Sr. Director, Revenue Operations

About the Role:

Revenue Operations is responsible for driving financial success through creating, maintaining, and continually improving the operations, platforms and intelligence that support our go-to-market teams. This team works cross-functionally with Marketing, Sales, Customer Success, and Finance, ensuring efficiency and accuracy throughout the customer journey, from lead generation to revenue recognition. Revenue Operations is a pivotal partner in helping our go-to-market teams achieve their revenue goals.

As the Senior Director of Revenue Operations (RevOps) at PitchBook, you will play a pivotal role in driving the growth and efficiency of our revenue-generating processes. Leading our RevOps team, you will spearhead strategic initiatives aimed at boosting and supporting revenue across all business segments. Treating people and teams within our Sales, Marketing, Customer Success, Customer Support, and Finance departments as your primary customers and treating our enterprise systems as your products, you will optimize and automate our revenue-generating operations with tools, data, and analytics to efficiently and effectively drive PitchBook's overarching business goals.

In this role, you will oversee and align the vision, strategy, and roadmap for Marketing Ops, Sales Ops, Customer Success Ops, and Finance Ops groups, ensuring the enterprise systems (e.g. Salesforce Sales Cloud, Salesforce CPQ, Salesforce Billing, Marketo, Oracle, Catalyst, Outreach, etc.) come together to improve the productivity and efficiency of our revenue-driving teams. You will also ensure that we are collecting and leveraging business data to build exceptional analytics for data-oriented decision-making, from establishing performance metrics to providing actionable recommendations for continuous improvement.

Staying abreast of industry trends and emerging technologies, you will drive innovation within revenue operations to maintain a competitive edge. Fostering a culture of collaboration, accountability, and continuous improvement will be central to your leadership approach, both within Revenue Operations and across the organization.

Primary Job Responsibilities:

• Strategic Vision & Strategy: Own the vision and strategy for our Revenue Operations team while collaborating closely with executive leadership stakeholders to align Revenue Operations groups toward that vision
• Strategic Roadmap & Initiatives: Own and drive our Revenue Operations roadmap across Marketing Ops, Sales Ops, Customer Success Ops, and Finance Ops, using well-aligned strategic initiatives to increase the efficiency, productivity, and scalability of business teams
• Customer-Centric & Product-Oriented Revenue Operations: Foster a customer-centric, product-oriented culture in Revenue Operations. Employ Product Management methodology in our enterprise systems, building teams that think strategically and devise intuitive enterprise experiences that delight our internal users across Marketing, Sales, Customer Success, and Finance departments
• Business Operations Support & Enablement: Establish responsive and support-oriented Operations teams that improve business operational processes and enable business teams with training, support, configuration, and administration of enterprise systems
• Marketing, Sales, Customer Success, Customer Support, and Finance Systems Automation: Oversee and align the roadmap, prioritization, and requirements necessary to ensure value delivery of configuration, automation, and integration across sales, marketing, customer success, customer support, and finance enterprise systems (e.g. Salesforce Sales Cloud, Salesforce CPQ, Salesforce Billing, Marketo, Oracle, Catalyst, Outreach, etc.) while meeting compliance requirements
• Operations Intelligence: Work with executive leadership to identify, prioritize, and manage our roadmap of dashboards, metrics, and KPIs that enable data-driven insights and data-oriented management and tracking of our business
• Customer Understanding: Deeply understand your internal customers' (PitchBook revenue-driving business teams') needs and ensure our RevOps roadmap is focused on driving the most critical and impactful work for those teams
• Team Leadership: Lead and build the Revenue Operations team, providing direction, mentorship, and support to ensure operational excellence and alignment with business objectives
• Cross-functional Collaboration: Collaborate with Sales, Marketing, Customer Success, Customer Support, Program Management, Finance, and Enterprise Technology teams to streamline processes, optimize workflows, and drive cross-functional alignment
• Industry Trends and Innovation: Stay abreast of industry trends, emerging technologies, and best practices in revenue operations and revenue management to drive innovation and competitive advantage
• Culture Building: Support the vision and values of the company through role-modeling and encouraging desired behaviors. Foster a culture of collaboration, accountability, and continuous improvement within the Revenue Operations team and across the organization
• Company Initiatives: Participate in various company initiatives and projects as requested

