Company. What we are building:

Skupos is the data platform for the convenience retail industry. Retailers, distributors, and brands connect to the Skupos network to create value from disparate data. Convenience retail is a long-standing industry with limited technology adoption, but is responsible for more revenue annually than all of e-commerce in the United States. Skupos leverages our massive datasets to build tools that help the industry succeed.

Skupos software integrates at a retailer’s point of sale, generates analytical insights, and enables promotion execution and performance tracking. For distributors and CPG brands, we provide real-time visibility into consumer purchasing decisions and enable automated promotional discounts at the point of sale. We view our company as revolutionizing a brick-and-mortar industry by bringing cutting-edge technology to physical stores, and helping harness data to create a frictionless connection between millions of people and the products they need.

Role.  An overview of the opportunity:

We’re looking for an experienced Director of Revenue Operations to oversee our Sales Operations and Sales Enablement functions and help drive revenue from $10m to $100m+ over the next 3 years. This role will report to our Chief Revenue Officer  and support both our Retail and Enterprise sales teams. In this role, you will be responsible for helping us maintain clear visibility over our sales and marketing activities, optimizing our sales and go-to-market processes, setting quotas and compensation plans, evaluating potential deals and deal structures, developing our CRM tools (e.g. Salesforce.com) and building out a more predictable model for forecasting revenue and performance metrics. Our Salesforce development team (1 developer, 2 admins) will report to you.


You will lead the growth and execution of Skupos’ revenue streams, fueling Skupos’ growth as it scales to $100M, $1B and beyond. The Director of Revenue Operations is responsible for defining business objectives and strategies in the pursuit of driving revenue for the business. The position will work closely with Skupos executive leadership team to further shape and develop Skupos’ overall growth and revenue-generation strategies.


Responsibilities:

  • Create processes to streamline operations across the sales, marketing, and customer success teams. 
  • Forecast revenue and design our sales compensation strategies. 
  • Define important metrics and goals for the sales funnel and analyze trends with actions plans to implement. 
  • Reporting: Develop reporting for the sales team regarding team and customer performance, consistently finding opportunities for growth. Advise sales leadership on how to leverage this information to make data-driven improvements within their function
  • Sales enablement: Build out resources, curriculum and programming to rapidly onboard new sales reps and provide ongoing training to existing reps
  • Sales strategy: Advise Sales leadership on how to execute against sales targets and strategic initiatives
  • Salesforce.com development: directly manage our SFDC development team (3 people) to support our sales, marketing and customer service teams. 
  • Manage the Deal Desk:  work cross-functionally with our sales, customer success, legal, and finance teams to make sure that we’re signing the right deals. 
  • Identity, procure and implement tools that will help Skupos’ in customer-facing teams service our customers more effectively

 

Skills.  We are looking for:

  • Excellent business acumen and superior communication and leadership skills
  • Experience executing change on a large-scale basis
  • Experience leading a team of salesforce developers and managing a salesforce development process
  • Experience leading cross-functional teams and aligning their activities around a common set of best practices
  • Designing and implementing operating procedures and best practices to support the mission and activities of the sales teams
  • Experience building and sustaining an organization accountable for the day-to-day management of the key operational aspects of a modern sales organization
  • Aligning data collection and reporting processes and practice across the sales organization to ensure data is available, reliable, consistent, accessible, and timely
  • Driving large scale, cross-functional growth programs involving effective collaboration with multiple stakeholders and multiple departments to ensure company goals are achieved.
  • Building tools and providing analysis to develop a deep understanding of the assigned sales units
  • Recommending and providing relevant information and analysis on customer segmentation, account assignments and territory coverage
  • Partnering with the Sales Leaders to assist with all elements of business planning, progress reporting and outcome measurement.
  • Surfacing valuable business insights to identify opportunities and pain points to challenge the status quo and make changes

 

Experience.  Candidates should have:

  • Bachelor’s degree ideally in Business/Finance and/or equivalent experience
  • 10+ years of relevant business experience, ideally within a fast-paced technology environment
  • 5+ years of prior sales operations/support and/or sales experience, ideally with broad experience in a variety of operational and support roles.
  • Demonstrated skill building and developing teams of highly skilled individuals with strong points of view
  • Strong leadership and program management skills to lead organizational change to effectively prioritize projects and meet strategic and tactical goals
  • Demonstrated success partnering with senior executives; C-Suite/Board communication and engagement skills and experienced change management leader
  • Extensive experience with Salesforce and Salesforce development
  • Experience preferred but not required with tools like; DocuSign, Marketo, JIRA, Recurly, Tableau
  • Proven track record of driving business results improvements
  • Superior analytical, planning, and organizational skills
  • High level of responsibility and ownership
  • Proven track record of developing and implementing and driving operations process efficiencies, effective policies and enabling better practice
  • Advanced expertise in report creation/generation, an aptitude for systems, and a customer experience mindset
  • Strong analytical skills with the ability to work with large data sets
  • Excellent problem-solving skills with the ability to make sound decisions and influence results
  • Adaptable and flexible
  • Experience with subscription / license-based solutions highly preferred
  • Must have strong financial, technical, and business acumen

 

Salary is based on location and experience.

Salary range in Denver, CO: $130,000 - $145,000

 

Benefits. What we offer:

  • Competitive salary
  • Medical, dental, and vision insurance
  • 401(k) retirement savings plan
  • Discretionary time off (DTO)
  • Wellness stipend
  • And more!

 

A Note on Covid...

We are fortunate to continue to grow during this unfortunate time. Our top priority is to ensure the health and safety of both our current and future Skupeeps.

As of July, our physical office spaces have reopened on a voluntary basis.  Our Skuad members are allowed onsite if they are fully vaccinated (2 weeks past final vaccine dose).  That being said, we will continue to manage our interview process virtually, don't be surprised if children or pets make an appearance.

We deeply care about you as our candidate, so let the People Team know if there’s anything we can do to make your interview process go more smoothly - we are in your corner!

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