Revenue Operations at Affinity provides the sales organization with the support to drive front-line sales teams to sell better, faster, and more efficiently. Partnering with sales and business leaders, the Director, Revenue Operations will develop and execute impactful, data-driven solutions for transforming the sales process to drive business results. Often viewed as the “Chief of Staff and Advisor” to the head of sales, this role will play a critical role in the company’s growth strategy and will report directly to the VP of Sales. Areas of focus include sales operating plan, reporting, approvals, contract support, territory management, design, comp plan, and incentive design, owns forecast & sales process enforcement.
What you'll be doing:
Create infrastructure and processes in Salesforce and across the current tech stack to build a scalable, repeatable, data-driven sales machine.
Own the end-to-end process of tracking and analyzing the sales funnel from lead to customer and delivering regular insights to the business.
Define pipeline targets and track progress to goal, identifying areas of strength/weakness and propose solutions to ensure pipeline coverage goals are met.
Drive strategy around achieving predictable revenue.
Connect tools and systems (CRM, marketing automation, scheduling, enrichment, etc).
Build forecasts and models for various initiatives.
Analyze data to inform sales targets, quotas, incentives, territories, and commission structures.
Create dashboards and reports for the customer journey (pre and post-sales).
KPI’s: Revenue, Sales velocity, Productivity, Predictable growth.
7+ years of experience leading Revenue Operations or Sales Operations for high-growth B2B SaaS.
3+ years team management or leadership experience - hiring, coaching, and evaluating a team of direct reports.
Proven track record of building infrastructure for high-performing SaaS revenue teams.
Strong analytical and conceptual problem-solving abilities.
Able to work with a high degree of autonomy, particularly within a global setting.
Exceptionally strong communication skills with experience effectively communicating with senior management.
Familiarity and comfort with executive sales strategies & processes, sales. systems/related tools (Salesforce.com), and reporting.
Proficiency in Google Sheets and Microsoft Excel.
You are data-driven, articulative, affable, curious, and assertive.
Affinity is all about innovation. Our technology ingests, analyzes, structures, and enriches millions of data points across a team’s digital communications to offer the insights needed to grow their most valuable relationships and discover untapped opportunities. This enables the companies we serve (over 1000 and growing!) to unlock introductions, manage their deal flow, and get automated, unique insights into the opportunities in their network. While capturing nearly 40% of the global venture capital market, and expanding into other financial services and relationship-driven industries, we have facilitated millions of introductions and processed billions of communications.
We have raised over $40M and are backed by some of Silicon Valley’s best firms. We have hubs in both San Francisco and Toronto and are a remote-friendly company. We care personally about our employees and want individuals to work in an environment that sets them up to thrive.
Since day one, our top priority has been investing in our people and our culture. We've been certified by Great Places to Work with a 98% approval rating and have been named a top workplace by Inc., Fortune, and more.
The more diverse our team is, the more we’ll learn from each other, and the better our company and our product will be. Whatever your gender, race, sexual orientation, religion, age, veteran status, favorite Spotify playlist, social, cultural, or economic background, we can’t wait to welcome you to Affinity!
Job Type: Full-time