Director, Revenue Operations

About the Role

Key Responsibilities

• Lead the development and execution of a comprehensive regional revenue operations strategy that aligns with global objectives, driving predictable revenue and supporting ambitious EMEA growth targets.
• Forge strategic partnerships with regional sales, marketing, and customer success teams to optimize lead-to-revenue processes, ensuring seamless transitions, robust pipeline management, and strategic resource allocation.
• Direct the regional revenue forecasting efforts, employing advanced data analytics to generate precise projections, identify risks and opportunities, and enhance global reporting initiatives.
• Champion the implementation of scalable, efficient operational processes that elevate productivity and drive revenue performance throughout the EMEA region.
• Serve as the senior liaison between regional teams and the global revenue operations group, facilitating knowledge transfer and ensuring alignment between EMEA goals and global strategies.
• Utilize sophisticated data analytics to inform strategic decision-making, delivering actionable insights that enhance sales performance, customer acquisition, and retention strategies.
• Oversee the utilization of CRM and revenue operations tools, ensuring data integrity and optimal technology deployment to enhance sales and revenue processes.
• Establish and track key performance metrics for revenue operations, including pipeline health, lead conversion, and sales productivity, driving teams to meet or exceed established targets.
• Collaborate closely with the Go-to-Market Finance team to ensure financial alignment, adherence to budgets, and precise revenue forecasting within the EMEA region.
• Directly report to the EMEA SVP with a dotted line to the SVP of Global Revenue Operations, serving as an integral extension of the Revenue Operations leadership team.
• Act as a senior liaison between the EMEA region and the North American Revenue Operations team, ensuring strategic alignment and efficient execution of sales operations.
• Proactively identify and implement enhancements to operational processes to drive efficiency and effectiveness within the EMEA region, fostering shorter sales cycles and improving client experiences.
• Lead the quoting and pricing processes by providing strategic market insights and ensuring alignment with global pricing strategies.
• Develop local playbooks for standardized commercial terms.
• Oversee local deal desk activities, including approvals and issue resolution, ensuring timely and effective support during EMEA business hours.
• Coordinate order and renewal management processes, addressing regional needs and challenges to minimize churn and attrition.
• Drive the management of RFPs and proposals, leveraging local knowledge while coordinating with global teams to ensure timely, accurate responses.
• Enhance customer success and professional services operations by providing strategic local insights and ensuring alignment with overarching customer initiatives.
• Collaborate with system implementors and Solex partner accounts to ensure effective support and engagement with partner-enabled clients.
• Lead the tracking and analysis of performance metrics and KPIs, providing strategic insights to identify areas for improvement.
• Assess headcount needs and budgeting to support regional growth while managing costs effectively.
• Gather and analyze feedback from sales teams to ensure they have access to impactful sales enablement content and training tailored to the region.
• Manage a team with three direct reports.

Requirements

• 10+ years of experience in revenue operations, finance, or a related field.
• MBA or other advanced degree.
• Certification in finance (e.g., CPA, CIMA).
• Strong analytical and problem-solving skills.
• Excellent communication and interpersonal skills.
• Strong understanding of sales, marketing, and customer success functions, and experience aligning these teams for revenue growth.
• Experience working in the EMEA region.
• Experience in a matrixed, global organization, and comfortable working with leadership in North America and other regions.

Nice to Have

• Experience working in the EMEA region.
• Experience in a matrixed, global organization, and comfortable working with leadership in North America and other regions.

Qualifications

• 10+ years of experience in revenue operations, finance, or a related field.
• MBA or other advanced degree.
• Certification in finance (e.g., CPA, CIMA).

Benefits & Perks

• A technology-based company with a sense of adventure and a vision for the future.
• A culture that is kind, open, and accepting.
• Opportunities for professional development seminars and inclusive affinity groups.
• Work environment that combines virtual and in-person interactions to maximize collaboration.
• Candidates who live within a reasonable commute to London or Paris offices will work in the office at least 2 days a week.