Role Overview:

As a Principal Strategist for Revenue Operations and Reporting on our Strategic Consulting Services team, you will play a critical role in helping our global enterprise clients optimize their revenue team performance. Your expertise in revenue operations, reporting frameworks, and data-driven strategies will directly contribute to our clients’ success and the advancement of 6sense’s innovative solutions.

You will serve as a trusted advisor to executive stakeholders—CROs, CMOs, RevOps leaders—guiding them to:

• Understand and optimize overall revenue team performance through insightful reporting and analytics.

• Develop and implement foundational elements for revenue team pipeline planning and forecasting.

• Create comprehensive reporting frameworks that tell the full-funnel value story from initial audience reach to revenue creation.

• Equip their RevOps teams with strategies and processes that govern core revenue team capabilities.  

Key Responsibilities:

Reporting and Insights:

• Revenue Team Performance:

• Help clients understand and optimize their revenue team’s performance by reporting on core functions, underlying data, and processes.

• Develop a vision for full-funnel reporting, capturing the journey from initial audience reach to revenue creation.

• Reporting Framework Development:

• Define essential reports and establish a hierarchy of reporting for marketing, sales, and revenue operations.

• Create performance reports that guide pipeline planning and forecasting.

Marketing Performance Reporting:

• Develop actionable marketing reporting frameworks for revenue team stakeholders.

• Define reporting requirements, from metrics selection to data management and report layouts, at each level of the marketing framework.

Sales Performance Reporting:

• Create frameworks for actionable sales reporting for revenue team stakeholders.

• Develop a vision for full sales funnel reporting from Marketing Qualified Account (MQA) to close or disposition.

• Define reporting requirements and performance metrics for the sales framework.

Revenue Operations Reporting:

• Advise on data hygiene governance strategies to drive data analysis and governance practices.

• Develop frameworks for actionable revenue operations reporting for stakeholders.

Revenue Systems Strategy:

• Equip RevOps teams to develop strategies and processes governing core revenue team capabilities.

• Lead and Account Management:

• Guide clients in defining and developing lead and account management strategies that support an account-focused, journey-aligned approach.

• Assist in defining requirements for lead-to-account matching and ownership, and develop automated processes for matching and assignment.

• MQA/6QA Lifecycle Management:

• Help clients adopt the MQA/6QA model with data-driven processes supporting engagement tactics, management, and reporting.

• Identify conditions signaling when an account requires sales engagement according to the client’s GTM strategy.

• Design and implement MQA/6QA processes in 6sense and other core systems.

• Ecosystem Integrations:

• Identify best practices for integrating and managing technologies such as marketing automation, CRM, sales enablement tools, and marketing execution channels.

Data Lifecycle Management:

• Advise on frameworks for systems and data management practices supporting marketing and sales activities.

• Data Acquisition and Enrichment:

• Review best practices for acquiring lead, contact, and account records to ensure data integrity and standardization.

• Advise on enablement frameworks to support 6sense orchestration capabilities.

• Data Quality Management:

• Provide guidance on matching and duplicate rules to drive data hygiene.

• Review best practices for record assignment and ownership.

• Account Hierarchy Management:

• Advise on best practices for parent/child account hierarchies to ensure data integrity.

• Guide clients on the 6sense account mastering process to produce desired results.

Potential Areas of Extended Scope:

• Provide guidance on additional system and process improvements required for transitioning to an account-based GTM model.

• Conduct extended analyses to determine optimal definitions for MQA or performance baselines.

• Advise on enhanced processes and infrastructure to support advanced account-based approaches.

Qualifications:

• Education:

• Bachelor’s degree in Business Administration, Marketing, Data Analytics, or related field.

• MBA or advanced degree preferred.

• Experience:

• 8+ years of experience in Revenue Operations, Sales Operations, Marketing Operations, or related fields within B2B companies.

• 3+ years in a leadership role managing teams and cross-functional projects.

• Proven track record of developing and implementing revenue operations strategies and reporting frameworks.

• Strategic Thinker:

• Ability to think big-picture about strategic priorities and translate them into actionable plans.

• Experience in creating and implementing go-to-market strategies and pipeline forecasting models.

• Technical Expertise:

• Strong understanding of CRM systems, marketing automation platforms, and the RevTech ecosystem.

• Familiarity with data management, data hygiene practices, and system integrations.

• Change Agent:

• Demonstrated experience driving organizational change and process improvements.

• Proven ability to influence executive stakeholders and drive adoption of new strategies.

• Communication Skills:

• Exceptional presentation and communication skills.

• Ability to engage and educate stakeholders at all levels, including large sales meetings and trainings.

• Collaborative:

• Strong team player who excels in cross-functional environments.

• Skilled in stakeholder management and building consensus across departments.

• Analytical Skills:

• Strong analytical and quantitative abilities.

• Proficiency in data analysis tools and techniques to drive data-driven decision-making.  

Base Salary Range: $145,125 to $212,850. The base salary range represents the anticipated low and high end of the base salary range for this position. Actual salaries may vary and may be above or below the range based on various factors, including but not limited to work location and experience. The base salary is one component of 6sense’s total compensation package for this position. Other compensation may include a bonus program or commission plan, and stock options if approved by 6sense’s board. In addition, 6sense provides a variety of benefits, including generous health insurance coverage, life, and disability insurance, a 401K employer matching program, paid holidays, self-care days, and paid time off (PTO). #Li-remote

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