Director of Revenue Operations

FreeWill is an award-winning, social-good startup that has partnered with 1450+ nonprofits who support our mission while raising more than $9B in bequests to charities since we were founded in 2017. We’ve been featured in the New York Times, Forbes, Oprah’s magazine, and our co-CEOs have even been named to Town & Country’s “Top 50 Philanthropists” list.

All of this is because we’ve figured out how to make some powerful (but complicated!) ways to donate much easier and more accessible. Our products make things easier for the donors who want to change the world and for nonprofits doing heroic work around the planet.

In the last 6 years, we’ve grown from 5 people to 175+ (all smart, tenacious, and kind), and continue to grow. We’d love to have you be a part of this adventure. Check us out on Glassdoor!

Full-time • Excellent Benefits • Work from Anywhere in the US (except AL, CO, or LA)

About the role

We are currently seeking a talented and driven Director of Revenue Operations to join our team. This role will oversee our revenue operations supporting our Sales and Renewals teams. This role offers an excellent opportunity to make a significant impact on our organization by ensuring accurate revenue forecasting, driving performance improvements, and supporting the achievement of ambitious growth targets.

You will report directly to the Senior Director of Business Operations, collaborating closely to align revenue operations with broader company objectives.

If you have a strong background in SaaS Operations, a keen understanding of Salesforce and Hubspot, and the passion to drive positive change, we invite you to apply and help us make a difference in the world.

FreeWill has set compensation and a non-negotiation policy for fairness reasons (we don't think that an individual's pay should be determined by how comfortable they are negotiating). As a result, we like to be transparent and up front about the compensation. When we make an offer, we provide multiple options so that employees can choose between compensation packages that prioritize salary or stock options. The offers for this role will be between $170,000 and $180,000.

Responsibilities:

• People Management: This role will oversee our Sales Operations, Renewal Operations, Marketing Operations team (current headcount of three HC), and Salesforce Admin.
• Sales and Renewal Operations: Develop and optimize sales & renewal processes and workflows. Implement and manage tools and technologies. Provide support for sales & renewal forecasting (offering clear visibility into revenue performance) and pipeline management (track progress, pinpoint trends, and fine-tune conversion rates). Analyze sales performance metrics and provide insights. Own commission programs (planning, analysis, and reporting) and collaborate with leadership to drive continuous sales expense efficiency improvements
• Marketing Operations: Collaborate with marketing teams to optimize lead generation processes. Implement and manage marketing automation tools. Track and analyze marketing performance metrics. Ensure alignment between marketing and sales efforts.
• Customer Success Operations: Collaborate in enhancing customer onboarding and retention processes. Implement and manage customer success tools and technologies. Monitor and analyze customer health metrics. Collaborate with customer success teams to drive customer satisfaction.
• Revenue Analytics: Develop and maintain key revenue metrics and KPIs. Provide data-driven insights to support decision-making. Conduct analysis to identify growth opportunities and areas for improvement, driving discussions and decisions amidst the executive team.
• Cross-functional collaboration: Foster collaboration between sales, marketing, and customer success teams. Align processes and goals across departments. Act as a bridge between different teams to ensure a unified revenue strategy.
• Technology Management and Process Optimization: Ensure proper integration between different systems (CRM, marketing automation, analytics tools, etc.). Identify and eliminate bottlenecks in revenue-generating processes. Continuously improve and optimize workflows to increase efficiency. Uphold data accuracy and integrity across all revenue-related systems and processe
• Training and Development: Collaborate with the marketing and enablement team to develop and implement training programs for sales, marketing, and customer success teams. Ensure teams are proficient in using tools and following established processes.

Required Background:

• SaaS Operations Experience: To excel in this role, you should possess a minimum of 5-8 years of experience in SaaS Operations or related fields. Your background should demonstrate a deep understanding of revenue operations and its impact on business growth
• Proficiency in Salesforce (required) and Hubspot (preferred): As a Director of Revenue Operations, you should be highly proficient in Salesforce and Hubspot dashboarding and reporting. Your ability to leverage these platforms effectively will be crucial in generating valuable insights for the company
• Experience with setting best-in-class SaaS efficiency KPIs for revenue teams and working with senior leadership to adopt strategies to reach these targets
• Knowledge about core SaaS concepts including ARR and best practices in contact creation to facilitate commission payout, ARR and Revenue Recognition reporting
• Comfortable with assessing pipeline information to provide accurate revenue forecasts to inform company decision-making
• Experience with setting and tracking variable compensation plans for Account Executives and Account Managers
• Strong communication and time management skills
• Experience in managing complexity, displays consistently sound judgment in complex situations with incomplete information
• Experience in balancing a high volume of urgent and competing priorities with a track record of strong project management
• Pricing experience is a plus. Experience in collaborating with the product and marketing teams to create and manage dynamic pricing strategies, ensuring competitiveness and revenue maximization

Hiring Process

The hiring process for this role is as follows:

• Recruiter Phone Screen (30 minutes)
• Hiring Manager Interview ((30 minutes)
• Take Home Exercise (1 hour)
• Final interviews with 3 FreeWill team members (3 separate interviews; 30 minutes each)
• Offer (contingent on positive references)

Please note that steps in the hiring process can and may change and the Recruiter will be your point of contact in sharing about any updates in terms of the process. If you are selected to move forward in this process, the Recruiter will share more details about the hiring process and interviewers. However, this is a good estimate of what you can expect. For most roles, our hiring processes take an average of 4-6 weeks.

Benefits

In addition to the immense personal and professional satisfaction you’ll gain from helping to raise $1T for high impact nonprofits in a kind and joyful work environment, full time employees at FreeWill are eligible for the following benefits:

• Work from home
• Unlimited PTO
• Flexible hours
• Competitive salary
• Commuter benefits
• Company stock options
• 401k
• Medical/Dental/Vision (some single coverage medical plans are 100% employer paid, subsidized rates for spousal, parent-child, and family coverage)
• Short-term and long-term disability insurance
• Life and AD&D insurance
• Free One Medical membership
• Paid parental leave for all parents

Perks

• Regular (virtual) team events
• $250 monthly co-working budget which can be used for local co-working spaces
• $300 annual budget to outfit your home office or cover utility bills
• $1,000 referral bonuses for growing our FreeWill community
• $1,000 annual professional development budget

FreeWill is an equal opportunity employer and we value diversity. We are committed to finding talent that is not determined on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, disability status, or any other characteristic protected by law.

We are a remote-first company that’s able to hire in 47 states and D.C. Unfortunately, we are unable to hire in Colorado, Alabama, or Louisiana at this time. We also can’t sponsor working visas, so all applicants will need to have work authorization in the US.

Don’t check off every box in the requirements listed above? Please apply anyway! Studies have shown that marginalized communities - such as women, LGBTQ+ and people of color - are less likely to apply to jobs unless they meet every single qualification. FreeWill is dedicated to building an inclusive, diverse, equitable, and accessible workplace that fosters a sense of belonging – so if you’re excited about this role but your past experience doesn’t align perfectly with every qualification in the job description, we encourage you to still consider submitting an application. You may be just the right candidate for this role or another one of our openings!