Revenue Operations Lead - USA (EST)

at  ArangoDB

SKILLS AND EXPERIENCE

• Bachelor’s degree in business, finance, or a related field; MBA preferred.
• 7+ years of experience in revenue operations, sales management, or a related role in a high-growth, technology company.
• Proficiency in Salesforce, data analysis tools (e.g., SQL, Excel), and CRM/revenue management software.
• Strong analytical and problem-solving skills with attention to detail.
• Proven experience in building and managing territories, comp plans, and setting quotas.
• Exceptional project management skills, with a track record of leading cross-functional initiatives.
• Strong communication skills and executive presence.
• Ability to thrive in ambiguity, operate autonomously and manage multiple projects simultaneously.
• An understanding of AI applications and their value to customers is a plus.

ABOUT THE ROLE:

The Revenue Operations Lead will play a critical role in driving efficiency, alignment, and growth across ArangoDB’s sales, marketing, and customer success teams. This position serves as the operational backbone for our revenue-generating functions, optimizing processes, systems, and insights to accelerate performance and strategic decision-making.

KEY RESPONSIBILITIES

• Strategy Development:
• Develop and implement a revenue operations strategy aligned with ArangoDB’s goals and objectives.
• Identify and execute initiatives to maximize revenue generation, improve customer satisfaction, and streamline operational processes.
• Process Optimization:
• Design and enhance foundational processes for the customer lifecycle, including lead creation, scoring, and routing; sales pipeline management; closed deal management; and customer success and services delivery.
• Implement best practices for sales forecasting, pipeline management, and territory design.
• Lead strategic projects to improve efficiency and effectiveness across the revenue organization.
• Performance Metrics and Analytics:
• Define and maintain key performance indicators (KPIs) for revenue operations, sales, marketing, and customer success.
• Develop and maintain dashboards to track KPIs, providing actionable insights and data-driven recommendations to stakeholders and leadership.
• Conduct strategic analyses to identify trends, optimize processes, and inform decision-making.
• Data and Technology Management:
• Oversee the collection, analysis, and accuracy of sales data and KPIs, ensuring data-driven insights guide strategies.
• Evaluate, implement, and manage tools and technologies such as CRM systems and marketing automation platforms to support revenue operations.
• Cross-Functional Collaboration:
• Partner with sales, marketing, customer success, technical, and finance teams to ensure alignment and drive revenue growth.
• Serve as a liaison between departments to foster communication, collaboration, and operational synergy.
• Sales Enablement and Support:
• Design and manage territory and quota allocations to optimize sales performance.
• Provide tools, training, and resources to empower sales teams to close deals effectively.
• Collaborate with sales leadership to align operational processes with business objectives.
• Reporting and Insights:
• Create and present detailed reports on revenue performance, forecasting, and market trends to senior leadership.
• Monitor market trends and competitor strategies to identify opportunities and risks.
• Change Management:
• Lead and facilitate change initiatives to enhance efficiency and revenue growth.
• Drive adoption of new processes, tools, and strategies across the organization.
• Any other tasks assigned by the manager