ReversingLabs

Director, Revenue Operations

ReversingLabs

full-time

Posted on:

Location Type: Remote

Location: Remote • 🇺🇸 United States

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Salary

💰 $165,000 - $175,000 per year

Job Level

Lead

Tech Stack

SFDCSQL

About the role

  • You, as the Director, Revenue Operations, will be responsible for helping the team scale while meeting our productivity and efficiency goals.
  • The scope includes, but not limited to, reporting, analytics, sales process and tools improvements, plus cross-functional initiative support.
  • Additionally maintaining the data integrity and being responsible for the day to day support and maintenance of SFDC.
  • Develop standard reports and dashboards for sales activities, pipeline, bookings, commissions, and forecasting
  • Maintain KPIs around sales productivity and quota attainment
  • Provide support for annual revenue and territory planning
  • Market analysis, competitive analysis etc.
  • Support quarterly business review (QBR) process with analytics, logistics, and presentations
  • Create and maintain communication platforms for the sales organization with relevant updates and announcements
  • Coordinate vendor agreements, contracts, licenses, and renewals for all sales systems and tools
  • Centralized help-desk providing support for sales systems including Salesforce, Chatter, etc. for the sales organization, including troubleshooting, gathering feedback and documenting processes
  • Primary liaison / conduit for the sales team and sales contracts attorney
  • Primary responsibility for creating sales quotes, managing discounting process within guidelines for both end users and resellers
  • Support and responsibility for RFP responses
  • Support customer contracting process including contract reviews, working with outside counsel, managing redline cycles, and obtaining signatures.
  • Primary responsibility to close/won and close/lost sales opportunities
  • Responsibility for recording orders and “bookings” in CRM system based upon securing ALL necessary elements (executed agreements / quotes and purchase orders) from customers
  • Maintain sales operations file repository / folders with appropriate role based access cross-functionally
  • Maintain most up to date Company approved document templates to aid accurate sales motion (NDA, MSA, quotes, SLA, SOW, RFP responses, etc.)
  • Maintain Salesforce.com including support of daily operations, configuration changes, data hygiene and integrity, reporting, training, and troubleshooting
  • Ensure all CRM processes enables us to consistently gather high-quality data and provide clear visibility into the sales pipeline at all stages
  • Create and maintain documentation on processes, policies, application configuration, business rules and help related materials for users
  • Keep up-to-date on new Salesforce.com features and functionality and provide recommendations for process improvements
  • Manage the relationship with, and project manage the work of, external Salesforce development resource
  • Partner closely with Marketing leadership to align demand generation, pipeline creation, and revenue goals across the full funnel (MQL → SQL → Closed Won).
  • Own end-to-end funnel analytics, including lead flow, conversion rates, pipeline velocity, attribution, and ROI reporting across campaigns, segments, and regions.
  • Develop and maintain dashboards and reporting that provide clear visibility into marketing performance, pipeline contribution, and forecast impact for executive leadership.
  • Ensure strong data governance and process alignment between Marketing Automation platforms (e.g., HubSpot/Marketo), Salesforce, and downstream revenue reporting.
  • Define, document, and optimize lead management processes, including lead scoring, routing, SLAs, lifecycle stages, and handoffs between Marketing, SDRs, and Sales.
  • Support planning and execution of integrated GTM motions, including campaign tracking, product launches, ABM initiatives, and vertical/segment-based programs.
  • Partner with Marketing and Finance on pipeline planning, capacity modeling, and target setting to support quarterly and annual revenue plans.
  • Drive continuous improvement of marketing operations workflows, tools, and reporting to increase efficiency, scalability, and impact.
  • Serve as a key operational liaison between Sales, Marketing, and Finance to ensure consistent metrics, shared accountability, and aligned decision-making.
  • Assist with developing and administering sales incentive compensation plans
  • Seek to identify operational challenges and improve sales processes across Enterprise, Government and Business Development segments of the business
  • Assist with all budgeting planning and activities for RL Sales
  • Develop, maintain and improve standard operating procedure manual for all sales processes
  • Develop and share information on successful sales campaigns and approaches among sales team
  • Identify, design, and implement sales process improvements; maintenance of sales policies, business rules, guidelines, and training materials
  • Work with the sales team to vet, onboard, train and ready them to be effective members of the sales organization
  • Serve as primary liaison between Sales, Marketing and Finance
  • Other duties as assigned

Requirements

  • 8 to 10 years’ experience enhancing sales processes, sales tools, reporting, metrics, and policies
  • Solid working knowledge of deal desk operations including contract review, quoting, proposal generation and sales order processing
  • Deep technical understanding of the Salesforce platform and its capabilities
  • 3+ years of Salesforce experience configuring, implementing, and administering Salesforce
  • Outstanding performance in a sales operations role is a must
  • Comfort with large data sets; high proficiency with Excel
  • Ability to correlate results from data analysis to sales processes and drive continuous improvement in sales productivity
  • Solid written and verbal communication, interpersonal, and presentation skills
  • Possess good analytical, problem-solving and decision-making skills
  • Ability to build relationships and buy-in to drive change effectively in a positive manner
  • “Hands-on” experience in a high growth software start-up environment
  • BA/BS required
Benefits
  • Competitive compensation packages (base, bonus and equity)
  • HRA - RL covers your Medical deductible through reimbursements
  • Employer paid dental, vision, disability & life insurance
  • Voluntary Buy up Life Insurance for you and your dependents
  • 401k: Traditional and Roth
  • Flexible Spending Accounts (health & dependent)
  • Flexible PTO-take time when you need it
  • Quarterly (3 day) Wellness Weekends
  • Access to Udemy Business for professional development and continuous learning across a wide range of courses
  • Pet insurance
  • Hospital Indemnity insurance and Accident insurance
  • Employee Assistance Plan (EAP)- offering mental health, financial, and legal resources
  • Remote Work Stipend to cover the cost of your internet and cell phone cost
  • All employees receive a complimentary membership to the Calm app, promoting mental well-being and stress reduction
  • Volunteer Time allowance of 8 hours yearly to support the 501c of your choice
  • Opportunities for advancement
  • Innovative and collaborative work environment

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
SalesforceSalesforce.com administrationSalesforce configurationSales reportingData analysisExcelSales process improvementContract reviewQuotingProposal generation
Soft skills
Communication skillsInterpersonal skillsPresentation skillsAnalytical skillsProblem-solving skillsDecision-making skillsRelationship buildingChange managementTeam collaborationTraining and onboarding
Certifications
BA/BS degree