The Revenue Operations Lead, reporting to the CFO, is responsible for optimizing and managing the entire revenue process within the organization. This role focuses on ensuring the alignment and efficiency of revenue-generating teams including sales, marketing, and customer success, to drive consistent and predictable growth. The ideal candidate will be a strategic thinker, highly skilled in data analysis, process improvement, and cross-functional collaboration, with the ability to manage and execute key revenue operations initiatives that maximize revenue and improve operational efficiency.
Key Responsibilities:
- Revenue Process Optimization:
- Analyze and streamline end-to-end revenue processes, from lead generation to customer retention, to improve efficiency and drive growth.
- Identify bottlenecks in the revenue cycle and implement solutions to enhance productivity and profitability.
- Standardize and automate revenue-related processes to ensure scalability and consistency across the organization.
- Data Management & Tech Stack Ownership:
- Manage and optimize Salesforce CRM to ensure accurate and reliable data across revenue teams and lead the governance around the timeliness and accuracy of data inputs
- Develop dashboards and reports to provide actionable insights on revenue performance, pipeline health, and forecasting accuracy.
- Monitor key performance indicators (KPIs) and analyze trends to identify growth opportunities and potential risks.
- Oversee and optimize the GTM tech stack (e.g., CRM, marketing automation, sales enablement tools) to ensure seamless integration, data accuracy, and efficiency across sales, marketing, and customer success teams.
- Cross-functional Collaboration:
- Partner with sales, marketing, customer success, finance, and other departments to align goals and ensure a unified approach to revenue generation.
- Collaborate with marketing to optimize lead scoring and nurturing processes, ensuring high-quality leads for the sales team.
- Track leading indicators of customer health and renewal - and analyze them to understand what’s going well and what’s not.
- Drive account planning coordination across various GTM teams, including at the frontlines to address at-risk accounts with mitigation strategies, which can later be leveraged into org-wide processes & improvements.
- Forecasting & Reporting:
- Lead the pipeline and revenue forecasting processes, ensuring accurate and reliable projections by working closely with sales, marketing and finance teams.
- Create and manage financial models to support forecasting, budgeting, investor and Board reporting, and strategic planning efforts.
- Refine financial reporting processes, leveraging automation to improve efficiency and enable data-driven decision-making.
- Sales Compensation & Enablement:
- Manage the sales commission process and partner with sales leadership to design and implement effective compensation plans.
- Monitor and report on sales performance metrics, providing insights that drive improvements in sales effectiveness.
- Continuous Improvement:
- Proactively challenge the status quo and drive continuous improvement in core revenue operations processes.
- Evaluate and implement new tools and technologies to enhance the efficiency and effectiveness of revenue operations.
- Foster a culture of continuous learning, development, and innovation within the revenue operations team.
Qualifications:
- Education: Bachelor’s degree in Business, Finance, Marketing, or a related field; MBA or relevant certifications (e.g., Salesforce, RevOps) are a plus.
- Experience: 5-7 years of experience in revenue operations, sales operations, or a related field, with at least 2 years in a management role.
- Skills:
- Strong analytical and problem-solving skills, with the ability to interpret complex data and provide actionable insights.
- Proficiency in CRM systems (e.g., Salesforce, HubSpot), marketing automation tools, and data analysis platforms (e.g., Excel, Tableau, Power BI).
- Excellent communication and interpersonal skills, with the ability to influence stakeholders at all levels.
- Experience with process improvement methodologies and project management.
- Strong leadership skills with a track record of building and managing high-performing teams.
What We Value
- Desire to learn and grow
- Bias towards action
- Team-oriented attitude, you derive joy from seeing others succeed
- Enthusiasm for, and interest in, how technology impacts the physical world we live in
- Sense of curiosity and challenge the status quo.
Why work at Karbon
- Gain global experience across the USA, Australia, New Zealand, UK, Canada and the Philippines
- Strong benefits package including:
- Paid Flexible Time Off with an encouraged 4 weeks use per year
- Company paid medical for you and eligible spouse/partner and dependents
- Company paid dental and vision and eligible spouse/partner and dependents
- Fully company funded short and long term disability
- Fully company funded life insurance
- 401(k) with company matching
- Flexible Spending Account
- Up to 8 weeks paid parental leave
- Work-from-home stipend
- Work with (and learn from) an experienced, high-performing team
- A collaborative, team-oriented culture that embraces diversity, invests in development and provides consistent feedback
- Be part of a fast-growing company that firmly believes in promoting high performers from within
