Director, Revenue Operations at Skupos

| Greater Denver Area | Remote
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Company. What we are building:

Skupos is the data platform for the convenience retail industry. Retailers, distributors, and brands connect to the Skupos network to create value from disparate data. Convenience retail is a long-standing industry with limited technology adoption, but is responsible for more revenue annually than all of e-commerce in the United States. Skupos leverages our massive datasets to build tools that help the industry succeed.

Skupos software integrates at a retailer’s point of sale, generates analytical insights, and enables promotion execution and performance tracking. For distributors and CPG brands, we provide real-time visibility into consumer purchasing decisions and enable automated promotional discounts at the point of sale. We view our company as revolutionizing a brick-and-mortar industry by bringing cutting-edge technology to physical stores, and helping harness data to create a frictionless connection between millions of people and the products they need.

Role.  An overview of the opportunity:

We’re looking for an experienced Director of Revenue Operations to oversee our Sales Operations and Sales Enablement functions and help drive revenue from $10m to $100m+ over the next 3 years. This role will report to our Chief Revenue Officer  and support both our Retail and Enterprise sales teams. In this role, you will be responsible for helping us maintain clear visibility over our sales and marketing activities, optimizing our sales and go-to-market processes, setting quotas and compensation plans, evaluating potential deals and deal structures, developing our CRM tools (e.g. Salesforce.com) and building out a more predictable model for forecasting revenue and performance metrics. Our Salesforce development team (1 developer, 2 admins) will report to you.


You will lead the growth and execution of Skupos’ revenue streams, fueling Skupos’ growth as it scales to $100M, $1B and beyond. The Director of Revenue Operations is responsible for defining business objectives and strategies in the pursuit of driving revenue for the business. The position will work closely with Skupos executive leadership team to further shape and develop Skupos’ overall growth and revenue-generation strategies.


Responsibilities:

  • Create processes to streamline operations across the sales, marketing, and customer success teams. 
  • Forecast revenue and design our sales compensation strategies. 
  • Define important metrics and goals for the sales funnel and analyze trends with actions plans to implement. 
  • Reporting: Develop reporting for the sales team regarding team and customer performance, consistently finding opportunities for growth. Advise sales leadership on how to leverage this information to make data-driven improvements within their function
  • Sales enablement: Build out resources, curriculum and programming to rapidly onboard new sales reps and provide ongoing training to existing reps
  • Sales strategy: Advise Sales leadership on how to execute against sales targets and strategic initiatives
  • Salesforce.com development: directly manage our SFDC development team (3 people) to support our sales, marketing and customer service teams. 
  • Manage the Deal Desk:  work cross-functionally with our sales, customer success, legal, and finance teams to make sure that we’re signing the right deals. 
  • Identity, procure and implement tools that will help Skupos’ in customer-facing teams service our customers more effectively

 

Skills.  We are looking for:

  • Excellent business acumen and superior communication and leadership skills
  • Experience executing change on a large-scale basis
  • Experience leading a team of salesforce developers and managing a salesforce development process
  • Experience leading cross-functional teams and aligning their activities around a common set of best practices
  • Designing and implementing operating procedures and best practices to support the mission and activities of the sales teams
  • Experience building and sustaining an organization accountable for the day-to-day management of the key operational aspects of a modern sales organization
  • Aligning data collection and reporting processes and practice across the sales organization to ensure data is available, reliable, consistent, accessible, and timely
  • Driving large scale, cross-functional growth programs involving effective collaboration with multiple stakeholders and multiple departments to ensure company goals are achieved.
  • Building tools and providing analysis to develop a deep understanding of the assigned sales units
  • Recommending and providing relevant information and analysis on customer segmentation, account assignments and territory coverage
  • Partnering with the Sales Leaders to assist with all elements of business planning, progress reporting and outcome measurement.
  • Surfacing valuable business insights to identify opportunities and pain points to challenge the status quo and make changes

 

Experience.  Candidates should have:

  • Bachelor’s degree ideally in Business/Finance and/or equivalent experience
  • 10+ years of relevant business experience, ideally within a fast-paced technology environment
  • 5+ years of prior sales operations/support and/or sales experience, ideally with broad experience in a variety of operational and support roles.
  • Demonstrated skill building and developing teams of highly skilled individuals with strong points of view
  • Strong leadership and program management skills to lead organizational change to effectively prioritize projects and meet strategic and tactical goals
  • Demonstrated success partnering with senior executives; C-Suite/Board communication and engagement skills and experienced change management leader
  • Extensive experience with Salesforce and Salesforce development
  • Experience preferred but not required with tools like; DocuSign, Marketo, JIRA, Recurly, Tableau
  • Proven track record of driving business results improvements
  • Superior analytical, planning, and organizational skills
  • High level of responsibility and ownership
  • Proven track record of developing and implementing and driving operations process efficiencies, effective policies and enabling better practice
  • Advanced expertise in report creation/generation, an aptitude for systems, and a customer experience mindset
  • Strong analytical skills with the ability to work with large data sets
  • Excellent problem-solving skills with the ability to make sound decisions and influence results
  • Adaptable and flexible
  • Experience with subscription / license-based solutions highly preferred
  • Must have strong financial, technical, and business acumen

Salary is based on location and experience.

