We are launching our greenfield Revenue Operations group at Aprimo. This group will span all the go-to-market functions to coordinate the customer journey. We are looking for the right person to lead this cutting-edge group. The successful candidate for this role will possess a unique mix of strategic thinking and acute attention to detail and tactics. This role will be responsible for aligning processes from the beginning of the customer journey in marketing, through closing business with new customers in sales and continuing on to expand the company's footprint within our existing customer base. In this new position the Revenue Operations Leader will be an integral player in the growth of Aprimo.
ESSENTIAL DUTIES & RESPONSIBILITIES- Architect and Build out the Revenue Operations group with the right resources for enablement, data hygiene and customer journey enablement with a focus on efficiency and cost control.
- Drive data integrity, process, and automation activities to make workflows more efficient and automate manual processes and data collection.
- Plan, implement and manage the company's data warehouse.
- Identify and eliminate bottlenecks in lead qualification, opportunity creation and sales to improve the overall process of revenue creation.
- Establish and manage KPIs related to opportunity conversions, accuracy of opportunity stages & probability, marketing stages, campaign performance, database health, acquisition source, process effectiveness, account health and account expansion.
- Improve pipeline visibility and accuracy of revenue forecasting, extending line of sight to 12-18 months based on data.
- Support sales leadership in lead distribution and resource management.
- Own our overall Revenue Operations tech stack to optimize salesforce, marketing tools, and other automated systems in support of the Revenue Growth engine.
- Work with Sales and Marketing leadership to create sales enablement and reinforcement programs including onboarding new team members and developing existing staff.
- Develop, test and monitor programs and initiatives to ensure accounts take full advantage of the product features to improve stickiness of customers and provide opportunities within the customers' white space.
- Quantify opportunities (e.g., determining ROI of new features) and risks (e.g., potential churn) by evaluation data and qualitative feedback.
- Ideate and evaluate hypotheses for improving outcomes across the customer journey and be a key contributor to customer journey OKRs.
- Perform detailed reporting and EOI analysis of account management and services teams, identifying opportunities for additional efficiency.
EXPERIENCE & EDUCATION:- At least 5-7 years in go-to-market operations of a high growth SaaS company
- At least 2 years in a leadership position (#1 or #2 person) of a Revenue Operations group
- Experience managing a data warehouse
- Coaching experience
- SQL data query experience
- BA/BS or equivalent 4-year degree required
KNOWLEDGE, SKILLS, AND ABILITIES: - Rigorous attention to detail
- Radically process-oriented
- Passion for continuous improvement
- Proficient in salesforce and marketing technology
- Potent problem-solving abilities
- Effective verbal and written communication skills
- Powerful analytical skills
- Strong leadership skills
- Efficiency and organizational skills
BENEFITS:- Competitive medical, dental and vision benefits
- Self-managed PTO
- Flexible work schedule
- 401(k) with employer match
- Paid parental leave
Physical Requirements:
Must be able to remain in stationary position 50% of time
Must be able to move 50% of time
Must be able to lift up to 30 lbs. on occasion
The worker is required to have close visual awareness to perform an activity such as: preparing and analyzing data and figures; transcribing; viewing a computer terminal; extensive reading.
Ability to receive detailed information through oral communication at normal speaking levels
Must be able to convey detailed or important spoken instructions to others accurately, loudly, or quickly
This job operates in a professional office environment. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets, and fax machines.
