Sr RevOps Manager

About TraceAir

TraceAir is a construction SaaS startup that provides data analytics to construction teams to help them better manage their job sites. We currently work with top land developers, home builders, contractors, and engineers across the US and Canada. This is a great chance to work with a fast-growing Series B company.

What we do

Today our software guides sitework, so our clients can build on schedule and within budget. Every day across the world, leading industrial, residential, and commercial developers' teams use Traceair to collaborate. For them TraceAir is guiding "single point of truth" that shows and measures daily work progress, helps to optimize the next steps and prevents costly errors.

The Sr RevOps Manager will play a pivotal role in driving business results, productivity, forecasting accuracy, and creating scalable processes within the Sales and Marketing organization. This position requires a proactive leader with strong analytical capabilities, critical thinking, problem-solving skills and an operational excellence mindset. The ideal candidate will work closely with Executive Leadership Sales, Sales Development, and Marketing to develop systems, processes, and analytics to optimize the productivity and execution of TraceAir’s GTM strategy sales teams. 

The Sr. RevOps Manager will report to VP of Sales, and will directly manage the Revenue Operations team, work closely with VP Sales, Executive Management team and Finance and be responsible for aligning sales strategy and tactics with TraceAir’s Cash Billings and Revenue goals.

Position Summary

• Collaborate with executive leadership to define sales targets, forecast sales productivity and performance, and track key metrics to measure success.

• Work closely with VP of Sales and Sales leadership team to develop and maintain an organization structure, a territory coverage, and quota plan that provides sufficient coverage to ensure meeting or exceeding annual revenue targets

• Assist the sales team leaders to perform the essential functions, manage team structure and productivity, and provide them meaningful data and insights necessary to manage their team(s).

• Assist the Marketing and Sales Development team to provide analytics and feedback necessary to optimize their teams, as well as tracking resulting lead-performance and conversion data.

• Lead the Revenue Operations team to ensure rigor and efficiency in sales processes, including sales forecasting, pipeline management, client sales team productivity, supplier engagement team effectiveness, marketing performance and analytics, and deal/contract reviews.

• Implement, document and enforce processes, infrastructure and tools that enable commercial success, smooth collaboration with adjacent departments and clear visibility into sales performance

• Coordinate with Exec and Sales Leadership to design, maintain, and manage the forecasting system and process to maximize visibility and accuracy on a weekly and monthly basis.

• Coordinate with Finance, Marketing and other departments to provide meaningful reporting, metrics and analyses that deliver key business insights

• Maintain and update accurate pricing tools and discounting methodology

• Develop, create and maintain all associated sales compensation documentation, as well as sales compensation automation and systems.

• Work closely with Sales leadership to create and reinforce processes for sales team and collaborate to deliver process training as needed.

• Maintain and constantly evaluate territories, account and lead assignments, quotas, and comp plans to keep the Client Sales team aligned with broader company objectives

• Contribute, coordinate and conduct regular sales operational data and meetings including weekly forecasting, MORs (Monthly Operating Reviews), QBRs (Quarterly Business Reviews), pipeline and deal reviews, etc.

• Recruit, onboard, and develop top talent within the sales operations function, ensuring a high-performing and engaged team that is results oriented.

METRICS THAT MATTER:

• Drive Sales Compensation design, strategy and administration to align sales performance to business goals and provide an incentive structure that motivates sales excellence

• Develop a best-in-class sales reporting and analytics environment that optimizes the CRM and other adjacent sales tools (Tableau, PowerBI, Gong, other future GTM platforms)

• Implement business processes that drives improved individual Rep accountability and highlights actions required earlier in the performance cycle (e.g. Gap to Goal reviews, Account Business Reviews, Supplier Health Assessments, QBRs, etc)

• Ensure reporting and processes in place for immaculate data hygiene and strong business controls

• Strive to continue building a trusted advisor relationship with Sales and Finance leadership

Compensation: 135-140k per year plus up to 10% annual bonus based on company performance

Some of our perks/benefits

• Flexible PTO

• Medical insurance 

• Vision and Dental Insurance fully paid by the Company

• 401K 

This position is posted on a rolling basis until the position is filled. 

At TraceAir, we’re an equal-opportunity employer that values diversity and positively encourage applications from suitably qualified and eligible candidates regardless of  race, religion, sex, national origin, gender, sexual orientation, age, marital status, veteran status, disability status, pregnancy or maternity or other applicable legally protected characteristics.

QUALIFICATIONS:

• 3+ years of experience in leading and managing a Revenue/Sales Operations team

• Experience developing and implementing compensation, territory, and capacity models.

• Ability to influence sales execution and lead change management initiatives.

• Leadership presence with excellent communication and presentation skills

• Effective organizational, prioritization and planning skills

• Experience managing and building a team within budget

• Strategic and organizational planning skills

• Sales-oriented with a winning mentality

• Strong analytic and quantitative skills

• Immaculate attention to detail

• Strong Salesforce.com administration skills and/or equivalent of other CRM tools

• Strong experience working in or with a Finance team desirable

• Frequent work under time restraints