in B2B SaaS
  • Bachelors degree from a top university with a minimum 3.5 GPA; MBA preferred
  • 3-5 years of Salesforce.com administration, (Administrator Certification or Advanced Administrator Certification required)
  • 1-3 years of Marketing Automation System experience, preferably with Marketo
  • Advanced Microsoft Excel user
  • Demonstrated proficiency managing analytically rigorous initiatives, including developing quantitative analysis and extracting actionable insights
  • Must demonstrate a high level of diplomacy
  • Excellent communication skills, especially in written and presentation formats and with senior leadership teams
  • Excellent project management skills
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