WHAT DOES A DIRECTOR OF REVENUE OPERATIONS DO?
Published: Dec 06, 2024 - The Director of Revenue Operations spearheads the development of the revenue operations team, defining key business metrics and actionable insights. Drives CRM implementation while optimizing contracting, invoicing, and hand-off processes. Collaborates across sales, finance, and data teams to align reporting and forecasts with company goals.
A Review of Professional Skills and Functions for Director of Revenue Operations
1. Director of Revenue Operations Duties
- Process Definition and Measurement: In partnership with Sales leadership defines processes, measurement, and reporting to enable the rapid scaling of a global sales organization through multiple channels.
- Business Application Integration and Automation: Works closely with Business Applications to define and automate standardized processes that drive efficiency and enable analytical rigor.
- Strategic Analysis: Develops Total Addressable Market (TAM) and Ideal Customer Profile (ICP) analyses in support of optimal coverage and Sales strategy.
- Sales Optimization Recommendations: Makes recommendations for changing sales roles and team configurations in order to maximize sales productivity and ensure seamless deployment.
- Financial Compliance and Impact Analysis: Works closely with Sales leadership and Finance to ensure budgets are adhered to and the impact of hiring changes to plan are fully understood from a bookings perspective.
- Sales Quota Management: In partnership with Incentive Compensation, Financial Planning & Analysis (FP&A), and Sales Leadership provides guidance for plan criteria and assignment of sales quotas ensuring optimal allocation among all sales channels to meet financial and sales plans.
- Data Management for Compensation: Ensures data availability and accuracy in support of incentive compensation payment determination.
- Sales Forecasting Management: Manages and facilitates accurate forecasting in support of Sales leadership and FP&A requirements while ensuring pipeline sufficiency requirements are understood.
- Data Hygiene and Process Control: Ensures data hygiene through cleansing efforts and implementation of processing and operational controls.
- Lead Generation Support: In partnership with Marketing Operations and Business Development Representative (BDR) leadership ensure that processes and data support lead generation activities.
- Pricing Strategy Implementation: Works closely with Product Operations and Deal Desk in defining and implementing new pricing and packaging.
- Reporting System Design: Defines reporting and dashboard requirements to enable management by Sales leadership as well as territory owners.
- Data Analysis and Insight Generation: Creates clarity with the ability to analyze data and draw actionable insights.
- Integration of Sales Teams: Ensures the seamless integration of acquired company sales teams.
- Team Leadership and Development: Leads a team of managers and analysts with a focus on professional development.
2. Director of Revenue Operations Details
- Revenue Operations Leadership: Be the first Revenue operations hire, and will be responsible for stewarding and architecting the team's vision, implementation, and recruitment.
- Business Metrics Management: Definition, ownership, reporting, and analysis of key business metrics.
- Sales and Data Analysis Collaboration: Work closely with sales and data functions to define, analyze, and create actionable, company-moving reporting and forecasts on sales, revenue, and customer data.
- Finance Data Integration: Collaborate closely with the finance department to ensure the data and metrics are available to allow for accurate financial reporting.
- CRM Implementation and Maintenance: Implementation and maintenance of the Flow CRM.
- Cross-Functional CRM Collaboration: Collaborate with engineering, data, sales, customer success, and operations teams to drive the implementation and maintenance of the Flow CRM.
- Invoicing Process Design: Design and own the invoicing process, collaborating with product and engineering to ensure systems are in place to automate revenue receivable.
- Contracting Process Design: Design and own the contracting process, collaborating with sales and product to ensure customers can easily join Flow.
- Contract Hand-Off Management: Ensure successful hand-off of new contracts to internal teams, making sure that all customer contractual data is available to create flow in the organization.
3. Director of Revenue Operations Details Responsibilities
- Sales Advisory: Be the credible and trusted advisor to the sales management and the sales team, enabling them to most efficiently manage sales opportunities, generate quotations, and forecast the pipeline.
- Deal Collaboration Leadership: Lead collaboration with Finance and Legal Teams on pricing, product, and commercial terms for standard and non-standard deals.