Skills and Qualifications:

• Bachelor's degree required. Focus in Business or Finance strongly preferred
• MBA strongly preferred
• 5+ years of experience being accountable for company-wide vision, strategy, and roadmap in revenue operations
• 12+ years of experience in revenue operations, including experience owning systems implementation and automation across at least two of the following departments: Marketing, Sales, Customer Success, and Finance (or their equivalents)
• 10+ years of people management experience
• Deep understanding of Marketing, Sales, Customer Success, and Finance processes and pipelines, including the enterprise systems supporting them and the analytics necessary to manage and track their efficacy
• Strong leadership and management skills with experience leading and developing high-performing teams in a fast-paced and dynamic environment
• Strong understanding of product management methodology and experience applying it in practice to understand customers, gather requirements, build and maintain a roadmap, and manage enterprise systems
• Extensive experience working with program management for cross functional initiatives and leading/sponsoring programs
• Excellent analytical and problem-solving skills with the ability to translate data into actionable insights and recommendations
• Exceptional communication, collaboration, and influencing skills, with the ability to build relationships and drive alignment across cross-functional teams
• Highly organized and detail-oriented with the ability to manage multiple initiatives, projects, and priorities simultaneously
• Strategic thinker with a results-driven mindset and a passion for driving business growth and innovation
• Proficiency with the Microsoft Office suite including in-depth knowledge of Outlook, Word, and Excel with the ability to pick up new systems and software easily

Benefits + Compensation at PitchBook:

Physical Health

• Comprehensive health benefits
• Additional medical wellness incentives
• STD, LTD, AD&D, and life insurance

Emotional Health

• Paid sabbatical program after four years
• Paid family and paternity leave
• Annual educational stipend
• Ability to apply for tuition reimbursement
• CFA exam stipend
• Robust training programs on industry and soft skills
• Employee assistance program
• Generous allotment of vacation days, sick days, and volunteer days

Social Health

• Matching gifts program
• Employee resource groups
• Subsidized emergency childcare
• Dependent Care FSA
• Company-wide events
• Employee referral bonus program
• Quarterly team building events

Financial Health

• 401k match
• Shared ownership employee stock program
• Monthly transportation stipend

*Please be aware the above PitchBook benefit and perk offerings are subject to corresponding plan and policy documents and may change during the course of your employment.

Compensation

• Annual base salary: $280,000-$310,000
• Target annual bonus percentage: 20%

*Starting pay will be based on several factors and commensurate with qualifications & experience. We also have a location-based compensation structure; there may be different ranges for candidates by location.

Working Conditions:

We believe our business and our culture are strongest when we work together in person. We also know that it's helpful to have some flexibility to work remotely. Most roles work in the office 3+ days/week, and some are expected to work in the office 4-5 days/week. The current expectation for this role is that you are working in the office 5 days/week and that you are in the office full-time during the training period, for which the length varies by role. During an initial phone screen, the team will discuss expectations for this specific position.

The job conditions for this position are in a standard office setting. Employees in this position use PC and phone on an on-going basis throughout the day. Limited corporate travel may be required to remote offices or other business meetings and events.

Life At PB:

We are consistently recognized as a Best Place to Work and our culture is at the heart of our success. It's our fundamental belief that people do and create great things and that people are the cornerstone of prosperity. We believe that proactively seeking out different points of view, listening to others, learning, and reflecting on what we've heard creates a sense of belonging within PitchBook and strengthens the PitchBook community.

We are excited to get to know you and your background. Concerned that you might not meet every requirement? We encourage you to still apply as you might be the right candidate for the role or other roles at PitchBook.

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