Job Summary:

Reporting to the VP, Revenue Operations, the Director, Revenue Operations acts as a trusted partner for Sales, Marketing and Customer Success leaders on activities that drive D2L’s revenue growth globally through go-to-market (GTM) strategy, revenue planning, forecasting, and effective GTM process. The Director will use data to strategically guide our global GTM teams to set and achieve their revenue objectives, support planning cycles, and oversee execution.  

Managing a team, this leader will set clear goals, provide feedback, and foster a collaborative environment. Additionally, the role will be involved in hiring, onboarding, and mentoring new team members, and participating in professional development initiatives. 

How You Will Make an Impact:  

Tactical: 

• Partner with sales, marketing, customer success and finance teams to develop, implement and run a planning process to support growth across global markets and channels. This includes target setting, capacity modeling, and business segmentation  
• Lead bookings/ARR, churn and pipeline forecasting to achieve the organization’s quarterly and annual targets 
• Collaborate with Sales, BDR, and Marketing teams to optimize the marketing funnel for revenue growth and enhanced conversion rates  
• Support field sales managers and leaders prioritizing accounts and prospects  
• Work with Deal Desk, Legal, Finance and IT to ensure efficient deal flow, approval processes and CPQ design 
• Leverage data insights and field knowledge to provide sales effectiveness strategies, playbooks and growth levers  
• Partner with Revenue Data Analysts and Finance to develop business reports, dashboards and general analytics related to organizational success metrics, sales KPI’s and business goals 
• Provide oversight and leadership to revenue and marketing operations team members focused on optimizing Salesforce.com and related systems  
• Identify opportunities to streamline or automate manual process to improve GTM team productivity  
• Support sales managers in efforts to drive CRM usage and seek out ways to improve efficiency  
• Collaborate through cross-functional teams to accomplish established corporate and team goals and effectively manage relationships with other D2L teams  

People Leadership:  

• Manage a team of D2Lers and champion a high-performing culture  
• Connect your team’s day to day accountabilities to D2L’s mission by setting clear objectives and performance expectations with your team members
• Coach, provide regular feedback, provide career path and development or growth opportunities, and create a collaborative and open environment  
• Responsible for supporting vision, planning and defining team objectives, and leading execution of objectives  
• Work with your peers and leaders to drive productivity, efficiency, and hold team accountable for high quality outcomes  
• Play key role with interviewing, hiring and onboarding new team members  
• Produce and actively participate in knowledge sharing as well as professional development initiatives 

What You'll Bring to the Role: 

• 7+ years of experience in a revenue/sales operations position, of which at least 4 years were in a people leadership capacity  
• Solid understanding of SaaS business models and SaaS metrics that impact go-to-market teams 
• Proficiency with Salesforce and a go-to-market tech stack (such as Marketo or Salesforce Marketing Cloud) 
• Proven ability to develop and implement planning processes that impact revenue such as, capacity modeling, headcount planning, and business segmentation 
• Analytical mindset to understand customer, sales, and financial data to generate insights and tell the story behind the data for leadership 
• Expertise in designing, using and presenting reports and/or dashboards related to success metrics, sales KPIs, and business goals to all levels of stakeholders  
• Intellectual curiosity to challenge the status quo and present new and innovative ways of doing things 
• Strong communication and collaboration skills 
• Passionate about people leadership and leading effective, high-performing teams 
• Skilled in setting clear objectives, providing regular feedback, and aligning team activities with the organization’s mission
• Proficiency in coaching team members, providing career development opportunities, and creating a collaborative environment