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Director of Sales/Revenue Operations

Company: Yellowbrick
Location: Palo Alto
Posted on: May 3, 2021

Job Description:

Yellowbrick Data is a rapidly growing Enterprise Data Warehouse start-up headquartered in Silicon Valley - the only credible EDW start-up alongside Snowflake. We are selling into a hot market right at the convergence of Big Data, Enterprise Data Warehousing, ioT and the Edge. Our technology is used by the world's largest insurers, credit card companies, telcos, healthcare firms and marketers. Our customers love our product: Most are repeat buyers, and in many cases we've become the new standard for analytics and data warehousing in their respective enterprises. Yellowbrick is well- funded, having raised $173m from top-tier venture firms.

Job Overview

We are looking for a hands-on and driven Sales / Revenue Operations Director to run the day-to-day operations and support our Revenue Teams in an environment of rapid growth and increasing complexity. The ideal candidate has deep experience supporting B2B Sales, a strong desire to execute, a passion for data analytics, and loves turning insights into actions. This person excels at balancing strategic thinking with pragmatic execution and is very comfortable getting their hands dirty. This role will manage functions essential to sales force productivity. These include planning, quota setting, sales process optimization, sales role design, sales training, sales program implementation, sales compensation design and administration.

This role will serve as the trusted advisor to the Sales team, and will be responsible for building strong relationships across Marketing, Product, and Customer Success leadership to influence decision making, drive process optimization and overall GTM effectiveness. The ideal candidate is a strategic thinker who is comfortable interacting with department leaders as well as various analysts and sales reps throughout the organization.


  • Own enhancements and maintenance of sales system tech stack in order to guide and scale sales processes. (SFDC, Clari, Gong,, etc)
  • Drive efficiency and compliance of lead distribution rules and guidelines to promote proper Marketing to Sales handoff within the lead funnel
  • Provide ad-hoc reporting, analytics and operational support to sales teams
  • Manage to a scrum methodology with periodic sprints on deliverables, clear communication updates, and prioritization of incoming requests from sales teams
  • Serve as a key subject matter expert on complex and/or critical business issues and processes with particular emphasis on CRM systems and Sales processes
  • Continuous identification of opportunities for process improvement to drive efficiency and eliminate manual tasks


  • 8+ years of Business/Sales Operations, IT/Strategy Consulting and/or Business/Systems roles in high-growth technology with 2+ years experience in managing and mentoring teams
  • Strong working knowledge of and other sales productivity tools, including best practices for use, integrations and reporting.
  • Strong experience and passion for scoping, defining, documenting, and continuously improving business processes
  • Ability to build trusted advisor relationships with sales
  • Ability to work well with variety of people and departments
  • Ability to work in fast paced environment with tight deadlines and shifting priorities, and be willing to "roll-up your sleeves" to drive organizational change
  • Experience driving cross-functional projects end-to-end. Ability to negotiate priorities across organizations at all levels
  • Effective, clear, and concise communication skills, verbal and written. Ability to communicate the right level of information to executives and cross-functional teams at the right cadence
  • Strategic, structured problem solver. Strong analytical skills and eye for business. Aptitude for framing business questions with data, translating business needs into strategies, and executing tactics and process improvements
  • Comfortable working in a fast-paced environment while dealing with ambiguity with strong sense of urgency, craftsmanship and attention to detail with a knack for organization
  • Must have experience with Salesforce Sales Cloud, experience with other sales productivity tools such as LinkedIn Sales Navigator, ZoomInfo, Outreach, etc. is strongly desired



Yellowbrick Data is an Equal Employment Opportunity and is an affirmative action employer. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, marital status, protected veteran status, disability status, gender identity or any other category protected by applicable law. We hire and promote individuals solely on the basis of qualifications for the job to be filled.

To all recruitment agencies: Yellowbrick Data does not accept agency resumes. Please do not forward resumes to Yellowbrick Data employees or any other organization location. Yellowbrick Data is not responsible for any fees related to unsolicited resumes.

Keywords: Yellowbrick, Palo Alto , Director of Sales/Revenue Operations, Other , Palo Alto, California

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