SmartBear

Revenue Operations

• Partner closely with sales leadership to develop and implement strategies that drive sales team productivity and effectiveness, achieve business and financial goals.
• Lead territory planning including refining the coverage model, driving territory design and account prioritization to ensure broad rep productivity and goal attainment, enhance white spacing, customer segmentation, and resource allocation to maximize revenue potential.
• Work with the Indirect Sales team to operationalize strategic initiatives, integrate them into sales processes and track success
• Work cross-functionally with other GTM teams including marketing and SDR to monitor, analyze and identify areas of improvement for the entire sales funnel, including top of funnel performance.
• Continually streamline and improve practices, including processes, policies, tools and templates, to support efficiency and scalability
• Define weekly, monthly, and quarterly objectives for sales team.
• Identify, lead and operationalize strategic internal projects related to the GTM organization to improve sales productivity, visibility of key metrics and establish wide spread adoption
• Collaborate with cross-functional teams to enhance upsell, cross-sell, and renewal processes.

Senior Manager, Revenue Operations