Director Of Revenue

2 weeks ago

Boston, United States Menlo Ventures Management, L.P Full time

We have an exciting vision for cybersecurity - one that puts people at the center of cyber. Our cyber resilience SaaS platform is an agile, hands-on solution that helps teams continuously assess, build, and prove cyber capabilities through real-life simulations, rather than one-off training sessions.

We help the world’s biggest brands like Citi, Pfizer, Humana, and HSBC protect their revenues and brand reputations.

Founded in 2017 from a cargo container in Bristol, UK, Immersive Labs has progressed to the global stage and has secured over $180 million of funding.

The opportunity

As our US customer base grows, we’re looking for a Director of Revenue Operations to join the Go-To-Market team here in Boston. In this role you‘ll be responsible for ensuring the alignment and efficiency of the entire revenue engine, encompassing sales, marketing, and customer success. Your primary goal is to drive revenue growth by optimizing processes, leveraging technology, and providing actionable insights through data analysis. You will lead a team that collaborates cross-functionally to ensure a cohesive approach to revenue generation, forecasting, and reporting.

Key Responsibilities:
  • Act as a key advisor to senior leadership, providing insights and recommendations to improve operational efficiency and revenue performance across marketing, sales, and customer success.
  • Lead, mentor, and develop a team of revenue operations professionals, fostering a high-performance culture.
  • Oversee the entire revenue operations technology stack, including Salesforce.com (SFDC), Salesforce CPQ, Clari, and Gainsight, to ensure optimal utilization, integration, and continuous improvement.
  • Own and manage the global revenue forecasting process for new business, upsell opportunities, and renewals, ensuring data-driven and accurate forecasts.
  • Establish and manage a global operating cadence to ensure consistency, compliance, and discipline across sales, marketing, and customer success functions.
  • Lead the operational business planning process, including market segmentation, resource allocation, territory design, and quota assignment.
  • Oversee the planning and administration of sales compensation programs, ensuring alignment with business objectives and revenue targets and incentivizes desired sales behaviors and drive performance.
  • Identify inefficiencies in sales, marketing, and customer success processes, and implement improvements to optimize lead generation, deal flow, and customer retention.
  • Ensure data accuracy, integrity, and consistency across revenue operations systems, driving data hygiene best practices and compliance.
  • Manage and maintain comprehensive dashboards and reports to monitor key metrics, including revenue attainment, pipeline velocity, and sales productivity.
Qualifications:
  • 7+ years of experience in revenue operations, sales operations, or a similar role, preferably in a B2B, SaaS, or technology environment.
  • Proven experience managing global forecasting processes, operational cadences, and compensation planning at a global scale.
  • Strong experience with revenue operations technologies particularly Salesforce.com, Salesforce CPQ, Clari, and a deep understanding of how to optimize their use.
  • Strong analytical and problem-solving skills with a data-driven approach to decision-making.
  • Excellent communication and collaboration skills, with a demonstrated ability to influence senior leadership and cross-functional teams.
  • Ability to manage multiple complex projects simultaneously, with strong organizational and prioritization skills.
Immersive Labs’ growth has been fueled by the values that underpin everything we do, here‘s how they relate to this role:
  • Drive -We are innovators and market-creators, constantly moving forward to achieve results in support of our mission.
  • Inclusive -We are passionate about creating an environment of inclusion and respect for our employees, customers and partners, everyone has opportunities to thrive.
  • Customer Obsessed -We seek to develop deep relationships with our customers to help them achieve their business outcomes.
  • One Team -We are a talented global team working together to achieve our vision.

If you would like to read more about what you can expect from our recruitment process, you can visit our dedicated interview process page.

What Immersive Labs offer:

As well as an inclusive, supportive place for you to be you, we offer an extensive range of benefits so you can do your very best work:

  • Look after you and your family with Health, Dental and Disability insurance; fully paid sick leave and mental health support.
  • Time off, flexible and remote working so you can work when and where is best for you, including 33 days holiday, 12 weeks enhanced parental leave, 2 volunteering days and your birthday off.
  • Save for the future with contribution matched 401K, and rewards and recognition for your successes.
  • Career and learning development through the platform and our ‘Learn Anything’ fund.
  • Recognition & Rewards for doing great work and living our values and behaviors.
  • While most of the team is fully remote, when you do visit, our North American HQ is based in the center of Boston, just a 10-minute walk from Back Bay train station.
  • We’re a sociable, tight-knit team with monthly socials, sports clubs and quarterly parties. Our socials have included everything from cake competitions to movie nights and escape rooms.

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

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