Senior Director, Sales Operations RapidScale

At RapidScale, exceptional technology is powered by exceptional people. As a growing leader in secure, reliable managed cloud solutions, we help SMBs and enterprises alike simplify IT and unleash innovation. With a broad portfolio spanning AWS, Azure and Google to a full set of Private Cloud and Cybersecurity solutions, RapidScale helps companies turn technology into their biggest competitive advantage. As part of the Cox family of companies, we offer best-in-class benefits, a commitment to work-life balance, and an award-winning workplace experience.

We are seeking a highly motivated and experienced Senior Director of Sales Operations to drive growth and revenue operations for our Chief Revenue Officer (CRO) at RapidScale. In this strategic leadership role, you will be leveraging our business relationship with Cox Business & Enterprises. Your primary focus will be on strategy, operations and execution of cross-selling and upselling across all Cox Business commercial portfolio of companies to maximize revenue potential.

As the Senior Director of Sales Operations, you will play a pivotal role in achieving our ambitious growth goals, increasing combined revenues 5X by 2030. This growth is expected to be achieved through a combination of organic growth and strategic M&A activities.

Responsibilities:

1. Revenue Strategy and Planning:
   Collaborate with the CRO and executive team to develop and execute a comprehensive revenue strategy aligned with the company's growth objectives. You will identify market opportunities, set revenue targets, and formulate sales plans to achieve both organic and M&A-driven growth.
2. Sales Process Optimization:
   Analyze and optimize the end-to-end sales process, from lead generation to deal closure. Identify areas for improvement and implement strategies to increase sales productivity and efficiency.
3. Sales Enablement:
   Develop and execute sales enablement programs to equip the sales team with the necessary tools, resources, and training to effectively cross-sell and upsell across all companies. You will ensure seamless integration of product offerings and sales messaging.
4. Forecasting and Pipeline Management:
   Implement a robust forecasting process and pipeline management system to provide accurate and timely visibility into sales performance. Monitor key sales metrics, analyze trends, and provide insights to the CRO and executive team.
5. Sales Analytics and Reporting:
   Establish a sales analytics framework to measure and track key performance indicators (KPIs). Develop reports and dashboards to provide insights into sales performance, revenue trends, customer segmentation, and other relevant metrics.
6. Sales Compensation and Incentives:
   Collaborate with finance and HR teams to design and optimize sales compensation plans and incentives that align with revenue goals and drive desired sales behaviors.
7. M&A Integration:
   Lead the sales operations integration efforts for any M&A activities, ensuring seamless assimilation of acquired companies into the overall revenue operations.
8. Cross-functional Collaboration:
   Work closely with marketing, finance, product, and other departments to ensure alignment and coordination in revenue generation efforts. Develop joint go-to-market strategies and foster a culture of collaboration.
9. Sales Training and Development:
   Develop and deliver sales training programs to enhance the skills and capabilities of the sales team. Foster a culture of continuous learning and professional development to drive sales effectiveness.

1. Bachelor's degree in a related discipline and 12 years' experience in a related field (i.e. software as a service, managed services, supply chain, manufacturing, technology or any related cloud computing industry)
   • The right candidate could also have a different combination, such as a master's degree and 10 years' experience; a Ph.D. and 7 years' experience in a related field; or 16 years' experience in a related field
2. 7+ years' experience in a management or leadership role
3. Proven track record of driving revenue growth and cross-selling/upselling across multiple product lines in a high-growth environment.
4. Strong experience in managing sales operations through M&A activities and business integration.
5. Excellent leadership and communication skills to effectively collaborate with cross-functional teams and senior executives

1. Salesforce or related CRM
2. Zuora or related billing software
3. Excel Advanced/Power User
4. Power BI or related business analytics tools
5. Word, PowerPoint, Outlook
6. Contact Center Reporting