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Director of Revenue Operations

Company: ThreatQuotient
Location: Reston
Posted on: September 12, 2020

Job Description:

Note: This position has the possibility to work fully remote out of a US-based home office, but we will give preference towards candidates that are located in or near our Reston, VA office.

Our Company: ThreatQuotient’s mission is to improve the efficiency and effectiveness of security operations through a threat-centric platform. By integrating an organization’s existing processes and technologies into a single security architecture, ThreatQuotient accelerates and simplifies investigations and collaboration within and across teams and tools. Through automation, prioritization and visualization, ThreatQuotient’s solutions reduce noise and highlight top priority threats to provide greater focus and decision support for limited resources. ThreatQuotient is headquartered in Northern Virginia with international operations based out of Europe , APAC and MENA. For more information, visit https://threatquotient.com .

Job Summary:

Reporting directly to the CMO, the Revenue Operations Director will manage the support functions essential to the productivity of the Sales and Marketing Teams. This person is responsible for transforming our revenue operations into a data-driven team that enables world-class go to market (GTM) performance. The primary areas of focus for this individual include: Sales and Marketing Process Establishment & Reinforcement, Planning & Optimization, System and Tool Effectiveness, and Analytics & Business Intelligence.

Responsibilities:

The Revenue Operations Director will have a demonstrable successful track record in:

Process & Best Practices

Work with sales leadership to define, develop and ensure end-to-end success of sales process from prospecting to pipeline to post-contract

Oversee day-to-day process execution and adherence to policies (broadly and at a rep level)

Continuously improves effectiveness: sales model/processes/methodologies, competencies, productivity metrics, prospecting, departmental communications, including recommendations for taking corrective action

Define, monitor and reinforce sales methodologies, including attack plans

Develop and monitor a comprehensive on-boarding process for new sales hires

Coordinate with cross-functional teams on sales and marketing GTM process, tracking and administration of new campaigns and products

Provide overall support and departmental coordination for Global Sales team requirements, inquiries, ad-hoc requests and projects.

Align overall GTM and lead management processes with Marketing and Business Development

Systems and Tools

Proficient in back-end systems and related processes, to include typical sales applications such as SFDC as well as marketing and prospecting applications such as Marketo and more

Proficient in prospecting tools and related processes, to include LinkedIn Navigator, Discover.Org, ZoomInfo, and more

Define system and technology needs, ensure integrations and seamless process support

Design, pilot and deliver sales playbook and other tools to expedite the execution of key sales activities (in some cases, content will be built by PM or marketing teams, while other materials may be designed directly. Examples: sales messaging designed for various customer stakeholders; competitive sales tools and plays; and a “golden RFP” template)

Ensure system support for process execution and reporting/measurement across all GTM programs

Help build library of best-practice templates and resources

Acts as liaison with other departments by understanding sales model and ensuring the integrity of information available through various system and reporting structures

Drives GTM reporting and analysis, communicating performance results monthly/quarterly/yearly (incl pipeline, PoC, Win/Loss)

Partners with Sales management on forecasting and pipeline management

On-Going Enablement & Training

Develop and train on Sales best practices

Train sales force in process, tools and systems including new hire onboarding and ongoing education

Develop and deliver curricula to address key knowledge and skill gaps.

Manage, monitor and measure new sales employee ramp

Ensure sales deck proficiency through training (including certification / testing)

Enforce competitive training (including certification / testing)

Qualifications:

5+ years of experience in a direct selling position with experience selling security technologies

Experience in using sales tools such as salesforce.com, LinkedIn, and Marketo for account contact identification and pipeline development

Referenceable success in taking opportunities from inception to closure

Successful track record of meeting goals and objectives over a period of years

Adept at communicating with a largely technical audience.

Experience in applying solution-selling methodologies to maximize corporate revenue growth

Good all-around knowledge of Security market, Channel and End-Users

Excellent interpersonal, communication and presentation skills

Proactive with ability to succeed in a dynamic environment

Task/goal orientated and takes ownership

High level of attention to detail

Prior early-stage company experience preferred

Education:

ThreatQuotient is an Equal Opportunity Employer and does not discriminate, nor will tolerate discrimination, on the basis of race, age, color, religion, sex, sexual orientation, ethnic or national origin, or handicap or disability.

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Keywords: ThreatQuotient, Reston , Director of Revenue Operations, Other , Reston, Virginia

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