Revenue Operations Specialist responsible for pricing strategy execution across storage and boat rental products. Ensuring consistent operational outcomes and driving revenue results.
About the role
- Director of Revenue Operations overseeing Sales and Marketing alignment for Skimmer's growth. Implementing scalable systems, processes, and teams in a hybrid work setting.
Responsibilities
- Serve as a strategic business partner to Sales and Marketing leadership, shaping and operationalizing GTM strategies that optimize sales processes, coverage, and productivity.
- Identify and address bottlenecks across the sales and marketing funnel, improving lead management, conversion rates, overall revenue outcomes from top of funnel through close, renewal, and expansion.
- Oversee design, implementation, and administration of sales compensation plans that align with company goals, drive high performance, and are operationally sustainable.
- Enhance pipeline visibility and forecasting accuracy by building and refining processes, standards, and tools that ensure consistent, reliable data.
- Partner with FP&A and GTM leaders on annual and quarterly planning, including forecasting, funnel and capacity modeling, quota setting, and resource allocation.
- Own the GTM and revenue operations technology stack (e.g., HubSpot, Gong, Gainsight, Stripe, and other tools), ensuring systems are well-architected, integrated, and optimized for scale.
- Collaborate with cross-functional stakeholders to refine and operationalize lead-to-renew and quote-to-cash processes, aligning pricing, quoting, billing, and revenue recognition workflows.
- Design, implement, and continuously improve scalable, automated processes that increase pipeline efficiency, improve forecast accuracy, and raise conversion across the customer lifecycle.
- Manage relevant vendor relationships and agreements to ensure tools and partners support current and future business needs.
- Build, lead, and develop a high-performing RevOps team that is proactive, analytical, and easy to partner with, fostering a culture of accountability and continuous improvement.
- Act as the connective tissue between Sales, Marketing, Customer Success, and Finance, driving alignment on goals, priorities, and execution while promoting operational excellence.
- Lead change management initiatives to evolve revenue operations in line with growth, new strategies, and emerging best practices, ensuring teams adopt new processes and tools effectively.
- Own revenue data, reporting, and analytics, delivering actionable insights that inform GTM strategy, sales performance management, and investment decisions.
- Build and maintain robust reporting frameworks and dashboards that track key KPIs across the funnel, from lead generation and pipeline health through to expansion, net revenue retention, and customer lifetime value.
- Analyze sales and customer data to identify trends, risks, and opportunities, and translate complex findings into clear, practical recommendations for executives and cross-functional stakeholders.
- Ensure the accuracy, integrity, compliance, and cleanliness of all revenue-related data, establishing governance and standards that support trusted decision-making.
Requirements
- Leadership and people management experience in Sales Operations, Revenue Operations, or related roles, with a proven track record of driving efficiency and growth in B2B SaaS or high-growth tech environments.
- Hands-on expertise implementing, managing, and optimizing GTM and revenue systems, including deep experience with HubSpot architecture and configuration, and familiarity with tools such as Gong, Gainsight, Stripe, and related platforms.
- Track record optimizing renewal rates, expansion revenue, and net revenue retention through data-driven process improvements and cross-functional alignment.
- Experience leading and mentoring globally distributed teams while fostering a collaborative, outcomes-driven culture.
- Strong analytical and problem-solving skills, including revenue analytics, performance tracking, reporting and dashboard design, and forecasting.
- Demonstrated ability to design and manage end-to-end workflows across the customer journey, from top of funnel through onboarding, renewal, and expansion.
- Expertise in sales compensation design and management, as well as scaling operational tech stacks and optimizing quote-to-cash processes.
- Excellent communication and interpersonal skills, with the ability to translate complex data into clear, actionable insights and influence stakeholders at all levels.
- Ability to balance strategic thinking with execution, ensuring day-to-day operations support and reinforce broader business objectives.
- Bachelor’s degree in Business, Finance, Marketing, or a related field; an MBA, advanced degree, or equivalent operating experience is preferred.
Benefits
- Competitive base pay + bonus potential
- Generous medical, dental, and vision plans (we pay 100% of your premium and 50% of your dependents’)
- Fantastic culture with a very strong eNPS- we work hard, celebrate wins, and learn as we go to always be improving to benefit our customers.
- Immediate access to 401(k) with company match
- Flexible PTO (MINIMUM of 10 days required every year)
- 12 weeks paid parental leave for birthing parent, 6 weeks paid leave for supporting partner
- Remote work friendly
- Comprehensive learning and development budget
- A manager dedicated to your development
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