Revenue Operations

• The Head of Revenue Operations for B2B is responsible for the operational integrity and strategic rigor of our sales engine.
• Reporting to the VP of Global Strategy and Operations, you will create the processes, and data-led insights that facilitate revenue growth from the B2B Commercial team.
• Material Improvement in Pipeline Management: Move beyond "reporting the numbers" to active pipeline management. Implement the mechanisms required to improve lead-to-close velocity and overall funnel health.
• Forecast Accuracy & Risk Visibility: Establish a disciplined forecasting pace. Provide leadership with early-warning visibility into revenue risks and upside opportunities through rigorous data validation.
• Sales Process Governance: Establish standardized sales stages and entry/exit criteria. Ensure the global sales team follows a consistent methodology to maintain data integrity and process repeatability.
• Planning: Partner with Sales Leadership and Finance to manage strategic annual planning, including setting sales quotas, designing sales compensation plans, and defining territory and capacity planning.
• B2B Lead for Global RevOps: Act as the primary B2B representative on the global revenue operations team. Ensure all B2B activity and reporting align with broader Commercial and Financial frameworks.
• Alignment: Manage the technical and process connections between Sales, Marketing (Lead Gen/Attribution), and Service (Post-Sales Handoffs/Retention).
• Unified Reporting: Partner with other teams to guarantee a single, accurate view of B2B performance, bridging the gap between raw CRM activity and financial outcomes.
• Roadmap Management: Oversee the B2B sales technology roadmap. Ensure tools are selected and configured to support sales efficiency and outcomes rather than adding administrative burden.
• Systems Onboarding: Define and oversee the new hire onboarding and training curriculum development.
• Change Management: Lead the implementation of new tools and process changes, ensuring high adoption through clear documentation and training.
• Vendor Management: Serve as the primary owner for all B2B sales system vendor relationships (e.g., Salesforce), ensuring value and contract compliance.
• Process Optimization: Identify and remove friction points in the sales cycle that inhibit client lifecycle management, specifically focusing on the handoffs between Marketing to Sales and Sales to Service.
• Leadership: Serve on the Operations Leadership team, and manage the B2B CRM Administrator

Head of Revenue Operations

• Support day-to-day revenue operations activities across Sales, Marketing, and Customer Success
• Maintain and improve CRM data quality, reporting accuracy, and process consistency within Salesforce
• Build and maintain dashboards, reports, and recurring metrics used by Revenue Leadership and GTM teams
• Analyze pipeline health, sales activity, funnel conversion, renewals, and customer lifecycle trends to identify actionable insights
• Assist with forecasting processes and pipeline reviews by ensuring data integrity and reporting accuracy
• Support territory alignment, account assignments, and quota administration activities
• Help manage and optimize revenue systems and tools, including Salesforce and other GTM technologies
• Partner cross-functionally with Sales, Marketing, Customer Success, Finance, and Business Systems teams to support operational initiatives
• Document processes, workflows, and reporting standards to improve scalability and consistency
• Assist with deal desk administration, approvals, pricing support, and operational governance workflows
• Identify process improvement opportunities that reduce friction and improve efficiency across the revenue organization
• Support ad hoc analysis and executive reporting requests as business needs evolve

Revenue Operations Analyst

• Team Management: Leverage practical management experience to set realistic goals and allocate suitable resources to achieve them.
• Develop relationships with all leaders within Crescent, ownership groups, asset managers, operations, sales, digital, business development, and finance to create and execute yield-generating strategies, assess hotel offerings, and identify pricing opportunities.
• Work with area and corporate directors to maximize time spent with hotel teams to efficiently execute strategies.
• Engage the digital department to provide ideas and support for online distribution of strategies and creative assets for strategy optimization in the digital space.
• Identify weaknesses, develop solutions, implement corrective measures, and hold teams accountable to achieve desired outcomes.
• Metrics: Monitor performance and manage proper hotel metrics, including KPIs and index scorecards.
• Develop and execute initiatives that increase revenue and market share.
• Develop and utilize advanced analytical models that measure elasticity and yield.
• Assess pricing strategies for ancillary offerings and total hotel revenue.
• Effectively communicate company revenue management standards through property visits, remote auditing, training, and analysis of hotel revenue performance against established goals.
• Lead a team of revenue managers to drive property and regional performance, improve business processes, and manage high-profile strategic accounts.
• Train and coach property leaders on producing accurate revenue forecasts by market segment, including 30-, 60-, and 90-day forecasts on an ongoing basis.
• Lower distribution costs across all channels, including CRO, GDS, brand.com, and third-party channels.
• Leadership: Display leadership skills that inspire and encourage staff to deliver the highest standard of revenue strategy and management.
• Effectively promote revenue generation across departments that may not have direct revenue responsibility, building a culture of revenue focus throughout the organization.

