Director, Revenue Operations

Job Details
Job Location:    Nationwide Remote - Remote, CA
Salary Range:    $ $ Salary/year

DescriptionCARET brings the latest in technology and automation to over 10,000 legal and accounting firms, empowering highly skilled professionals to refocus their expertise on what truly matters. CARET harnesses powerful and secure practice management, document automation, and payment processing to take firms, professionals, and their clients further.

Our team-defined values guide how we show up for each other, for our partners, and for our customers:

• We succeed together
• We embrace progress
• We care big
• We create space

To join our remote-first, engage from anywhere team, visit

We are looking for a dynamic and detail oriented Director, Revenue Operations.  This role will be a strategic partner to the sales, marketing, and customer success teams, working as a business partner to the SVP, Sales, SVP, Marketing, and Chief Operating Officer.  Working collaboratively with senior leaders, the Director, Revenue Operations will establish and maintain go to market processes which drive pipeline generation and bookings growth.  The Director, Revenue Operations must be a highly analytical and data driven leader who transitions seamlessly between a strategic and hands on/tactical mindset.  Reporting directly to the CFO, this role will join our growing team and play a pivotal role in scaling our go to market processes, optimizing performance, and driving growth.

Responsibilities:

Go to Market Strategy & Alignment:

•    Ensure that sales, marketing, and customer success teams work together effectively to optimize revenue generation processes.  This includes streamlining operations, improving forecasting accuracy, and enhancing pipeline performance.  

•    Support leadership in aligning the organizational structure, territory design, compensation plans, and targets with business objectives.

Pipeline Quality and Coverage:

•    Own pipeline quality: Establish and maintain pipeline conversion and stage exit criteria, as well as the closed lost motion based on opportunity aging and buying decision making team engagement

•    Manage pipeline coverage ratios: Proactively manage rolling quarterly pipeline coverage gaps by working cross functionally to diversify lead generation channels and to identify target prospects within an ICP for new logo, expansion, and migration sales

Deal Desk:

•    Partner with the sales team on large and/or unique opportunities, ensuring timely cross functional engagement and alignment

Data Driven Decision Making (Reporting & Forecasting):

•    Develop and leverage data analytics to inform business decisions, optimize sales strategies, and ensure the organization meets its revenue targets.  Collaborate closely with the finance team to align reporting and forecasts with company goals.

•    Lead sales and marketing forecasting efforts by analyzing leads and pipeline data, sales cycles, and trends.

•    Provide regular leads, bookings, and sales KPI reporting to stakeholders, highlighting opportunities for improvement and growth.

Go to Market Process Optimization:

•    Design and implement scalable go to market processes and workflows that enhance productivity and efficiency.

Compensation & Quota Management:

•    Own compensation plan development and updates, ensuring plans align with team and company goals.

Tools & Technology:

•    Partner closely with the business systems team to optimize the go to market tech stack (salesforce, HubSpot, etc.).  Identify opportunities to simplify go to market software tools and integrations

Requirements

•    Minimum of 8-12 years of experience in B2B SaaS revenue operations

•    Proven ability to partner with go to market leadership as a thought partner

•    Deep understanding of sales KPIs, compensation models, and go-to-market strategies

•    Advanced proficiency in data analysis and forecasting

•    Enthusiasm for being both strategic and hands on

•    Highly proficient with Excel and salesforce

•    Excellent communication, interpersonal, and problem-solving skills

•    Bachelor's degree in Business, Marketing, or related field. MBA or advanced degree preferred

 

Benefits

• Flexible PTO
• Paid Parental Leave
• Summer Fridays
• Medical, Dental, Paid Sick Days, Vision, and Supplemental Coverage
• Flexible Spending Account
• Health Savings Account
• 401(k) match

Equal Employment Opportunity: CARET is an Equal Opportunity, Affirmative Action Employer.

The compensation information below is provided in compliance with job posting disclosure requirements.

Pay range: $160,000 - $180,000. Actual base pay will depend on varying circumstances, including the position, location, individual qualifications, market finances, and other operations business needs.

Depending on the position, compensation may also include commission, bonuses, etc. Potential for bonuses is based on company performance and potential for merit increases is based on performance.

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Qualifications

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