Revenue Operations Lead

About the role

The Revenue Operations Lead for North America will play a crucial role within our Sales Operations team. This position involves close collaboration with the North America Sales and Marketing teams, as well as other departments, to enhance the effectiveness of Field Sales and Sales Leadership. The focus will be on Go-To-Market Planning, optimizing revenue, refining sales processes, updating CRM systems, and spearheading operational initiatives aimed at boosting sales productivity and efficiency.

Key facts

What you'll do

• Act as a trusted advisor and lead for sales operations, providing support to North America field sales and sales leadership.
• Oversee the development, tracking, and management of the forecasting process, including performance analysis and key metrics to enhance forecast accuracy.
• Collaborate with Sales and essential cross-functional teams to implement annual planning initiatives, such as sales capacity planning, territory management, compensation plan design, and quota setting.
• Conduct pipeline performance analyses to ensure quality, identify areas of concern, and highlight best practices, providing actionable feedback based on these insights.
• Manage the collection and reporting of sales analytics data, driving improvements in this area.
• Standardize and implement best practices for sales processes, ensuring they are repeatable and scalable.
• Align the Sales team with the broader company objectives and priorities to ensure cohesive operations.
• Utilize both quantitative data and qualitative insights to drive business optimization.
• Analyze business challenges, develop actionable recommendations, and monitor success metrics to track progress.
• Design programs and processes that facilitate new business acquisition, as well as up-sell and cross-sell opportunities, in collaboration with Sales, Marketing, and other departments.
• Assist in preparing Quarterly Business Reviews (QBRs) and presentations for sales leadership.

Requirements

• A minimum of 5 years of experience in Sales Operations or Business Operations.
• Proven experience in managing territory design, quota setting, or capacity planning, demonstrating ownership rather than mere support.
• A history of constructing financial or Go-To-Market models that have been utilized for decision-making at the VP or C-level.
• Familiarity with SaaS companies, with the ability to analyze and articulate trends related to churn, expansion, and Annual Recurring Revenue (ARR); experience in high-growth startups is advantageous.
• Experience in multinational organizations is a plus.

Nice to have

• Proficiency in building dashboards and queries using a Business Intelligence tool (experience with Tableau CRM is a plus) or a willingness to learn, along with advanced Excel skills.
• Capability to construct models and clearly explain them; for instance, being able to create a forecast accuracy analysis and present it effectively to a Chief Revenue Officer.
• A structured approach to problem-solving, able to translate complex issues into frameworks, models, and actionable recommendations.
• Comfort with ambiguity and the ability to define the right questions to address before seeking answers.
• A strong drive for continuous improvement and the ability to make a significant impact.
• Excellent communication skills, ensuring outputs are concise and ready for decision-making rather than overwhelming data dumps.

Skills & tools

• Strong analytical skills with a focus on data-driven decision-making.
• Proficiency in using CRM systems and sales analytics tools.
• Ability to work collaboratively across teams and influence stakeholders effectively.
• Familiarity with financial modeling and forecasting techniques.
• Experience in developing and implementing sales processes and best practices.

Practical notes

• This position requires the candidate to be located within a reasonable commuting distance to the Boston office, with an expectation of being onsite at least three days per week.
• The role offers a competitive salary, with a total rewards package that includes base salary and potential commission or performance bonuses.
• Nexthink provides comprehensive benefits, including health, dental, and vision coverage, along with life insurance and disability coverage.
• Employees enjoy flexible hours, unlimited vacation, and additional paid time off for volunteering.
• The company supports professional development through free access to training platforms and offers generous parental leave policies.
• A 401(k) plan with company matching contributions is available to assist employees in planning for their future.

At Nexthink, we are committed to redefining the Digital Employee Experience. Our platform provides enterprises with real-time insights into how employees interact with technology across various devices and applications. We empower IT teams to transition from reactive support to proactive management, utilizing AI to enhance the speed and quality of outcomes for employees. Join us in shaping the future of employee experience management.