Revenue Operations Leader: Strategy, Forecasting & Insights

Embarcadero Technologies; Houston (TX); Presencial; USD 180 000 - 280 000; Tempo integral

Resumo da oferta

Idera, Inc. in Houston seeks a Director, Revenue Operations to own the technology, processes, data, and reporting that enable Marketing, Sales, Channel, and Support to operate efficiently while guiding quota, compensation planning, and pricing decisions.

The role partners with leadership to analyze pipeline health, forecast accuracy, and customer trends, translating data into actionable recommendations and shaping governance, systems, and scalable processes for revenue growth.

Responsabilidades

• Serve as a strategic partner to Sales, Marketing, Support, Finance, and executive leadership,providing data-driven insights and recommendations that drive revenue growth and operationalefficiency.
• Analyze revenue and customer data to identify trends, opportunities, risks, and performance gapsby segment, geography, product, source, and sales representative.
• Build and maintain dashboards covering pipeline generation and coverage, conversion rates, salesvelocity, win/loss, bookings, retention, expansion, and forecast performance.
• Define and monitor KPIs aligned with company objectives; analyze performance against targetsand identify the drivers of over- or under-performance.
• Partner with Sales and Marketing leadership to analyze funnel performance and improveconversion, velocity, and revenue efficiency.
• Conduct ad hoc analysis and modeling to answer key business questions and support planningand strategic decisions.
• Own and continuously improve the revenue forecasting process, ensuring forecasts are accurate,consistent, and grounded in reliable data.
• Analyze pipeline health, coverage, aging, velocity, and stage progression to flag stalled or at-riskopportunities and risks to revenue targets.
• Partner with Sales leadership to understand forecast gaps and develop actionable plans to closethem.
• Analyze channel, partner, and distributor performance, including partner-sourced pipeline,partner productivity, and distributor sell-through, and recommend actions to grow the partnerecosystem.
• Lead annual and quarterly quota setting, territory design, and sales capacity planning, alignedwith the fiscal-year planning calendar.
• Model, design, and administer sales compensation plans in partnership with Finance and HR,including analysis of plan cost, attainment distribution, and ramp policies for new hires.
• Support pricing and packaging decisions with analysis of deal size, discounting, win rates, andcompetitive positioning.
• Analyze product and license usage data (e.g., migration volumes and license utilization) toidentify expansion, renewal, and churn signals.
• Own the revenue technology roadmap and direct the administration of Salesforce.com and otherrevenue platforms (Marketo, Outreach, Microsoft Power BI, Zendesk), working hands-on whereneeded while delegating day-to-day administration.
• Lead the design and implementation of new features, functionality, and processes; providetechnical options and estimates for change requests.
• Evaluate, deploy, and support technology solutions and integrations that improve productivity,data quality, and reporting.
• Ensure systems capture the data needed for reporting, analysis, and forecasting, and documentplatform best practices to maintain data integrity.
• Partner with Marketing, Sales, and Support Operations to deliver scalable solutions.
• Identify opportunities to streamline revenue processes, eliminate inefficiencies, and automatemanual workflows.
• Establish standardized definitions, methodologies, and data governance practices so revenue datais accurate, consistent, and reliable.
• Lead cross-functional initiatives that improve revenue productivity, efficiency, and scalability.
• Lead, mentor, and develop the Revenue Operations team, which initially includesSalesforce/systems administration support, and shape the team’s structure and skill mix as thefunction grows, setting priorities aligned with company and revenue objectives.
• Regularly present revenue performance, trends, risks, and opportunities to senior leadership.
• Act as a trusted advisor, translating data into clear recommendations for technical and non-technical audiences.
• Balance multiple strategic initiatives with immediate business needs.

Descrição da oferta de emprego

Idera, Inc. in Houston seeks a Director, Revenue Operations to own the technology, processes, data, and reporting that enable Marketing, Sales, Channel, and Support to operate efficiently while guiding quota, compensation planning, and pricing decisions.

The role partners with leadership to analyze pipeline health, forecast accuracy, and customer trends, translating data into actionable recommendations and shaping governance, systems, and scalable processes for revenue growth.