- Complex Deal Expertise: Be the subject matter expert and point of escalation on complex deal and account-related questions.
- Sales Strategy Development: Provide data and perspective to sales management for new sales strategies, territories, policies, and initiatives.
- Cross-Functional Deal Documentation: Work cross-functionally to ensure negotiated deals are documented properly and in alignment with policies.
- Contract and Order Review: Create, review, verify, and approve all incoming contracts and high value and/or non-standard orders for accuracy, including but not limited to confirming contract terms, contact and billing information, pricing, policies, existing legal agreements/pre-existing terms, promotions, and purchase order terms and conditions.
- CRM Administration: Act as the business administrator for Customer Relationship Management (CRM) software (Salesforce.com).
- CRM Support Development: Help create new fields, reports, and dashboards to support the sales team and leadership.
- Stakeholder Relationship Management: Establish productive relationships and feedback loops with Legal, Finance, Sales, and Operations management to drive internal stakeholder discussions on alignment and deal efficiencies.
- Team Mentorship: Provide mentorship and guidance for junior team members.
- Records Management: Maintain files and customer records.
- Special Projects Participation: Participate in special projects.
- Process Improvement Contribution: Contribute to process enhancement initiatives.
4. Director of Revenue Operations Details Accountabilities
- Strategic Inventory Optimization: Use all available data to create strategic plans to optimize inventory performance, and ultimately grow revenue.
- Operational Plan Management: Manage the plan with ops to guarantee it is executed accurately and on time.
- Team Development and Leadership: Hire, grow, and develop the ops team to exceed client KPI, revenue, and GPM goals.
- Goal Setting and Mentoring: Mentor the Ad Ops Manager to set and measure the team’s quarterly goals.
- Product Collaboration and Optimization: Partner with Product to test and optimize ad units and site design to increase Owned & Operated (O&O) and publisher network revenue performance.
- Test Plan Management: Manage test plan to guarantee it is executed accurately and on time.
- Media Ops Coordination: Work with the Media Ops Manager and yield team to match the best scenarios for each client to fulfill budgets with the highest quality traffic.
- Coaching for Proactive Operations: Coach all ops groups to think ahead to meet campaign performance goals and work cross-functionally to preemptively address issues.
- Client and Sales Collaboration: Work with clients & Sales team to maximize revenue and performance, analyzing historical trends and strategizing ways to improve KPIs.
- Process Optimization: Constantly assess and optimize processes to improve performance, quality of work, and timeliness while also ensuring alignment to industry standards.
- Salesforce Management: Manage Salesforce as the system of record and design workflows for all departments.
- Ad Tracking Expertise: Expert in ad tracking and tagging.
- Ad Ops Partnership: Partner with Ad Ops manager to facilitate conversations with clients and publishers around tags, pixels, and tracking.
- Internal Training and Best Practices Evangelism: Educate internal teams and evangelize best practices for tracking and troubleshooting.
5. Director of Revenue Operations Details Functions
- Sales Technology Management: Oversee the management and administration of the sales technology stack, including but not limited to – Salesforce, Outreach, Gainsight & Gong.
- KPI Improvement Monitoring: Monitor and continually seek improvements for Key Performance Indicators.
- Performance Metrics Analysis: Partner with the Business Intelligence team to analyze performance metrics data and develop executive-level reports.
- Marketing Operations Collaboration: Partner with the Marketing Operations team to ensure the seamless transition of MQLs to the sales teams.
- Cross-Departmental Project Execution: Partner with other departments to ensure successful execution of key projects.
- Sales Operations Team Leadership: Actively hire, manage, and develop a team of sales operations professionals.
- Process Improvement Collaboration: Collaborate with senior and executive leadership in uncovering process improvements.
- Cultural Leadership: Support the vision and values of the company by setting an example and demonstrating desired behaviors.
- Company Initiative Participation: Participate in various company initiatives and projects.
- Strategic Consultation and Customer Journey Mapping: Working with top-tier outside consultants around GTM strategies, and will be building customer journeys in Pardot and High Velocity Sales.
- Decision Making for Data Tasks: Decide to outsource certain data tasks that turn out to not be automatable.