Revenue Ops Manager | Scrabble
Posted on September 6, 2023
Job Description
1. Talking to the entire CRO organization and ensuring deals are moving across stages.
Highlight if deals are not moving for the last 30 days.
There will be different kinds of pipelines - Geography led, product led pipelines.
Different types of deals - tactical, strategic, $50k - $mn deals. The entire pipeline needs to be reviewed and qualitatively summarized. At any point, this person will have a $20mn-$60mn deal pipeline. Sales pipeline calls happen every week.
Highlight if deals are not moving for the last 30 days.
There will be different kinds of pipelines - Geography led, product led pipelines.
Different types of deals - tactical, strategic, $50k - $mn deals. The entire pipeline needs to be reviewed and qualitatively summarized. At any point, this person will have a $20mn-$60mn deal pipeline. Sales pipeline calls happen every week.
2. All pre sales, sales folks get commissions.
Based on what stage the deal is at, we need to make a commission statementWell versed with the commission plan. communicate to each and every GTM person on what the commission is - working closely with HR and Finance people to disburse these commissions. VERY WELL VERSED WITH SALESFORCE. He/she will be the go-to spoc for all commission related queries.Need someone assertive - smart enough to not get swayed away by sales people
3. There is a 200 member services org - has to be billable. We sign a lot of projects - project wise profitability has to be created. Project reporting has to be there.
For example We signed a $30k project but our internal cost was $30k so we didn't make any money - Someone needs to highlight facts like these.
Right now delivery folks are working on these projects. At the moment, people are playing a passing the parcel game and not taking ownership.
For example We signed a $30k project but our internal cost was $30k so we didn't make any money - Someone needs to highlight facts like these.
Right now delivery folks are working on these projects. At the moment, people are playing a passing the parcel game and not taking ownership.
Need someone who can own this piece. How are you recording time, how are you projecting, what's the true P&L.
Right now delivery folks can't be countered. Acumen of finance and numbers is needed.
Right now delivery folks can't be countered. Acumen of finance and numbers is needed.
4. WE are responding to RFPs today. One should know standard responses, discipline into org what's the standard way to respond to RFP - someone who has worked in a product company or services comp. Be on top of the communication. Structured, time driven,
5. Training sales folks.
6. Standard SAAS matrix, CaC, Customer retention score, SCNA cost as a percentage of sales, RPU,Be well versed with these.
What's in it for the candidate: Work with the CEO, be aspirational and get a 360 degree view of the ops role.
Must have skills: Thorough working knowledge of SalesForce. Strong on numbers with an analytical bent of mind. Highly ownership driven, high on energy candidate. B2B tech or services background preferred.
Minimum 3 years of relevant experience. Budget : Close to 24-25 LPA All fixed