What we're looking for:We are seeking a strategic, analytical Director of Revenue Operations to join the Commercial Operations team. You will lead the revenue operations function that sits between sales, finance, and systems: forecasting, pipeline, analytics, territory and quota planning, and the governance that keeps the numbers trustworthy. You will build the operating rhythm, the team, and the reporting that leaders use to run the business.
This individual will own the processes and reporting that give the business full pipeline visibility, revenue operations reporting, and CRM management. They will manage a global team of analysts and CRM professionals and will help lead the operating rhythm for the sales organization. Provide strategic oversight and management of Revenue Operations, including business development, marketing operations and sales enablement
The ideal candidate is an experienced B2B revenue operations leader who combines deep sales process/pipeline understanding and analytics expertise with strong program management and the ability to motivate a team.
Arcadia is open to fully remote candidates and employees have access to co-working spaces.
#LI-REMOTE
What you'll do:- Own the RevOps charter, intake process, service levels, and the roadmap of reports and capabilities.
- Hire, manage, and develop a team of analysts and CRM experts, setting clear priorities and standards for quality and turnaround.
- Set the operating cadence: weekly forecast and pipeline reviews, monthly business reviews, quarterly business reviews, and annual planning.
- Run the forecast methodology by deal tier: stage-weighted for core deals, hybrid for mid-market and enterprise, deal by deal for whale deals.
- Hold the organization accountable for forecast accuracy and pipeline coverage across the next four quarters, not only the current one.
- Deliver rep and team performance analysis, win/loss, ramp, and retention reporting, with clear recommendations.
- Partner with the deal desk on pricing, discount, and non-standard terms governance, and with the Salesforce engineers on CPQ, releases, and change management.
- Set data quality standards, access controls, and audit trails for pricing and contract data.
- Manage CRM updates and CRM development
What will help you succeed:Must-haves:- Bachelor's degree in business, communications, or other relevant field.
- 8+ years in revenue operations, sales operations, or sales analytics in B2B, including 3+ years leading people.
- Proven ownership of a forecast process for complex, long-cycle sales.
- Hands-on Salesforce expertise, including reporting, forecasting, and CPQ, and the judgment to direct engineers on configuration.
- Strong analytical skills (SQL, BI tools, and financial modeling) and comfort turning data into recommendations for executives.
- Experience with territory, quota, and compensation planning.
- Experience partnering with Finance on bookings, ARR, and revenue reconciliation.
- Clear written and verbal communication with senior leaders, and the confidence to challenge definitions and data.
- Proficiency in Microsoft Suite, Google Suite, and Salesforce CRM
- Strong project and program management skills
- Self-starter who can manage multiple projects and collaborate with colleagues, matrix relationships, internal clients and senior management
Nice-to-haves:- MBA
- Advanced Analytics certification
- PowerBI or equivalent dashboard build and support
- Experience with CPQ implementation or a major systems transition.
- Experience with a data warehouse and modeled data layers.
- Background in energy, utilities, or data and analytics businesses.
- Familiarity with MEDDICC, Challenger, or similar sales methodologies
Benefits- "Remote first" culture - work anywhere in the continental US as long as you have a reliable internet connection
- Flexible PTO - no accrued hours and no limit on the number of vacation days exempt employees can take each year
- 11 annual holidays
- 10 days sick leave
- Up to 2 weeks bereavement leave
- 2 volunteer days off
- 2 professional development days off
- Parental Leave Benefits for ALL parents
- 75-95% employer cost coverage for medical, dental, and vision benefits for employees and dependents
