Director Of Revenue Operations

About Writer
AI your people will love. That's our vision, and it contains multitudes :-)
AI
your people
will love.
We're filling a big need for generative AI built ground-up for the needs of enterprises and embraced by their teams. As generative AI became a board-level initiative almost overnight for most enterprises, our market matured dramatically and we benefit from that tailwind. Our product is highly differentiated, our roadmap is transformative, and our customers are happy and vocal.
About this role
We are looking for an execution-oriented leader to help us own and scale our revenue operations as we look to rapidly build our sales and CS departments. You'll operate as the primary strategic and operational partner to our sales and CS leaders, helping them build a repeatable GTM motion that helps accelerate revenue growth.
You'll be managing a team of full-time employees and contractors that'll help you execute the day-to-day activities. However, you'll still need to roll up your sleeves and do the work. You'll work alongside a manager who's built all of the initial infrastructure, who can help you onboard, and provide context on current state, and can work alongside you in the trenches.
Lastly, our ideal candidate is comfortable relying on unconventional ways to scale out an ops team, right-sized for 2024 SaaS operating efficiency expectations. You'll rely on automation, AI, systems, documentation, contractors, and high-performance teams to do 3x more than other comparable revenue ops orgs. It'll be challenging, but you'll be pioneering the future state of revenue operations in SaaS.
What's in it for you
It's an incredibly dynamic role - you'll jump from highly stimulating topics that span high-level GTM strategy, roadmaps, and execution plans. You'll lead key projects that are directly tied to impact.
You'll work on a team that gives you a high degree of autonomy, trusts your intuition, and invests in your growth. We're action and impact oriented. We value high-quality execution and strive to create a working environment that allows you to move fast and learn.
You'll work with a manager who also "shovels dirt" and rolls up their sleeves to get work done; they'll have "done it before" and so will have a deeper empathy for your day-to-day. Your manager will also provide context and visibility, allowing you to build deeper relationships and intuition that'll help you scale out your impact.
For someone self-motivated and with a problem-solving mindset, you'll find a greenfield opportunity. You'll own and scale out a revenue operations function that's one of the best in SaaS. There'll be opportunities to build horizontally through cross-functional initiatives as well as vertically as you become a trusted advisor across revenue leadership.
Tech stack
We rely heavily on Salesforce as our source of truth. These are some of the tools we use across teams:
Marketing: Hubspot, 6Sense, Leandata
Sales: Apollo, LinkedIn, RevOps, Gong, CaptivateIQ
Customer success: Vitally, Matik, Amplitude
Your responsibilities

• Forecast: Work with the sales leadership team to integrate deal reviews with top-line revenue forecasts. Standardize definitions and align it with our sales process and methodology.
• Reporting: Build reporting and dashboards that create clarity for the rest of the organization, primarily within Salesforce or our BI tool. Reporting requests can span from ad-hoc reporting for sales reps, to board-level reporting.
• Territories: Create a territory-carving process, using technology, and sync it with hiring projections, GTM strategy, and marketing/SDR pipeline initiatives. Create alignment with all GTM functions on which territories and accounts to tackle.
• Standardization: Work with sales/CS leadership to build the "perfect process" for how to handle consistently recurring activities - opportunity management, renewals, upsells, deal reviews, etc.
• Sales Policy: Build policies that create a win-win for sellers and Writer. Make it easy to understand, logical, and fair.
• Sales & CS Technology: Own the roadmap for our tech. Ensure healthy adoption and design processes that enable sellers instead of gating them. Automate as much as possible so our customer-facing teams can spend more time creating customer value and less time on administrative tasks.
• Data Hygiene: Create rules, governance, policies, and procedures that ensure we can trust the data we see. Quickly resolve any issues related to data so that we can preserve our right to move fast using analytics.
• Commissions: Work with sales leadership and finance to design commission plans that incentivize the right behaviors for our customer-facing teams. Administer, track, and close out recurring commission cycles in a timely fashion
• Deal Desk: You'll manage a deal desk team that helps with quote-to-cash processes as well as help with deal/pricing structures for our prospects and customers
• Automation: You're constantly identifying bottlenecks and inefficiencies and looking for ways to untangle them.

Metrics you'll review and/or be accountable for

• Sales productivity
• Revenue & pipeline forecasts
• Sales velocity
• Sales capacity
• Renewal rates and adoption

☆ Is this you?

• 8+ years of experience working in a Saas operations role, preferably an enterprise sales operations org
• A working understanding of how to build sales territories, capacity models, and commission plans. A bonus if you've built them yourself.
• High Salesforce proficiency - not developer level but a power admin
• High Google sheets/Excel proficiency - you'll need to be able to do lookups, pivots, index/match, build driver/assumption based models, etc.
• Strong project management and process mapping skills - ability to distill complex situations into concrete actionable steps
• Strong working knowledge of how to use a BI tool, navigate data schemas, and work with our data leader to get the right insights
• A swiss-army knife that can bounce between a variety of topics (territories, commissions, tech stack, forecasts, etc) and quickly ramp up using first principles thinking.
• Experience using cutting-edge SaaS GTM technology that's similar to our stack
• Thrives in ambiguity and can create paved roads from dirt paths

AND

• High intellectual curiosity and a proclivity to lean into a new subject matter
• A trusted advisor and partner for all levels of the organization
• Intrinsically motivated: you set the highest possible bar for what you build and ship
• An eye for spotting an opportunity, intuition for determining which ones to prioritize, and courage to follow through
• Possesses humility - no work is too trivial if it's impactful
• Resilient and open to honest (and kind) feedback; tough skin
• Self-aware and committed to learning the why for both successes and failures
• Proactive communication skills, both sync and async
• Experience managing and building relationships across multiple departments and stakeholder levels
• A natural affinity to our values of connect, challenge, own

Curious to learn more about who we are and how we operate? Visit us here
Benefits

• We don't spend frivolously, but we do take care of our own. Besides smart, sincere colleagues and a vibrant work environment, we are proud to offer:
• Employer-covered medical plans, dental, vision, and life insurance
• FSA
• Competitive parental leave policy (parents actually work here!)
• Generous PTO
• Company stock options
• 401k plan with employer matching
• Flexible schedules

Writer is an equal opportunity employer and is committed to diversity. We don't make hiring or employment decisions based on race, color, religion, creed, gender, national origin, age, disability, veteran status, marital status, pregnancy, sex, gender expression or identity, sexual orientation, citizenship, or any other basis protected by applicable local, state or federal law. Under the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.