Revenue Operations Manager

at  Xceptor

ABOUT XCEPTOR

Data is at the heart of everything we do: Xceptor has been designed around data manipulation in its broadest sense. We source data from wherever it flows. We curate, normalise, validate, repair, and enrich that data so it reaches its destination in a reliable and consistent format. Data coming out of Xceptor is data our clients can trust.
We are recognised as an expert in the Financial Services vertical, which strongly aligns with Business Users in Middle and Back-Office teams. We enable these users to solve their data challenges by themselves, rather than through a technology-led project.
Our People are subject matter experts. We understand our client’s challenges and we’ve got the experience and knowledge to solve them. Our talented team has a deep understanding of the unique challenges of the industry - we can empathise, engage, and speak the same language as our clients.
Our Vision is to be the leading platform for automating data flows.
Our Mission is to empower business users within Financial Institutions to build automated processes that deliver trusted data.
Our Values were created by our people, and speak to both who we are, and who we aspire to be. Ambition is in our DNA, and we embrace any opportunities ahead. Our curiosity and desire to grow drives us to learn from our customers and those around us. Our people are empowered, accountable, and deliver. We pull together, step up and focus on outcomes. The brilliance of our people makes a positive difference.

REQUIRED EDUCATION & EXPERIENCE

• Minimum of 4 years of experience in Sales/Revenue operations, planning or sales support management role
• Strong written and verbal communication skills, with a track record of presenting to senior management
• Highly organized, ability to multi-task, and efficient in ambiguous situations
• Expertise on sales automation, enablement tools and CRM systems
• Strong analytical skills with ability to analyse complex information and data and translate into actionable deliverables, strategies, and presentations
• Experience in early-stage environments with processes that require optimisation
• Self-starter, sense of urgency mentality, motivated to succeed in a collaborative and fast paced environment.
• Strategic thinker, with quantitative and qualitative problem-solving ability
• Experience with marketing operations including automation platforms and analytics tools
• Proficient in MS Office
• Experience with business intelligence tools including salesforce analytics and PowerBI

THE ROLE

The Manager, Revenue Operations will be responsible for leading and optimizing the Revenue Operations function across the organization. This includes supporting and enabling the GTM Revenue organization to achieve revenue growth targets. You will be responsible for optimizing current solutions and tools, building and automating new processes, and driving the go-to market sales strategy. You will drive sales processes, analytics, programs, and technology implementations that accelerate operational scale and the overall growth strategy.

KEY RESPONSIBILITIES

• Provide revenue operations support and leadership to the Revenue organisation/leaders and implement revenue organization objectives that appropriately reflect the firm’s business goals.
• Facilitate successful implementation of new programs through the Revenue organization by ensuring a well-defined, efficient sales process is in place. Foster an organization of continuous process improvement.
• Provide leadership support to regional heads of sales and sales engineering in achieving growth strategy initiatives and growth targets.
• Maintain a process weekly, monthly and quarterly reporting and KPIs. Develop new reporting tools as needed and provide insight on data compiled
• Partner with sales and marketing leadership to refine lead qualification process, analyse and report on campaign performance with reporting and dashboards
• Partner with sales leadership to enhance sales productivity by identifying opportunities for sales enablement & process improvement
• Work closely with senior Revenue leadership to define the optimal performance management programs required to ensure Revenue organisation success
• Evaluate and make recommendations for sales coverage models or team configurations to maximize sales productivity
• Creates content for QBRs, firm presentations and monthly board reporting package
• Monitor and analyze KPI trends including pipeline management, account development, forecast, conversion rates, sales cycle, and quota attainment
• Training and onboarding of the Revenue organization
• Refine customer segmentation and territory allocation and works with leadership team to enhance key account management function
• Work with leadership team to design, optimize, and maintain sales incentive compensation programs that reinforce Revenue organization strategy and align with business and Revenue organisation objectives.
• Oversee sales compensation plan administration. Establish sales compensation program rules, policies, and procedures.
• Create and maintain sales department policies, procedures, training docs, and sales-related resource material
• Ensure the thorough implementation of Revenue organisation-impacting initiatives including quotas and performance objectives.