Salary range in Denver, CO: $130,000 - $145,000


Benefits. What we offer:

  • Competitive salary
  • Medical, dental, and vision insurance
  • 401(k) retirement savings plan
  • Discretionary time off (DTO)
  • Wellness stipend
  • And more!

 

A Note on Covid...

We are fortunate to continue to grow during this unfortunate time. Our top priority is to ensure the health and safety of both our current and future Skupeeps.

As of July, our physical office spaces have reopened on a voluntary basis.  Our Skuad members are allowed onsite if they are fully vaccinated (2 weeks past final vaccine dose).  That being said, we will continue to manage our interview process virtually, don't be surprised if children or pets make an appearance.

We deeply care about you as our candidate, so let the People Team know if there’s anything we can do to make your interview process go more smoothly - we are in your corner!

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Technology we use

  • Engineering
  • Product
  • Sales & Marketing
    • C++Languages
    • JavaLanguages
    • PythonLanguages
    • SqlLanguages
    • ReactLibraries
    • AngularJSFrameworks
    • Node.jsFrameworks
    • Ruby on RailsFrameworks
    • MySQLDatabases
    • PostgreSQLDatabases
    • snowflakeDatabases
    • Google AnalyticsAnalytics
    • HubSpotAnalytics
    • IllustratorDesign
    • FigmaDesign
    • AsanaManagement
    • JIRAManagement
    • SmartsheetManagement
    • SalesforceCRM
    • MarketoLead Gen

Location

Skupos is in the heart of Downtown Downtown only a few blocks away from Union Station with a beautiful view of the Rocky Mountains!

An Insider's view of Skupos

What’s the vibe like in the office?

Life at Skupos provides employees with a balance of being relaxed and autonomous, but we all work really hard & go above and beyond to get our jobs done. If you need a breather, it's cool to take a break and play some ping pong. There is also a solid sense of camaraderie & collaboration throughout the office that extends across the different teams.

Michael

Integration Specialist

How do you collaborate with other teams in the company?

As the Salesforce Admin, I am constantly working with all departments across the company. Collaborating w/ this many people requires that I am easily accessible to both SF & Denver offices. To ensure this happens, I set up weekly meetings w/ each team to discuss their needs, as well as a meeting for everyone to attend so we're all on the same page.

Hannah

Salesforce Admin

How has your career grown since starting at the company?

The focus on "Learn Fast" at Skupos has given me so many opportunities to advance and understand the industry in an incredibly short period of time. I started with Skupos as a Customer Service Representative and I've moved all the way up to Team Lead for Customer Success. A true Cinderella story!

Matt

Team Lead, Customer Success

What projects are you most excited about?

I am excited to lead a workshop focusing on growing the skills of our management team. Skupos is actively investing in the learning and development of our employees and I couldn’t be happier to be a part of this initiative. This project has helped me stretch beyond my comfort zone with endless support from my leaders and team.

Alyssa

Learning & Development Manager

What are Skupos Perks + Benefits

Skupos Benefits Overview

Unlimited Paid Time Off, 401K, Paid Holidays, Parental Leave, Wellness Stipend, Mental Health Support, Commuter Benefits, Life & Disability Coverage

Culture
Volunteer in local community
Partners with Nonprofits
Donates technology to local school districts
Friends outside of work
Eat lunch together
Intracompany committees
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Open office floor plan
Diversity
Unconscious bias training
Diversity manifesto
Mean gender pay gap below 10%
Hiring Practices that Promote Diversity
We have set aspirational diversity goals for how we want Skupos to be represented by 2022: 50% gender ratio, 33% of all pipeline from Underrepresented Groups, 25% diversity on our Board of Directors.
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Onsite Gym
Mental Health Benefits
Face-to-face counseling and/or two-way video chat with a Therapist
Retirement & Stock Options Benefits
401(K)
Company Equity
Performance Bonus
Match charitable contributions
We established a fundraising campaign to support Black Lives Matter and the NAACP Legal, Defense and Education Fund and raised over $3K in 2020.
Child Care & Parental Leave Benefits
Generous Parental Leave
We provide up to 16 weeks of parental leave for the primary caretaker. Skupos also provides 12 weeks of leave for the secondary caretaker.
Flexible Work Schedule
During Covid, we have provided extra flexible work schedules that includes Flexible start and end times - we know it's not easy during this time!
Remote Work Program
Our remote work program includes a monthly wellness stipend ($100) to help offset the costs of working from home during during Covid.
Vacation & Time Off Benefits
Unlimited Vacation Policy
Generous PTO
Skupos has unlimited PTO.
Paid Holidays
Paid Sick Days
Perks & Discounts
Beer on Tap
Casual Dress
Commuter Benefits
Company Outings
Game Room
Stocked Kitchen
Some Meals Provided
Happy Hours
Pet Friendly
Fitness Subsidies
Home Office Stipend for Remote Employees
Professional Development Benefits
Job Training & Conferences
Lunch and learns
Cross functional training encouraged
Promote from within
Time allotted for learning
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