• Oversee the management and administration of the sales technology stack, including Salesforce, Outreach, Gainsight, and Gong.
• Monitor and continually seek improvements for Key Performance Indicators
• Partner with the Business Intelligence team to analyze performance metrics data and develop executive-level reports
• Partner with the Marketing Operations team to ensure the seamless transition of MQLs to the sales teams
• Partner with other departments to ensure the successful execution of key projects
• Actively hire, manage, and develop a team of sales operations professionals
• Collaborate with senior and executive leadership in uncovering process improvements
• Support the vision and values of the company by setting an example and demonstrating desired behaviors
• Participate in various company initiatives and projects
• Use computer systems for both the processing and reporting of the revenue cycle.
• Communicate effectively with all levels in the company.
• Consistently send out patient statements

Skills: Sales Technology Management, KPI Monitoring, Performance Analysis, Cross-Department Collaboration, Team Leadership, Process Improvement, Project Management, Effective Communication

• Lead a team of Sales Managers accounting for 25+ Individual contributors
• Take a hands-on approach to drive performance, develop and coach sales skills, and enable team members and management to over-achieve their objectives
• Help with the hiring and formal training process of new team members
• Be data-driven by establishing metrics and help the team improve by understanding their performance indicators
• Implement new sales processes and ensure proper follow-through
• Drive initiatives focused on building a sales pipeline and revenue growth
• Work with Sales Enablement to craft continued education and growth opportunities for the SDR and Inside Sales org
• Work with B2B Marketing to develop effective outbound strategies, and manage inbound lead processing for all inbound channels
• Work with Sales Operations to monitor and improve core metrics around conversion rates and pipeline progression
• Work with Implementation and Restaurant Success to ensure qualified sales
• Report monthly, quarterly, and yearly on sales metrics and achievements
• Foster an environment of development and high achievement

Skills: Sales Leadership, Performance Coaching, Team Development, Data Analysis, Process Implementation, Pipeline Management, Cross-Functional Collaboration, Sales Reporting

• Ensure that the company meets all the renewal targets
• Review, refine and implement renewals playbook to achieve the above goal
• Take personal ownership of all key account renewals
• Working with stakeholders across the business to ensure that the offer management process properly balances sales agility and risk management
• Define and continuously improve sales processes, infrastructure, and operations to continually increase sales productivity, pipeline build, and revenue growth.
• Manage and innovate upon the Sales and Marketing tech stack – Salesforce, Outreach, Leandata, Gong, LinkedIn, etc.
• Lead development of analytical frameworks, tools, dashboards, and techniques to measure and report on key prospecting, pipeline, and sales metrics, as well as individual seller and SDR metrics.
• Define and scale standard methodologies to improve sales team productivity.
• Partner with cross-functional teams to ensure successful execution of key projects including Marketing, Sales, Customer Success, and Product.
• Continuously find and implement operational improvements to processes and programs.
• Architect or guide the process to rearchitect Salesforce for new products, contracts, and sales processes.

Skills: Renewal Management, Sales Process Optimization, Key Account Ownership, Tech Stack Management, Performance Analysis, Cross-Functional Collaboration, Pipeline Management, Process Improvement

• Review customer contracts for revenue recognition implications and assist with structuring non-standard transaction details
• Manage compliance of revenue recognition process with US GAAP and company standards
• Develop and maintain strong and collaborative working relationships with key business leaders to ensure ongoing and constant communication in understanding business updates and to provide revenue recognition-compliant solutions for new initiatives
• Develop key policies and/or guidelines around existing and future processes that will allow for transparency, efficiency, and scalability with a focus on controls
• Lead, grow, and develop an existing team to support Accounting requirements as well as the overall growth of the company
• Strong focus on process improvements and automation
• Assist with the implementation of a new billing system
• Implement and report on internal SLAs on all associated processes
• Provide financial analysis assistance to the Professional Services organization
• Prepare and distribute monthly and quarterly reporting to the Executive Leadership team and company-wide stakeholders
• Develop and maintain pricing tools and standard documents

Skills: Revenue Recognition, Contract Review, US GAAP Compliance, Cross-Functional Collaboration, Policy Development, Team Leadership, Process Improvement, Financial Analysis

• Support communities utilizing the LRO Revenue Management Platform.
• Daily review of rate recommendations for LRO communities.
• Analyze, identify, communicate and execute pricing decisions based on weekly/monthly supply and demand, market conditions, and pricing information with respective operating teams to optimize revenue opportunities.
• Complete setup and strategy calls with the Asset Manager and Operations teams.
• Evaluate community performance and rent recommendations.
• Review compliance reports.
• Make recommended configuration changes to improve performance.
• Create reporting processes for internal customers including C-suite.
• Communicate strategies to community teams and Regional Managers.
• Manage and lead training sessions on-site and online for new communities/employees.
• Play an integral role in software transition.
• Track trends, errors and achievements.
• Work closely with Operations, Training, and Marketing.

