KPA is seeking a seasoned and visionary Director of Revenue Operations to join our rapidly expanding team. The successful candidate will play a pivotal role in managing and refining our tech stack and driving strategic initiatives across our CRM ecosystem. This is an exceptional opportunity to join a fast-paced SaaS organization where you can leave a significant footprint.
Founded in 1986, KPA is a leading provider of Environment, Health & Safety (EHS) software and services. The combination of software, consulting, and training helps our clients identify, remedy, and prevent workplace safety and compliance problems so they can focus on what’s important – their core business.
Help us help keep people safe and businesses working efficiently. Named as one of Built In Colorado’s Best Places to Work for four years in a row, KPA is made up of talented individuals working together for the greater good. We’re here to help our clients build safe, thriving organizations, and we’re looking for people with a common goal to help us do it.
Key responsibilities of the Director of RevOps role at KPA include strategic planning and execution across all aspects of KPA’s commercial process, including deep involvement in KPA’s robust Salesforce CRM system and other business applications, sales commissions, sales territories, KPA’s customer and prospect database, reporting, as well as envisioning, guiding, & implementing strategic company-wide initiatives that reduce friction throughout KPA’s various teams, processes, and systems.
The Director of Revenue Operations is responsible for the overall productivity and effectiveness of their team and the performance of the cross-functional responsibilities assigned to that team. Reporting to the Director of FP&A the Director of Revenue Operations works closely with the CFO, SVP Sales and Chief Marketing Officer to ensure that KPA is operating at a level of efficiency commensurate with its high growth / high performance objectives.
This is a challenging, exciting role that will test your operational skills, strategic thinking capabilities, and ability to remain focused and follow through on plans.
Responsibilities
More specifically, you will plan, collaborate, and drive core processes related to the commercial process together with cross functional business owners including lead generation management, forecasting, performance metrics, commission and quota plan design/implementation, sales coverage model, territory assignments, product management, implementation, service delivery, and contract renewals.
Proactively identify opportunities for process improvement and assist management in understanding process bottlenecks and inconsistencies, facilitating a culture of continuous improvement.
Oversee operational integration following corporate acquisitions, including mapping processes and data for a seamless transition.
Develop and lead KPA’s “deal desk” function to collaborate with sales, product, implementation/service delivery and finance teams in accurately closing new sales opportunities in KPA’s systems.
Develop and oversee a data mining operation that delivers new and updated accounts & contact information to the sales & marketing teams, continuously enhancing KPA’s TAM.
Identify & manage the reporting metrics used by Sales, Marketing, CS and Finance to determine operational effectiveness.
Evaluate and implement tools designed to optimize and improve processes and performance.
Evaluate integration of critical business systems to promote seamless and real-time flow of information across the business.
Assist in the preparation for monthly executive meetings and quarterly board meetings and participate in those meetings, as needed.
Foster organizational alignment by developing valuable networks through clear communication and delivered value, bringing together internal resources to improve company-wide execution.
Requirements
7+ years sales/revenue operations experience in B2B software companies, preferably within a SaaS environment.
Experience as a people manager with demonstrated ability to lead and actively participate on working teams.
Strong analytical and quantitative skills as well as attention to detail.
Excellent understanding of standard business practices inside a SaaS company (i.e. sales cycle, CRM applications, reporting, forecasting, territory management and sales compensation, engagement with Finance, Product and Implementation).
Proficient working with SFDC (administration and reporting), Mulesoft/Marketo/HubSpot MAP tool, MS Outlook, Word, Excel and PowerPoint.
Experience in envisioning & implementing company-wide data projects, such as Quote to Cash and Customer Lifecycle.
Highly motivated with a mature and positive attitude, a passion for service and strong business, and financial acumen.
Proven ability to work in a goal and process driven environment centered on driving business value using technology in multiple industry vertical markets.
KPA is headquartered in Westminster, CO (just outside of Denver). We operate in a hybrid, remote-first work model where local employees work in the office occasionally for in-person collaboration, team meetings and events. Our Director or Revenue Operations can be located outside of the Denver area with some minimal travel expectations for attendance at in-person team meetings as necessary (some examples include: periodic meetings with your RevOps team, monthly executive meetings, annual sales kickoff meetings, quarterly business reviews).
KPA is committed to providing equal opportunity in all of our employment practices, including selection, hiring, promotion, transfer, and compensation, to all qualified applicants and employees without regard to race, religion, religious dress/grooming, color, ethnicity, sex (including sex stereotyping), sexual orientation, gender identity or gender expression, national
origin, ancestry, citizenship status, creed, uniform service member status, military or veteran status, marital status, pregnancy, breast-feeding and/or pregnancy-related conditions, age, protected medical condition, leave status, physical or mental disability, genetic characteristics, or any other legally-protected status in accordance with the requirements of all federal, state and local laws. In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification document form upon hire.
If you need assistance or an accommodation due to a disability, you may contact us at
[email protected].
