Overview

The Revenue Operations Team at Ruby is responsible for operational processes within the revenue organization that support, enable, and drive the marketing, partnership, sales and customer success teams to engage potential customers, sell more efficiently and drive retention. This team is organized into the revenue functions of Sales, Marketing, and Customer Success with operational discipline in each area. At its core, the goal of Sales and Marketing Operations is to reduce friction in the demand generation and sales processes to increase the efficacy of revenue growth at Ruby.

You will be responsible for supporting both the Marketing and Sales teams in achievement of their goals as the Sales and Marketing Operations Manager. For Marketing, ensuring that all leads and channels of acquisition are performing as expected and hitting defined targets, including creation and management of all SF reporting dashboards to understand lead velocity and health. For Sales, developing and overseeing a smooth, effective sales process and the required reporting dashboards and leading indicators of success. You love evaluating processes and understand how to evolve systems so they work for the needs of the business, enabling the Sales and Marketing Teams to generate MRR quickly and scale the business. You will partner with Sales and Marketing leaders to understand their needs and priorities, and work cross-functionally with the Marketing, Customer Success, and Partner Teams to ensure funnel alignment and consistent performance against leads delivered to the team.

The Sales and Marketing Operations Manager will report to the Director of Revenue Operations and will be the single point of alignment on all marketing, sales, onboarding, retention, and advocacy objectives.

What You’ll Be Accountable For

  • Strategize across the marketing department to effectively use salesforce.com campaigns for tracking our efforts and making recommendations around how to improve funnel performance and velocity.
  • Help different areas of Marketing understand campaign-level investment and evaluate the actual spend vs. the budgeted spend, always looking for areas of improvement in ROI.
  • Help Marketing team members and campaign managers understand the available marketable audience within our marketing automation database -- working directly with digital marketing to manage the process for creating mailable audiences and segmentation within Hubspot.
  • Define (in partnership with Revenue leadership) and track key sales funnel KPIs and the mechanisms that influence them.
  • Maintain feedback loops with Sales and Marketing to ensure constant evolution/improvement of demand generation and sales processes.
  • Build and maintain reports and dashboards in Salesforce to track key metrics that influence the Revenue Team’s success and monitor performance of individuals on the team.
  • Ensure tech stack is fully optimized and enabling the Sales team to effectively move through the sales cycle.
  • Identify gaps in automation and/or tools and identify tools that may fill gaps. Perform due diligence with needs, budget, timeline, and ROI in mind.  
  • Utilize and evolve existing tools and processes to provide further insight into sales and marketing performance for Revenue Team leaders and individual contributors alike.
  • Own and maintain the Sales and Marketing process from a documentation and technology standpoint in accordance with sales leadership and Ruby’s requirements.
  • Identify, propose, and implement solutions to keep the sales process operating at the highest level with a focus on efficacy, efficiency, and MRR generation.
  • Perform routine audits on data, tools, sales performance, and processes and identify gaps that could provide additional actionable insights for the Revenue Team and propose, then implement, solutions.  
  • Aid in preparation of QBR presentations for sales leaders and/or AEs.

Your Work DNA

  • You thrive in a role where the entire organization is counting on you and your team to achieve their goals.
  • Comprehensive knowledge of sales process, buyer’s journey, and changing buyer behaviors over time.
  • Expert in both inbound and outbound sales and marketing technologies, processes, and methodologies.
  • You are willing to learn and quickly acquire new skills through a variety of ways (observation, independent learning, and one-on-one.
  • You are a master at communication with a variety of stakeholders and can articulate the value of your work.
  • You are an active listener and ensure that all stakeholders are heard. When participating in conversations, you keep an open mind and acknowledge different opinions as well as know when to move the subject along.
  • Extremely organized, meticulous, and process driven.
  • Thorough understanding of CRM and database/automation software.
  • Coordination and project management skills.
  • Able to quickly build lasting relationships built on trust.
  • Strong quantitative and qualitative analytical abilities.
  • Adaptable, resilient, and able to thrive in ambiguity - things can and will change quickly in our fast-paced environment.

Your Background

  • 3–5 years of relevant experience in a B2B sales operations environment
  • Expertise in a high-volume, transactional sales environment; SaaS to SMB experience preferred.
  • Must have a strong analytical and quantitative skill set combined with a strong ability to analyze data, interpret, and translate results to produce actionable changes.
  • Advanced Excel and Salesforce skills are required. Looker experience, preferred.
  • Sales software administration experience (i.e.,Salesforce, ringDNA, Ambition, LeanData)
  • Salesforce Administrator certification, preferred.
  • Strong collaboration and project management skills.
  • Strong oral and written communication skills.
  • Comfortable presenting to a group.
  • Able to quickly build lasting relationships built on trust.
  • Adaptable, resilient, and able to thrive in ambiguity - things can and will change quickly in our fast-paced environment.

Work Environment

While we’re all remote currently due to COVID, work typically takes place in an open office setting. It requires the ability to sit and work at a computer for extended periods of time and communicate effectively with a diverse audience in person, by phone and by computer.

Ruby Receptionists is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, national origin, age, disability, veteran status or any other status protected by federal, state or local laws. We support and encourage diversity!

Location: Portland OR, or Kansas City, MO or remote

Reports To: Director of Revenue Operations

Department: Revenue Operations

FLSA Status: Exempt

Applicants must be authorized to work for any employer in the US. We are unable to sponsor or take over sponsorship of work visas at this time.

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