Skills: Revenue Management, Pricing Analysis, Performance Evaluation, Reporting, Stakeholder Communication, Training and Development, Software Transition, Market Analysis

• Must be able to convey and present information and ideas clearly, both oral and written.
• Must be able to evaluate and select among alternative courses of action quickly and accurately.
• Must be effective in handling problems in the workplace, including anticipating, preventing, identifying, and solving problems.
• Be effective at listening to, understanding, and clarifying concerns and issues raised by team members and guests.
• The ability to assimilate complex information, data, etc. from disparate sources and consider adjustments or modifications to meet the constraints of a particular need.
• Able to prioritize departmental functions to meet due dates and deadlines.
• Able to work with and understand financial information and data, and basic arithmetic functions.
• Strong interpersonal skills and possession of a full understanding of professional business ethics, decorum, and social skills
• Professional appearance and adherence to dress code standards
• A proven leader in training and developing high-performing teams
• Be a proactive leader and effective coach committed to the development and engagement of the team.
• Strong analytical, written/verbal communication, interpersonal, and relationship-building skills, and ability to work in a multicultural environment across different geographies.

Qualifications: BA in Accounting with 5 years of Experience 

• Progressive experience in revenue accounting and operations.
• Experience with public software and SaaS companies.
• Strong experience in revenue accounting transformation, system migrations, and new system implementations.
• Experience with Salesforce and Net Suite, experience with Rev Pro
• Experience reviewing and analyzing customer orders and contracts and related documentation to identify revenue-related issues for proper accounting treatment.
• Detailed knowledge of ASC 606 and relevant current accounting rules relating to software, SaaS, and services revenue recognition.
• Demonstrated ability to effectively work with all levels and cross-functionally within the company.
• Highly detail-oriented and organized individual
• Ability to manage multiple assignments and work with tight deadlines.
• Ability to expand job responsibilities and suggest improvements
• Ability to collaborate with others to generate ideas to improve processes.
• Demonstrated success summarizing complex concepts and insights to senior leadership within an organization in a succinct, visual, and compelling fashion.

Qualifications: BA in Business Administration with 10 years of Experience 

• Experience in leading teams who work cross-functionally
• History with centralized corporate functions
• Demonstrated strength in written and verbal communication, adjusting the message to the audience.
• Understanding of Distribution platforms and how Property Management Systems, Revenue Management Systems (IDeaS G3, IQWare, Visual One, Hyatt, Hilton, Marriott preferred) Call Centers, and Distribution Platforms interface in hotel/vacation rental and transportation environments.
• Positive attitude and good communication skills
• Commitment to delivering a high level of customer service
• Excellent grooming standards
• Flexibility to respond to a range of different work situations
• Ability to work under pressure and own initiative
• Previous experience in a sales role with the ability to close a sale
• Passion for sales and for achieving targets and objectives
• Proactive, thoughtful, and highly organized self-starter

Qualifications: BA in Finance with 8 years of Experience 

• Experience working in a business operations capacity with proven experience leading a revenue operations function
• Passion for leading, inspiring, and coaching distributed teams against individual performance and team delivery goals
• Expert grasp of software revenue models (perpetual, subscription) and customer lifecycle metrics (CAC, LTV, GRR, NRR, volume, time, conversion), and the internal operations required to support, monitor and analyze revenue performance
• Deep experience with the revenue technologies and tools to enable, automate, and scale revenue-generating teams (marketing automation, sales enablement tools, sales engagement velocity software, customer success software, in-app engagement tools, CRM...)
• Experience with mergers and integrations, collapsing acquired company operations into a scalable platform of centralized operations
• Global mindset that can influence bigger thinking to maximize the global application, adoption and advancement of scaled revenue-generating solutions
• Make the uncertain, certain for stakeholders by being a data-driven decision maker, deferring to concrete information to make judgments and giving business guidance
• Have a future-focused mindset that looks around corners and thinks two, three, and four steps ahead of decisions to anticipate how decision-making will affect the organization down the road
• Problem-solving with a sense of urgency, while also demonstrating the ability to remain calm under pressure and solve issues in a thoughtful manner
• Embrace being a full-time teacher of revenue operations, continually educating and inspiring others to believe in the power of the revenue growth engine you create and ask others to leverage
• Empathy for the challenges revenue-generating teams face, and motivation to make their jobs easier

Qualifications: BA in Economics with 7 years of Experience

• Experience managing a team in revenue marketing, demand generation, and/or field marketing functions.
• Have first-hand experience marketing commercial developer tools and cloud-native technologies such as Kubernetes, GitOps, microservices, IDEs, and cloud platforms.
• Have a proven track record as a demand generation leader in a B2B company with experience crafting compelling commercial campaigns, programs, and events for users and technical buyers.
• Experience marketing to both individual users as well as traditional enterprise buyers.
• Be viewed as a trusted partner by sales, solution engineers, and technical product teams.
• Thrive in high-velocity startup organizations that span multiple geographies that may require frequent context shifts and adjustments in focus
• Have best-in-class written and verbal skills, including presentations and slide decks for senior management and executive audiences.
• Possess strong interpersonal skills and are comfortable in a range of environments from a C-level executive event to moderating a thought leadership forum to chatting with technical practitioners at conferences.
• Proficient in a modern stack of marketing and sales tools including Salesforce, Hubspot, and other reporting systems with the ability to learn needed software quickly.
• Excellent interpersonal and relationship management skills, with the ability to communicate effectively at all levels of the organization.
• Strong knowledge of enterprise reporting tools, OLAP cubes, and transactional systems to utilize a growing technology base of programs like Alteryx and Tableau
• Knowledge of local market and hospitality

Qualifications: BA in Marketing with 6 years of Experience