Director GTM Revenue Operations

Who We Are

Looking for a company you can relate to? Interested in leading-edge tech, and solving an everyday problem that everyone can relate to? Want to join a high growth story with an amazing team? Come and join True Fit

True Fit is the industry's leading consumer experience platform leveraged by apparel and footwear retailers to decode fit and size and connect shoppers with only what they love. We have organized and connected the broadest footwear, apparel and consumer data in the world to provide best in class fit recommendations covering the industry's brands and styles. The platform unites social, general and personalized fit guidance into one cohesive experience, driving shopper confidence and loyalty.

Through serving shoppers across its network of retailers' websites, True Fit delivers rich datasets back to retailers to inform their strategies and initiatives - from marketing and merchandising to sourcing and product development. These data sets serve a tremendous need in today's shifting market - who is this new shopper and how can retailers best meet their needs?

True Fit is led by an experienced team of executives and leaders from fashion, retail, big data and ecommerce, and is backed by top investors. Plus we are a great group of people with an amazing culture

We are looking for a Director GTM Revenue Operations to work hands on with our global team, based in the US. True Fit is 100% remote, so you can work from almost anywhere

The Role

This is an Individual Contributor role that will report directly to the CRO. You are a seasoned Sales Force expert who has worked in the SAAS/PAAS space and who will be responsible for ensuring True Fit's go-to-market teams have the processes, tools, data and enablement to operate at their best. As the owner of the data, you can dig deep but also think broadly to help us streamline and automate. This is an exciting high growth time at True Fit and you will be the architect of reviewing, streamlining and optimizing how we work across Sales, Marketing and Customer Success

The Rev Ops Director will be an integral member of our GTM leadership team, partnering with Sales, Customer Success, and Marketing teams to determine strategy, implement performance metrics, and influence alignment of all revenue operations. This critical cross functional role will drive revenue effectiveness and GTM performance by establishing measurable processes and systems to improve end to end efficiency and producing actionable reporting and analysis, while building strong relationships across the leadership team.

Key Responsibilities

Support leadership in the understanding of pipeline, forecasts, retention, and other KPIs while bringing best in class sales/CS/marketing strategy & planning techniques to support maximizing sales and revenue retention.

Processes: Partner closely with our Sales, Customer Success, and Marketing leaders on planning, execution, forecasting, reporting, pipeline management, compensation, and strategic analysis with expectations of high levels of quality, accuracy, and process consistency.

• Evaluate sales process, systems and other metrics to deliver an accurate bookings and revenue forecast to the CRO and CFO.
• Support analysis/recommendations for sales roles, coverage models, or team configurations in order to maximize sales productivity.
• Facilitate the monthly administration of sales incentive compensation, including deal scoring, and commission calculations
• Partner with Marketing to define framework for key funnel metrics reporting
• Partner with CS to develop segmentation framework and key metrics
• Support CRO and finance to develop a sales plan that includes sales compensation plans, sales quotas, team sizing and territories.

Tools: You will own all systems and tools related to our sales, CS, and marketing processes with SFDC/Hubspot as our central hub. You will be responsible for the evaluation, improvement, and implementation of all GTM tools and software.

• Salesforce administrator and expert
• Partner with Sales, CS and Marketing to audit current tools techstack and optimize as needed
• Manage the preparation of any Request for Proposal (RFP) documents and coordinate with stakeholders on key deliverables
• Maintain procurement and contract records

Data/Insights: Ensure the integrity of data and data flows in Salesforce, and other sales, CS and marketing (Hubspot) support tools and how they interact with our other systems.

• Leverage data and BI tools to develop leading indicator metrics and early warning systems to help ensure the business continually achieves our revenue goals.
• Track and analyze key metrics including pipeline growth, win/loss rates, and quota attainment
• Create content as needed for executive presentations and board reporting

Enablement: Build and develop a strong enablement function that leads to improvements in sales productivity and new hire ramp time.

• Partner with Sales Leadership, Finance, Product and Legal on pricing optimization, contract standardization and efficiencies.
• Partner with Marketing to develop and maintain funnel metrics reporting
• Partner with CS to develop segmentation framework and key metrics
• Partner with the CRO and finance to develop a sales plan that includes sales compensation plans, sales quotas, team sizing and territories.
• Deliver and execute on strategic projects and serve as a primary conduit for cross-functional work.

Desired Skills and Experience

• 8-10 years of experience in a high-growth SaaS/PaaS environment, creating, improving, and optimizing operational systems and processes, supported with tangible examples
• Experience with (CRM) as the systems administrator is a must, demonstrating technical aptitude in maintaining and evolving our SFDC instance
• Prior experience scaling the Sales/CS Operations and Planning function in a rapidly-growing enterprise SaaS software startup is ideal
• Demonstrated team player with positive attitude and a disposition willing to do whatever is needed to drive the team's success
• Demonstrated backbone capable of diplomatically explaining sales and compensation policies, while holding the line
• Well-organized, strong communication skills and ability to influence directly and indirectly to drive impact.
• Ability to work with all levels of management and across multiple functional teams from tactical activity to strategic discussion
• Highly motivated, accountable, self-starter, organized, independent, analytical, detail oriented; metrics driven
• Ability to work effectively contributing to and leading cross-group and cross company initiative
• MBA is preferred but not required
• Minimal travel required, NA-based

Why True Fit?

One size does not fit all in what you wear or your True Fit career. Everyone at True Fit has the opportunity to push their professional boundaries, while balancing personal ambitions.

We believe that how we dress is an expression of who we are and the confidence we feel. As an EEO employer, we work to help all team members experience an inclusive, diverse and accepting work environment, so you can be True To You.

True Fit was also just recently acknowledged by Built in Boston who announced that True Fit earned spots on two lists for best places to work 2022

• Boston Best Places to Work
• Boston Best Small Companies to Work For (#16 of 50)

Built In determines the winners of Best Places to Work based on an algorithm, using company data about compensation, benefits and companywide programming. To reflect the benefits candidates are searching for more frequently on Built In, the program also weighs criteria like remote and flexible work opportunities, programs for DEI and other people-first cultural offerings.