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Revenue Operations Director
2 months ago
Director of Commercial Growth
Hybrid Role
Established in 2003, Focus Group is a leading provider of digital workplace solutions to around 30,000 SME customers. Our recent investment will support Focus Group's organic growth plan, M&A ambitions, and product development initiatives, enhancing its ability to deliver innovative solutions for the UK SME sector.
Role Overview:
- Develop and implement strategies to optimize revenue operations across all channels.
- Align and coordinate with sales, marketing, and customer success teams to increase efficiency and effectiveness.
- Oversee and manage all commercial operations, including pricing, contract development, and deal desk functions.
- Use data analysis to drive decision-making, forecasting, and business planning.
- Implement and manage technology platforms and tools for revenue and commercial operations.
- Lead and deliver the value creation plan in partnership with the investor value creation team.
- Work closely with the business operations team to integrate new acquisitions.
Key Responsibilities:
- Set and enroll the commercial team in the 3-5 year, annual, and quarterly commercial performance ambition and operating plans.
- Develop and maintain performance insight and communications, and cross-functional performance governance.
- Enable and engage the commercial team to deliver long and shorter-term targets efficiently.
- Maintain a commercial tech stack and accurate commercial data supporting commercial process and performance insight.
- Build the commercial support teams/channels supporting efficient delivery of operating plans.
Success Criteria/Metrics:
- Predictable Pipeline & Accurate Forecasts: Ensure commercial teams and leadership get the right insight to allocate resources strategically, spot investment and opportunities at risk early, shorten sales cycles, and close more gross profit.
- Unified Experience: Bring together people, processes, and technology to create seamless experiences for customers and the team. Drive high customer impact and satisfaction and employee engagement.
- Go-To-Market & Focus Alignment: Align sales, marketing, and customer team planning, rhythm of business, and performance management to eliminate inefficiencies.
- Give CRO Space to Lead and Grow: The Director of Commercial Growth should undertake responsibilities related to growth planning, revenue quality, and operational efficiency. This will ensure the Chief Revenue Officer has peace of mind, freeing them up to focus on strategy/M&A, sustaining a winning culture, developing a succession plan, and board and investor engagement.
Required Competencies:
- Practical Strategic Planning
- Leadership & Cross-Functional Alignment
- Communication & Executive Collaboration
- Analytical & Problem-Solving Skills
- Customer-Centric Approach
- Team Builder
- Data-Driven
Required Experience:
Must Have:
- Previous experience in a similar role within a PE-backed company.
- Proven track record of scaling a sales or revenue operations function within a recurring revenue business.
- Experience with CRM and sales technology platforms.
- Experience leading and delivering value creation plans in partnership with investor value creation teams.
- Significant experience working with large data sets and collaborating with data teams/engineers.
Should Have:
- Experience running cross-functional business reviews.
- Knowledge of sales methodologies and processes specific to the tech sector.
- Integrating revenue functions of add-on acquisitions.
Could Have:
- Experience in the IT/telecoms sector.
Benefits
At Focus Group, we strive to create an inclusive, collaborative, and rewarding environment where you can thrive and make a real impact on our business.
We're proud to have built a workplace where people are recognized for their achievements and feel a true sense of belonging. We're committed to culture and ESG, and we're delighted to have been named one of the UK's best 100 Companies to Work for 2021 and a British Private Equity & Venture Capital Association (BVCA) 2023 Vision Award Winner for London & South East.
