Director of Revenue Operations

**THE ULTIMATE OPPORTUNITY**

Imagine a virtual customer support agent that works 24/7, speaks 109 languages, and instantly and intelligently gives customers the answers they’re looking for.

You don’t need to imagine because that’s Ultimate - the world’s most powerful virtual agent platform.

Powered by industry-leading AI, a laser-focus on customer experience and a world-class team across the globe, we’re committed to bringing joy and innovation to customer service. With customers regularly ranking us #1 on G2, it’s no wonder some of the best brands in the world have already scaled their digital support with Ultimate - from Vodafone to Finnair, Gorillas to Zalando.

**THE ULTIMATE DESTINATION FOR YOUR CAREER**

At Ultimate, careers accelerate. New opportunities arise as the company is constantly evolving and our Finnish, no-ego culture means that everyone has a seat and a voice at the table. You’ll learn from some of the best and brightest minds, as well as having the opportunity to show us your brilliance and see the impact of your work. We truly offer career-defining opportunities.

With hubs in Helsinki, Berlin and London, alongside our ever-growing global remote workforce, you get to choose a working environment that suits you.

And we are proudly diverse - over 35 nationalities make up our worldwide team. Our Nordic ethics have created a culture where we can all lead by example and shape the company - and industry - we want to see, together.

**The Ultimate Role**

As Director of Revenue Operations, you will be responsible for leading the processes, systems, and reporting infrastructure to enable our GTM strategy, working in partnership with executive GTM leadership. You will steer the GTM-ship through driving revenue, improving operational efficiency and devising creative business plans.

You will report directly to the COO, working closely with the VP of Sales and VP of Customer Success.
- **
Go-To-Market Strategy**
- Partner with GTM leadership to define, develop, support and measure execution of GTM strategy
- Own goal setting, capacity planning, territory mapping, compensation setting, and forecasting across the full customer funnel
- Design, deliver and execute on projects to improve our pipeline generation and velocity and measure their effectiveness
- Define and enforce sales processes, workflows, and lead management practices to drive efficiency, productivity and alignment across the GTM teams
- Work with the customer success team to build a 360 degree view of the base and enhance customer onboarding, adoption, retention, and expansion efforts
- Help drive key operational metrics for the sales and customer success organizations like quota attainment, pipeline coverage, stage conversion rates, and net dollar retention
- **Tooling, Analytics & Reporting**
- Own the CRM and wider data architecture, tooling, processes, and cadence for GTM performance and reporting
- Monitor, analyze and understand metrics and performance across the full revenue cycle
- Utilize and optimize dashboards to show performance, trends, opportunities, and risks across the customer lifecycle
- Prepare and present regular reports to the executive team and board of directors, highlighting key trends, opportunities, and challenges.
- **Forecasting & Performance Management**
- Identify trends, patterns, and insights to inform business decisions and revenue growth strategies
- Work across teams to proactively identify continued areas of improvement and efficiency
- Assess success and progress of new pricing strategies
- **Leadership**
- Line management of a small team. Leading, inspiring and coaching them.

**How is success measured in this post?**

This role is measured by the following metrics, and as a RevOps leader we also invite you to co-create the success measurements you’d like to track your own performance against:

- Increase in qualified pipeline
- Decreased sales cycle time
- Increased forecasting accuracy (new business, expansion, churn)
- Increase in SaaS Magic Number
- Decrease in CAC payback
- Increase in net dollar retention

**Who we're looking for**:
The Ultimate Director of Revenue Operations has a genuine passion and excitement for data insights and strategy. You are constantly looking for opportunities to help move the needle on GTM operations.
- Experience leading impactful Revenue/ Sales Operations functions at a start-up is essential
- Deep understanding of sales and marketing processes, funnel management, and revenue performance metrics
- Deep knowledge of tools in Ultimate’s tech stack (Salesforce, Hubspot, Outreach, Tableau)
- Project management and department roadmapping experience
- Comfortable working in a fast paced, evolving environment
- Ability and desire to process and solve complex problems
- Excited about turning data and numbers into meaning, insights and strategy
- Excellent stakeholder management skills, enjoys partnering with executives in a consultative manner
- Amb