Full-Time

Head of Revenue Operations

Posted on 8/9/2024

DigitalOcean

DigitalOcean

1,001-5,000 employees

Cloud computing platform for developers

Data & Analytics
Enterprise Software

Compensation Overview

$240k - $340kAnnually

+ Bonus + Equity Compensation

Expert

Remote in USA

This is a remote role.

Category
Strategy Development
Business Development
Business & Strategy
Required Skills
Sales
Communications
Lead Generation
Salesforce
Marketing
Business Strategy
Data Analysis
Requirements
  • Bachelor’s degree in Business, Marketing, Technology, or a related field; MBA or advanced degree preferred.
  • Proven experience (10+ years) in revenue operations, sales operations, or a related role within a PLG or SaaS company.
  • Strong modeling skills and proven ability to instrument, measure, and drive Revenue goals.
  • Strong technical acumen with expertise in CRM, marketing automation, customer success, customer support, and analytics tools. Experience with Salesforce or Gainsight preferred.
  • Exceptional analytical skills with the ability to interpret complex data and generate actionable insights.
  • Demonstrated ability to lead and inspire teams, driving both performance and professional growth.
  • Excellent communication and interpersonal skills, with a collaborative approach to problem-solving.
  • A tech-first mindset with a passion for leveraging technology to drive business success.
Responsibilities
  • Develop and implement a comprehensive revenue operations strategy aligned with company goals.
  • Lead, mentor, and grow a high-performing revenue operations team.
  • Collaborate with executive leadership to align revenue operations with overall business strategy.
  • Design a tech ecosystem and integration strategy that encompasses all the system touch points across the GTM.
  • Oversee the selection, implementation, and optimization of revenue operations technologies and tools.
  • Leverage data analytics to drive decision-making and identify growth opportunities.
  • Ensure seamless integration and functionality of CRM, marketing automation, and other relevant systems.
  • Help lead and develop bottoms up plans for sales, customer success and customer support. Provide and leverage productivity, activity and compensation framework to develop our models for success.
  • Work with all GTM teams to produce the reporting and insights (leading/lagging indicators) so each team can run their business effectively.
  • Help drive new forecast reports using trending data, AI/ML, other learnings, so we can best predict our GTM outcomes.
  • Streamline and automate revenue-related processes to improve efficiency and effectiveness.
  • Develop and enforce best practices for sales, marketing, and customer success operations.
  • Implement data-driven methodologies to optimize lead generation, conversion, and retention strategies.
  • Establish and monitor key performance indicators (KPIs) to track progress and performance.
  • Conduct regular analysis and reporting on revenue metrics to identify trends and areas for improvement.
  • Implement a continuous improvement mindset across all revenue operations functions.
  • Provide Pricing Strategy and Guidance. Develop and maintain pricing models and strategies. Provide pricing recommendations based on market trends, competition, and company objectives. Ensure consistency in pricing across different sales teams and regions.
  • Use CPQ (Configure, Price, Quote) tools to generate accurate quotes and proposals. Ensure compliance with company policies and approval workflows.
  • Assist sales representatives in structuring complex deals, including discounts, payment terms, and contract length. Evaluate the financial and legal implications of deals to mitigate risks.
  • Foster strong cross-functional relationships with sales, user research, growth marketing, finance, and product teams.
  • Communicate revenue operations insights and recommendations to stakeholders at all levels.
  • Act as a liaison between the executive team and revenue operations to ensure alignment and transparency.

DigitalOcean provides cloud computing services that enable developers and businesses to build, deploy, and scale applications efficiently. Its platform offers a range of fully managed services, allowing users to focus on software development rather than infrastructure management. DigitalOcean stands out from competitors by emphasizing simplicity, a strong community, and open-source support, making it accessible for startups and small to medium-sized businesses. The company's goal is to empower users to innovate and grow their businesses by providing the tools and support needed to streamline the development process.

Company Stage

IPO

Total Funding

$168.5M

Headquarters

New York City, New York

Founded

2012

Growth & Insights
Headcount

6 month growth

-1%

1 year growth

-2%

2 year growth

-3%
Simplify Jobs

Simplify's Take

What believers are saying

  • Growing demand for cloud-native tools aligns with DigitalOcean's offerings.
  • Rising adoption of hybrid cloud strategies presents integration opportunities for DigitalOcean.
  • Expansion of the global developer community enhances DigitalOcean's community-driven support.

What critics are saying

  • Increased competition from Vultr threatens DigitalOcean's market share.
  • Bare Metal GPUs may increase operational costs, affecting profit margins.
  • Reopening NYC2 Data Center could lead to increased overhead costs.

What makes DigitalOcean unique

  • DigitalOcean offers a no DevOps required experience for developers.
  • The company focuses on simplicity and open source to attract developers globally.
  • DigitalOcean's Bare Metal GPUs cater to demanding AI/ML workloads.

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Benefits

Remote-first

Full health coverage

Wellness coverage

Flexible vacation time

Team-building & social events

401(k) plans

ESPP

Education support

Partner support

Employee giving

INACTIVE