Revenue Operations Manager

Job Introduction

At ARCOS we are making a difference in the lives of local communities every day, especially during emergencies such as weather (storms) and rebuilding the old infrastructure of utilities in the United States.   

ARCOS is the leader in delivering SaaS solutions for managing resources, ensuring accurate, compliant shift scheduling and automatic planning for all types of events. The ARCOS solution reports on the up to-the-minute location and status of equipment and crews via mobile workforce management technology for utilities and other critical infrastructure, like airlines, manufacturers, and industrial facilities. The ARCOS platform helps organizations save time and money, while improving customer satisfaction and the efficiency, safety, and accuracy of operations.

 

Job Description

COMPANY CULTURE

At ARCOS, we believe in fostering a culture of ownership, accountability, and teamwork. We value the collective strength of our team and understand that our success results from our collaborative efforts. We're not just looking for employees; we're seeking partners in our mission. If you take pride in your work, are always eager to learn and grow, and believe in the power of teamwork, we want you on our team.

The Manager, Revenue Operations will oversee a highly visible and important function to consistently improve the effectiveness and competitiveness of the ARCOS Sales function. Reporting to the Director, FP&A and Business Operations, with influence, collaboration and visibility at the C-level, this position will directly drive improved productivity of the Sales team by equipping them to have effective and compelling customer interactions.

The Manager, Revenue Operations will play an important role in developing sales inspection, dashboards, analytics, trends, and insights to enable and drive the right sales and business behaviors, results, and shape future strategy and execution. The person will manage sales systems, including Salesforce & Clari, and will be responsible for all sales pipeline analytics, sales forecasting, pipeline management, sales data management, analysis. This role will partner with functional leaders in Sales, Finance, Marketing, Customer Success, and Product, and actively collaborate in the definition, management and execution of the sales methodology and engagement models, to improve revenue processes, planning, accuracy and performance. This role has one direct report, the Business Operations Analyst.

 

About the Job 

• Collaborate with sales leadership and FP&A to provide forecasting, analytics, and planning to deliver predicable sales results.
• Establish a repeatable and highly engaging Sales/Business cadence to provide a consistent and singular view into what is working and not working from a Sales perspective.
• Partner with sales leadership to measure the success of sales and performance programs to achieve sales and business goals.
• Evaluate regional territories, account assignments, lead generation, performance goals and compensation plans, and adjust to align with revenue goals
• Champion a collaborative and inclusive relationship with Customer Success, Product Management, Product Marketing and G&A partners
• Acts as a liaison within the business to document, refine and optimize business processes impacting sales.
• Develop real-time reporting & analysis from our systems of record to continuously monitor sales team performance, including Board level and Management team reporting.
• Partner with Account Executives, Sales Engineers and Sales Managers to ensure their best practices are understood and are consistently adopted.
• Identify areas of opportunity to streamline SFDC (i.e., stage gate requirements and progression, building out products/SKU’s, simplifying opportunity details/required fields, capturing activity and next steps, etc.)
• Deliver coaching and training sessions to the sales teams to reinforce SFDC hygiene, planning and engagement process adherence and adoption, and up level Enterprise value-based selling best practices.
• Work with sales leadership to create engaging Quarterly Business Reviews, yearly Sales Kick-Off Events, & Training Sessions.

QUALIFICATIONS, REQUIREMENTS AND SKILLS

• 3+ years of direct experience in Revenue Operations with analytics responsibilities.
• 1+ years in a sales operations leadership role, preferably in an enterprise software company.
• Bachelor’s degree in related field, or equivalent work experience.
• 2+ years Salesforce.com (SFDC) operational experience with a strong understanding of core functionality, configuration, and user requirements.
• Experience working in data analytics is a plus.
• Must be able to work with sensitive, confidential information.
• Proactive, highly motivated, and results oriented.
• Enjoys working with people, understanding their needs, and solving their problems.
• Advanced proficiency in Microsoft products.
• Strong communication, documentation, organization, and training skills.
• Excellent time and project management skills.
• Ability to effectively communicate with both technical and non-technical audiences.
• Strong organizational skills, as well as the ability to meet deadlines and follow instructions.
• Professional demeanor and team player.

BENEFITS

You will be eligible to participate in ARCOS health benefits to include (100% employer-paid dental and vision premiums for single coverage), 401(k) with company match, generous PTO plan, Summer hours and a technology stipend just to name a few. Please visit our Careers page (www.arcos-inc.com/careers) to learn more about all of these great benefits.

COMPENSATION

The targeted base salary range for this position is $120 - $140k based on relevant skills, experience and other job related knowledge, with an annual bonus eligibility of 20% of the base salary.

 

Skills