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Head of Revenue Operations

Company: Birdeye
Location: Palo Alto
Posted on: January 8, 2022

Job Description:

15 years ago brands controlled customer experiences. But in 2021, it's customer experiences that control brands. Customers now choose businesses based on shared experiences, not ads. So marketers now have to create and promote great experiences, and they need a platform that can do this at scale. Birdeye is an all-in-one Experience Marketing platform for multi-location businesses. More than 60,000 businesses of all sizes use Birdeye every day to be found online and chosen through listings, reviews and referrals; be connected with leads and customers on the channels of their choice, and deliver the best customer experience with survey, ticketing and insights tools. Founded in 2012, Birdeye is headquartered in Palo Alto, and led by alumni from Google, Amazon, Salesforce and Yahoo. Birdeye is backed by Salesforce founder Marc Benioff, Yahoo co-founder Jerry Yang, Trinity Ventures and World Innovation Lab. The company has been the highest-rated Experience Marketing platform over the last 5 years on G2. Birdeye is looking for a world-class member to lead our Revenue Operations team. The Head of Revenue Operations will be responsible for driving the organization toward achievement of strategic goals, operational excellence, and achievement of sales targets. You will be a key member of the leadership team, providing insights and analysis to guide our overall strategic direction, ensuring business plans that support rapid revenue growth and scalability of our operations. In this role, you will be responsible for bringing Birdeye's mission and vision to fruition through close collaboration with our Go-To-Market teams, including Support, Sales, and Marketing. Our ideal candidate possesses a depth of experience building and leveraging data and process to enable rapid growth for SaaS companies. Responsibilities:

  • Build and optimize processes, data, and systems across teams in order to deliver value to our clients, improve retention, and maximize revenue
  • Deliver proactive and predictive data-driven insights to sales and marketing leadership to enable rapid decision making
  • Provide on-going support for leadership teams across Sales, Marketing and Support
  • Identify and measure key inputs vital in developing Sales team goals, strategies, plans, policies and improvement opportunities
  • Support operational sales logistics including optimizing resource allocation across sales teams and measuring progress against revenue target and key performance indicators
  • Own sales territory planning and assist sales management in identifying rep priority coverage areas
  • Own marketing attribution tracking and reporting to optimize our marketing investments
  • Own reporting and KPI measurement for customer support and success organizations
  • Create refine, and implement compensation plans for the sales organization
  • Assist with rep hiring or retention initiatives, as necessary
  • Oversee the administration and use of enterprise software applications used by the sales, marketing and support teams
  • Partner with enablement and onboarding teams to build world-class new hire onboarding and ramp process
  • Partner with the engineering and product functions to ensure sales has a "data-driven" voice to help influence priorities and provide feedback
  • Partner with business applications and IT teams to build and maintain a world class technology stack for go-market-teams requirements
    • 10+ years of related experience (i.e. sales operations, finance, BI, sales, or general operations)
    • 5+ years experience in managing Sales/Revenue Operations team for SaaS businesses
    • Degree in Business or related field from a four-year college or university: MBA preferred
    • Strategic thinker with the ability to glean insights from processes, data, sales team feedback, industry best practices, continuous personal development, etc. to develop improved strategies
    • Demonstrated experience, knowledge and expertise within SaaS/Enterprise Software. Startup experience is a plus
    • Strong acumen and experience with both highly transactional, inbound, inside sales models, and mid-market/Enterprise inside and field sales models
    • Strong working knowledge of and other sales productivity tools, including best practices for use, integrations, reporting
    • Proven record of developing and implementing tactical initiatives that improve sales productivity, conversion rates, and sales team performance
    • Strong project and program management skills. Consulting background a plus
    • Intimate knowledge of sales forecasting, pipeline analysis, lead routing and follow-up best practices, outbound lead generation, pricing, contracting, RFPs, proposals, and reporting/analytics Why You'll Join Us: At Birdeye, we know that our success is tied to our customers' success, so we are continually raising the bar for ourselves and others around us to deliver meaningful results. We seek to innovate and to be the #1 product in our category, which means we need to drive results for our customers and to always deliver what we commit. Our quality needs to be world-class and second to none, so we are exceptionally hands-on to get work done. We roll up our sleeves and DO. Working at Birdeye means being part of a tight-knit family that helps you succeed and loves to celebrate with you! We find strength in diversity and inclusion, so we strive to find different points of view and expect everyone to represent their authentic self at all times.
      • Employer-paid benefits with multiple health plan options (HSA, PPO)
      • Unlimited PTO
      • 401(k) with company match
      • Flexible work from home options available
      • Maternity & Paternity Leave
      • Employee Resource Groups - network with like-minded "Birds"
      • Abundant opportunities that come with a dynamic and fast-growing organization!

Keywords: Birdeye, Palo Alto , Head of Revenue Operations, Other , Palo Alto, California

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