As the Revenue Operations Director, you will report to the Chief Revenue Officer (CRO) and play a key role in the success of the Commercial organisation, leading on commercial processes, sales technology stack (Including CRM) and commercial analytics and insight. This role requires deep “leader-doer” expertise, combining exceptional strategic thinking and operational excellence as we look to build a world class Commercial organisation.
You will possess a multidisciplinary skill-set relating to people, management, organisation and development as well as the ability to own the productivity and efficiency of a Commercial team. In this position you will partner with the CRO to reduce friction in the selling and growth process. As a member of the Commercial team, this role also works cross-functionally to manage & refine our CR/Tech ecosystem & data strategy, working cross-functionally to design processes aimed at increasing the efficiency of handoffs between our internal teams, with Marketing, Customer Success and our delivery teams, in an effort to optimise the customer experience to fuel optimal revenue growth.
You will own and support across four critical functions of revenue operations:
- Strategic Planning: e.g. territory planning, quota setting
- Process Improvements: e.g. sales process, compensation/commissions modelling
- Data & Insights: e.g. revenue analytics, full funnel reporting, executive reporting, field performance management
- Systems & Tools: e.g. CRM & Sales automations, conversation intelligence, AI coaching
Key Responsibilities:
- Build the Revenue Operations roadmap (critical priorities and deliverables), ensuring it fully aligns and supports the wider company initiatives
- Manage functions essential to increase sales force productivity - territory planning, reporting, quota setting and management, sales process optimisation and sales program implementation.
- Responsible for deploying programmes and initiatives that enable customer-facing teams to execute the core-aspects of their jobs more effectively, especially as it relates to selling and revenue performance
- Fosters an environment of continuous process improvement and prioritises investments in enabling technologies in support of sales organisation productivity
- In partnership with the relevant team members, manage our CRM and related systems (RevOps tech stack) implementation, administration and roadmap, focusing on successful integration across teams and customer facing business units;
- Develop innovative processes and shortcuts within our tools to encourage adoption, reduce redundant steps, validate & ensure proper flow of data, and streamline handoffs between teams
- Reduce friction and roadblocks in CRM for sales/CS teams
- Partner with the Commercial leadership team and adjacent functions (esp Marketing and Customer Success) to guide efforts in database cleansing, data enrichment, and CRM efficiency
- Define and govern Rules of Engagement across Sales, Marketing, and CS
- Operationalise pricing, packaging, and bundling with Product and Finance
- Design and model sales compensation plans with CRO and Finance
- Assess tech stack ROI and shape the tooling strategy with Procurement
- Align with Marketing Ops on lead scoring, routing, and attribution
- Lead Sales Enablement by ensuring alignment with sales process, tools, and GTM priorities; provide direct management and strategic direction to the enablement lead to drive onboarding, training, and field readiness
- Evaluate performance and effectiveness of sales efforts with an emphasis on ROI attribution, quota attainment, TAM analysis, forecasting, and actionable metrics
- Enable and maintain reporting on all KPIs for sales and customer success providing near real time visibility
- Assist the sales leadership team with pipeline and opportunity policy adherence, tied back to KPIs
- Partner with Finance to create and maintain “single source of truth” dashboards and support ad hoc analysis efforts for sales and leadership teams
- Ensure all necessary reporting and insight is available and actionable and meets the needs of the organisation
- Extensive experience in Sales/Revenue Operations with experience working in a B2B SaaS or technology business
- Experience creating and implementing successful sales process/methodology/sales playbook initiatives, with demonstrated knowledge of best practices
- Strong aptitude and experience using CRM to measure and drive performance and reporting (CRM Admin certification is a plus)
- Measurable experience with having a positive impact on business outcomes – win rate, quota attainment, etc.
- Experience in executing change management initiatives with established approaches, using data-driven insights to improve sales productivity and performance, including owning the analysis, defining key objectives, and problem solving cross-functionally to achieve short and long term results.
- Work collaboratively across functions, channels, and categories to align priorities, optimise resources and drive effective execution for growth.
- Evaluate business trends, buyer insights and competitive activity using customer consumption and other available data to inform growth avenues.
- Collaborative approach to establish strong relationships with cross-functional teams to ensure success of initiatives and desired outcomes. These relationships depend on mutual trust and integrity in order to achieve expected results.
- Exceptional ability to work at pace, with strong focus on results
- Agile innovator that thrives on change with demonstrated ability to identify opportunities for, and deliver results on, sales process automation resulting in increased sales productivity
- Strong communications and influencing skills - able to manage up or down in the organisation.
- A positive and curious mindset for AI-first working, embracing the impact that 'human+AI' can bring to the world. You'll be adept at using AI tools, able to demonstrate examples of where you've utilised AI to improve your output or delivery efficiency, and you embrace to opportunity to learn more about how AI can drive enhancements in the way we work.
At Zellis we create market-leading HR & Payroll products and services, to power exceptional employee experiences so that you and your people do better. Our multi-award-winning products pay over five million employees a year, with almost half (42%) of the FTSE 100, 50% of the top retailers and 30% of the top universities in the UK & Ireland as customers, making us the largest provider of Payroll and HR software and managed services.
Our vision is to be the clear leader in pay, reward, analytics, and people experiences. We're passionate about creating an environment where people want to join, belong to, and be part of a progressive organisation. Our values, which were defined with input from all of our 2,000 colleagues, we live and breathe every day:
- Unstoppable together.
- Always learning.
- Make it count.
- Think scale.
Our people are critical to our ongoing success; we’re proud of our inclusive culture that gives you the platform to grow, challenge the status quo and play a crucial role in further enhancing our market position as the leading provider of HR & Payroll software and services. With Zellis you’ll have the chance to stretch and challenge yourself in an environment that’s varied, flexible and hugely supportive.
We also love to reward and recognise our brilliant colleagues. As part of your benefits package, you’ll receive:
- A competitive base salary.
- 25 days annual leave, plus your birthday off and the opportunity to buy additional holiday.
- Private medical insurance.
- Life assurance 4x salary.
- Enhanced pension scheme with company contributions up to 8.5%.
- A huge range of additional flexible benefits across financial & personal wellbeing, lifestyle & leisure.