Regional Director – Revenue Strategy

• Leverage practical management experience to set realistic goals and allocate suitable resources to achieve them.
• Develop relationships with all leaders within Crescent, ownership groups, asset managers, operations, sales, digital, business development, and finance to create and execute yield-generating strategies, assess hotel offerings, and identify pricing opportunities.
• Work with area and corporate directors to maximize time spent with hotel teams to efficiently execute strategies.
• Engage the digital department to provide ideas and support for online distribution of strategies and creative assets for strategy optimization in the digital space.
• Identify weaknesses, develop solutions, implement corrective measures, and hold teams accountable to achieve desired outcomes.
• Monitor performance and manage proper hotel metrics, including KPIs and index scorecards.
• Develop and execute initiatives that increase revenue and market share.
• Develop and utilize advanced analytical models that measure elasticity and yield.
• Assess pricing strategies for ancillary offerings and total hotel revenue.
• Effectively communicate company revenue management standards through property visits, remote auditing, training, and analysis of hotel revenue performance against established goals.
• Lead a team of revenue managers to drive property and regional performance, improve business processes, and manage high-profile strategic accounts.
• Train and coach property leaders on producing accurate revenue forecasts by market segment, including 30-, 60-, and 90-day forecasts on an ongoing basis.
• Lower distribution costs across all channels, including CRO, GDS, brand.com, and third-party channels.
• Display leadership skills that inspire and encourage staff to deliver the highest standard of revenue strategy and management.

• Perform complex analysis including analytical modeling
• Assess and quantify business impact of various efforts
• Develop automated reporting around key business drivers
• Utilize analytical tools such as SQL, Excel, Tableau, VBA, Python, Access, etc.
• Break down complex problems into digestible pieces; develop robust approach to solve
• Synthesize analytical findings to recommend, facilitate and drive strategic and/or process improvements within the revenue cycle
• Challenge status quo operations to identify transformative change
• Influence change and drive results through effective written and oral communication
• Interface and partner with leaders across multiple teams and/or external vendors and insurance companies
• Create and maintain project plans; prepare and lead project updates to key stakeholders
• Manage own resources and time in a way that aligns to priority & value of work

Senior Business Analyst, Revenue Operations

• Develops and delivers recurring insights that provide visibility into pipeline health, pursuit performance, customer trends, and revenue outlook
• Translates sales, marketing, and operational data into actionable analysis that informs leadership decisions on market focus, opportunity strategy, and customer growth
• Establishes and maintains key performance indicators (KPIs), dashboards, and reports to support visibility into pipeline coverage, hit rates, backlog, and revenue performance
• Identifies patterns, risks, and opportunities across regions, markets, and pursuits to support business planning and leadership discussions
• Partners with regional stakeholders to ensure pipeline and customer data accurately reflects activity, strategy, and opportunity positioning
• Collaborates with system administrators and analytics teams to define reporting requirements, enhance tools, and improve data accessibility and consistency
• Serves as a resource to cross-functional teams by sharing insights, supporting leadership reviews, and providing guidance to strengthen reporting and analytical practices

Senior Revenue Operations Analyst

• The VP serves as a strategic thought partner to hotel ownership and Crescent leadership—driving revenue growth, profitability, and market share while developing and mentoring a high-performing team of Area Directors of Revenue Strategy
• Leverage practical management experience to set realistic goals and allocate suitable resources to achieve them
• Develop relationships with all leaders within Crescent, ownership groups, asset managers, operations, sales, digital, business development, and finance to create and execute yield-generating strategies, assess hotel offerings, and identify pricing opportunities
• Engage the digital department to provide ideas and support for online distribution of strategies and creative assets for strategy optimization in the digital space
• Identify weaknesses, develop solutions, implement corrective measures, and hold teams accountable to achieve desired outcomes
• Monitor performance and manage proper hotel metrics, including KPIs and index scorecards
• Develop and utilize advanced analytical models that measure elasticity and yield
• Assess pricing strategies for ancillary offerings and total hotel revenue
• Effectively communicate company revenue management standards through property visits, remote auditing, training, and analysis of hotel revenue performance against established goals
• Train and coach property leaders on producing accurate revenue forecasts by market segment, including 30-, 60-, and 90-day forecasts on an ongoing basis
• Lower distribution costs across all channels, including CRO, GDS, brand.com, and third-party channels
• Display leadership skills that inspire and encourage staff to deliver the highest standard of revenue strategy and management.

Vice President of Revenue Strategy

• The VP serves as a strategic thought partner to hotel ownership and Crescent leadership—driving revenue growth, profitability, and market share while developing and mentoring a high-performing team of Area Directors of Revenue Strategy.
• Leverage practical management experience to set realistic goals and allocate suitable resources to achieve them.
• Develop relationships with all leaders within Crescent, ownership groups, asset managers, operations, sales, digital, business development, and finance to create and execute yield-generating strategies, assess hotel offerings, and identify pricing opportunities.
• Work with area and corporate directors to maximize time spent with hotel teams to efficiently execute strategies.
• Engage the digital department to provide ideas and support for online distribution of strategies and creative assets for strategy optimization in the digital space.
• Identify weaknesses, develop solutions, implement corrective measures, and hold teams accountable to achieve desired outcomes.
• Monitor performance and manage proper hotel metrics, including KPIs and index scorecards.
• Develop and execute initiatives that increase revenue and market share.
• Lead a team of revenue managers to drive property and regional performance, improve business processes, and manage high-profile strategic accounts.

