Director of Revenue Operations

Who we are :

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CompassMSP is a rapidly expanding, award-winning technology solutions provider in the booming managed services space. Our vision is to be the North American leader in delivering and supporting technology solutions for small and mid-sized businesses.

We are driven by our mission and core values to be a great place to work and a great company to work with.

Currently, our organization covers 5 regions with offices from Hartford to Chicago to Miami. We offer a broad portfolio of secure IT services including managed IT, cybersecurity, technical compliance (CMMC, NIST, HIPAA, etc.

cloud solutions, and professional services. We have garnered top industry recognition for our thought leadership, growth, and workplace culture.

What are we looking for :

Summary :

The Director of Revenue Operations will provide operational and analysis support to the VP of Sales and Chief Marketing Officer, focusing on sales process excellence, pipeline quality, and all leads entering and moving through the pipeline to closed / won.

Responsibilities will include developing effective reports and aiding in the preparation of thoughtful analysis on trends, as well as helping in the streamlining and automation of processes.

A critical success in this role will be providing efficient support to the Sales and Marketing organizations, especially for the detailed reporting and analysis required on a weekly and monthly cadence.

This person will communicate and work collaboratively with the VP of Sales, CMO, and other groups across the company.

Key Requirements for the Position :

• 5+ years in a Sales support role and / or a BA in Finance / Accounting
• Proficiency in MS Excel
• Knowledge of pivot table function as well as advanced formulas required
• Intermediate PowerPoint skills
• Experience with client relations management software (CRM), and / or any other technologies
• Experience with commission software
• Execution and decision-making skills
• Leadership, coaching and motivational skills
• Adaptable, flexible, and comfortable working in a fast-paced and frequently changing business environment
• Ability to understand, develop, interpret, and report on financial and non-financial data
• Travel is required, at a minimum, once a quarter, within North America

Who you are :

You are a detail-oriented self-starter who takes ownership of your job responsibilities and can communicate effectively with teammates and clients.

You work best in a bold, work-hard, play-hard environment. You are adept at setting organizational key performance metrics, using analytics for decision making, and enjoy team mentorship, team camaraderie, and multitasking, all while working in a fun environment.

A successful Director of Revenue Operations will be able to provide support with the following :

CRM :

• Synchronize and manage contact, company, and deal data for streamlined reporting
• Maintain current classification systems, provide prospect classification suggestions, and identify key points of contact in buying committees
• Manage CRM upkeep, including handling bounces, new contacts, and job changes and using CRM expertise to address OSR questions promptly

Deal Creation :

• Configure deals in the CRM, ensuring companies align with the Ideal Customer Profile (ICP)
• Verify the latest contact information for the buying committee is uploaded

Pipeline :

• Oversee and optimize the marketing and sales pipeline, ensuring adherence to processes and providing guidance on best practices
• Conduct weekly reviews of the active pipeline, assess the quality of qualifying questions, evaluate the performance of the sales touch cadence, and ensure each deal is in the appropriate stage
• Hold Account Executives accountable for networking and lead generation beyond targeted marketing efforts

Forecasting :

• Review forecast data weekly to appropriately categorize and forecast opportunities for the Sales Team
• Ensure accuracy of account and opportunity data in CRM, proactively resolving discrepancies for timely and accurate reporting

Commissions :

• Prepare and upload monthly commission files based on closed revenue for different roles
• Collaborate with Finance to calculate and summarize payouts, obtain executive approvals, and provide HR with commission amounts according to payroll deadlines
• Address and respond to all commission-related inquiries and maintain a Commission trend file

Deal Desk :

• Support sales in preparing quotes, securing necessary pricing approvals, and ensuring accurate pricing information in the CRM
• Monitor and respond to inquiries about the order process, tracking orders through booking and billing to ensure accurate reflection in company reports

Win Wires :

• Generate and distribute Win Wires for company deals surpassing designated revenue to specified lists
• Create and distribute deal slides for display on office TV screens as needed

Reporting :

• Generate and analyze metric reports for various teams following the defined cadence (regional town halls, op meetings, board meetings, internal metrics - mkt / sales / reg)
• Reports include MQL Analysis, KPI Analysis, Total Pipeline Report, Partner Dashboard, and Partner Reports

Regular tasks :

• Prepare and distribute daily metrics to various teams
• Manage Named Account assignments and maintain master assignments
• Create ad-hoc reports and presentations as required

What we offer :

• Competitive pay
• Quarterly Bonuses
• Progressive PTO
• Medical / Dental / Vision / Life / Disability available
• Tax deferred retirement plan with company match
• Career Development and Coaching
• Fun work environment!

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