Director, Revenue Operations

GRIN is seeking a Director of Revenue Operations to lead our Go-To-Market (GTM) systems, analytics, and operations functions. This role is crucial for driving productivity, efficiency, and performance of our GTM organization through optimal systems management and data-driven decision-making. The ideal candidate has a strong technical background, excels in managing complex GTM tech stacks, and can leverage data to drive strategy and process improvements across the organization.

Reporting to the SVP of Revenue & Operations, you will work closely with senior leadership across Sales, Marketing, Customer Success, and Finance to align systems and processes with our revenue goals.

We’re seeking a leader who:

• Thrives on hands-on problem-solving and developing creative solutions.
• Moves quickly, creating MVPs and testing hypotheses before full implementation.
• Excels at prioritizing work and communicating the "why" behind initiatives.
• Maintains positive relationships while managing limited resources effectively.
• Balances hands-on execution with strategic thinking and planning.

Responsibilities:

Systems and Process Management

• Own and maintain all GTM systems, ensuring optimal leverage to meet business needs.
• Manage user administration, internal ticket queue, system integrity, and critical system integrations.
• Oversee and optimize key processes including:
• Omni-channel marketing automation
• Data enrichment and segmentation
• Lead routing and funnel management
• Sales process optimization
• Account-based management for all GTM teams
• Quote-to-cash workflow
• Pricebook and product management
• System integrations with billing and provisioning
• Renewals and ARR calculations

Data and Analytics

• Ensure integrity of company KPIs derived from GTM systems.
• Manage QBR metric availability for comprehensive GTM performance insights.
• Ability to execute exceptional data manipulation and analysis, including the ability to:
• Extract and analyze complex datasets from multiple sources
• Develop models for forecasting, performance, and analytics
• Create insightful visualizations and executive-level reports that drive strategic decision-making
• Identify trends, patterns, and opportunities in large datasets to optimize GTM processes

Strategy and Development

• Develop and implement a comprehensive systems development near-term and ongoing sprint roadmap, prioritizing stability, data integrity, scalability, and process optimization.
• Drive continuous improvement efforts across GTM teams, enhancing efficiencies in pipeline generation, customer lifecycle management, and retention strategies.
• Maintain transparent communication of system changes and updates to all stakeholders.

Team Leadership and Collaboration

• Build and nurture a high-performing Revenue Operations team of 4 direct reports and 3 contractors.
• Focus on skill development, career growth, and mentorship.
• Serve as a trusted partner to GTM leaders, identifying opportunities to remove bottlenecks and enhance system efficiency.
• Collaborate closely with the Executive team on key strategic initiatives.

Financial Operations

• Manage commission systems in collaboration with Finance, including tracking, calculations, and quota management for GTM teams.
• Ensure timely and accurate compensation processes.

Qualifications:

• 5+ years of experience in Revenue Operations or GTM Systems leadership in a B2B SaaS environment.
• Extensive experience managing GTM systems, with expertise in system administration, data integration, and automation.
• Advanced proficiency in data analysis and transformation tools.
• Hands-on experience with commission systems and processes.
• Experience in Quote to Cash process and CPQ.
• Proficiency required in various core GTM platforms, including but not limited to:
  • CRM: Salesforce
  • Marketing Automation: HubSpot
  • CPQ: DealHub
  • Data Enrichment: Zoominfo, Ringlead
  • Integration and Automation: Zapier, Chilipiper
  • Website Development: WordPress, SEO/SEM Contractor

• Strong leadership and people management skills.
• Excellent communication skills, able to distill complex information into clear, actionable insights.
• Creative problem-solving approach, comfortable with MVP development and hypothesis testing.
• Strong prioritization skills and ability to effectively communicate initiative rationales.
• Experience in marketing operations and omni-channel marketing automation frameworks.
• Current or prior certifications in relevant platforms are a plus.