• Own and continuously improve end‑to‑end revenue operations across Sales, Marketing, and Customer Success, ensuring alignment from lead to renewal
• Partner with Revenue Leadership to drive accurate forecasting, pipeline management, and performance visibility across new business and renewals
• Serve as a hands‑on owner of Casepoint’s revenue tech stack, including: Salesforce (CRM architecture, data quality, automation, reporting)
• Design and maintain executive‑ready dashboards and metrics that leaders rely on to make decisions
• Lead territory design, quota setting, and capacity planning in partnership with Sales Leadership
• Support deal execution through pricing, approvals, and deal desk workflows that balance speed with governance
• Analyze funnel performance, win/loss trends, sales cycle health, and customer lifecycle metrics to identify growth and efficiency opportunities
• Document and standardize processes so they scale with the business and reduce friction for GTM teams
• Collaborate closely with Finance to align bookings, renewals, and revenue reporting
• Coach and mentor operations teammates as the RevOps function continues to grow

Revenue Operations Manager

• Manage day-to-day Salesforce administration (users, fields, workflows, validation rules, etc.)
• Maintain data integrity and system reliability across the GTM stack
• Build and optimize workflows, automations, and processes
• Support pipeline management, forecasting, and reporting needs
• Partner with sales leadership to improve process efficiency and visibility
• Help translate business requirements into scalable system solutions
• Contribute to the design of scalable GTM systems and processes
• Evaluate and support integrations across the revenue tech stack
• Identify opportunities to improve data flow and operational efficiency
• Gradually take ownership of reporting, pipeline structure, and RevOps processes
• Evolve into a strategic partner to Sales and GTM leadership
• Transition from execution-focused work to system and strategy ownership

RevOps Administrator

• Build & Scale Enablement Programs: Design and implement structured onboarding, training, and development programs that demonstrably reduce ramp time and increase new hire productivity, with clear measurement of ROI beyond the revenue organization into the broader organization
• Collaboration & Partnership: Drive strategic alignment and cross-functional solutioning by partnering with marketing, supply chain, and sales leadership to elevate customer-facing roles through positioning, product knowledge, and fulfillment expertise.
• Global Solutioning: Create a unified approach to enablement that addresses regional and segment-specific needs while maintaining global consistency and scalability.
• Process & Tools Optimization: Serve as thought leaders by bringing new and innovative sales processes, methodologies, and tools (e.g., Salesforce, Seismic, Gong, etc.) to increase productivity and win rates, and leveraging existing resources in new ways.
• Performance Insights: Define and track key productivity metrics (e.g., ramp time, quota attainment, close rates, deal size, win rates) and implement data-driven improvements to consistently exceed targets.
• Leadership & Collaboration: Lead a global enablement team; coach and develop direct reports while fostering a culture of continuous learning.
• Partner directly with sales leaders to develop and implement coaching frameworks that drive measurable improvements in rep performance and accelerate the path to quota attainment.
• Process and Tools: Identify and eliminate productivity barriers through the optimization of sales processes, playbooks, and tools that increase selling time and improve conversion at each pipeline stage.
• Aligning Messaging Across Teams: Ensuring that sales teams are armed with consistent and effective messaging that aligns with product marketing.
• Other duties/responsibilities as necessary.

Director of Revenue Enablement

• Serve as our go-to CRM (HubSpot) expert, responsible for developing and leading a CRM strategy that empowers sales & marketing to meet and exceed organizational objectives.
• Develop and implement processes to strategically source leads/prospects for sales engagement and effectively allocates to individuals across the sales team.
• Providing continuous training and support to HubSpot users.
• Develop and maintain dashboards and custom reports to track sales & marketing KPI’s.
• Support revenue operations by streamlining and optimizing sales and marketing processes.
• Analyze sales performance data to identify trends, gaps, and areas for improvement.
• Design, build, and optimize automated workflows and other process improvements to streamline marketing & sales operations.
• Ensure seamless data flow between HubSpot and integrated platforms.
• Support the development and implementation of Rev Ops strategies and tactics beyond sales and marketing with the goal of optimizing revenue through operational improvements.

• Build AI-driven revenue systems that capture, qualify, and convert inbound demand into measurable revenue
• Design self-service and e-commerce experiences using AI to guide customers from interest to purchase
• Automate and augment sales workflows, reducing manual effort and accelerating deal velocity
• Develop multi-channel engagement systems across email, SMS, and web that adapt to user behavior in real time
• Own measurement and optimization, using data and AI to continuously improve conversion and funnel performance
• Partner cross-functionally with Growth, Sales, and RevOps to build scalable, production-ready systems

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