Revenue Operations Manager

WHO WE ARE.

Element develops a secure, sovereign and interoperable communications platform, devised primarily for government, defence and public sector organisations.

We are a for-profit company that is committed to open source. We build Element on top of an open protocol called Matrix, which was created by the same team that leads Element. Matrix is a not-for-profit open source project.

Element works closely with BWI on the BwMessenger for the German Armed Forces, NATO, the United Nations, Gematik on TI-Messenger for the German healthcare industry, and Germany’s Federal Ministry of the Interior and Home Affairs and Dataport on the development of a sovereign workplace for public administration.

We build things for everyone, and we know we can’t succeed without a diverse team. Our hiring process is crafted to be respectful and give candidates the best chance to show us what you can do. If we ever fall down on this, please let us know.

THE ROLE.

We’re looking for an experienced Rev Ops Manager to own our Salesforce and commercial tooling and tracking of the metrics of the entire funnel, and act as the oil in the gears of our commercial organisation, facilitating the work between marketing, sales, product, legal and customer success. Your activities will provide clear visibility on our go to market activities, supporting management in improving the business, and ensuring alignment of the commercial org swith supporting teams. You’ll participate in the definition of the sales processes and KPIs alongside management, sales, marketing and CS. You will be responsible for managing and improving the tools for tracking the business as well as building up the reports and putting together the analysis. You will be reporting directly to the CFO, helping them make sure the organisation works as one machine towards a common goal. You’ll start as an individual contributor but we may grow the team in the coming years.

RESPONSIBILITIES.

Tooling

• Manage our Salesforce as the sole administrator, including sales process, product, pricing and contractual documents implementation.
• Own and manage other commercial tooling including currently Hubspot, Salesloft, Looker Studio (including basic SQL queries), Pandadoc
• Partner with engineering (IT), compliance and functional leads to select and implement new tools and workflows across Marketing, Sales, and Post-Sales

Reporting

• Support leadership with metrics to clearly connect customer and sales objectives, outcomes and activities to company and team KPIs
• Generate regular and ad-hoc analysis for both the Sales and Marketing Leadership Teams to monitor performance across a range of business drivers and both sales and marketing team performance
• Lead resource planning for all go to market teams based on revenue, forecast, and potential

Processes

• Drive data quality, process improvement and automation activities that improve workflows including ensuring that the data in our salesforce system is accurate.
• Collaborate with other sales operations teams and cross functional teams to drive business alignment across the organisation
• Assist in creation of variable incentive compensation models, variable incentive automation, and variable incentive performance calculations

Enablement

• Provide direction and training to Account Executives, Customer Success Managers, and Sales Development Representatives to onboard them into our systems and processes
• Define, document, and maintain sales policies and contracting processes across geographies to encourage the right behaviour and alignment with our bookings policy and SaaS revenue model

Requirements

REQUIREMENTS.

• You have 2-5 years experience of revenue operations for other startups within emerging GTM functions from $5M to $30M.
• You have either been the sole 1-person Rev Ops team or you have experience working in Revops across Marketing, Sales, Customer success areas.
• You are hands-on and possess enough software development and Salesforce experience to be able to implement the tooling and build integrations yourself
• You have an analytical mind with a strong ability to extract insight from data, with an excellent commercial awareness
• Your communications skills are excellent and you strive bringing people together around a single goal
• You have a strong knowledge of Salesforce and other go-to-market tooling
• It would be useful if you are experienced in ABM campaigns and territory planning, and have knowledge of Pandadoc.

ADDITIONALLY, WE ARE LOOKING FOR SOMEONE WHO IS:

• Smart, curious and enthusiastic
• Organised and detail oriented
• Collaborative: works well with cross functional stakeholders in a collaborative and feedback driven environment.
• An articulate communicator
• Empathetic, with both their colleagues and the end user
• Is comfortable with the pace, trade offs and ambiguity of a startup (specifically: how to take care of yourself and get your work done without working crazy hours).

Benefits

BENEFITS & PERKS.

• Private Health Insurance / Medical Allowance (depending on the country)
• Plumm Health
• Annual Bonus
• Share Options
• 40 days Annual Leave (including local bank holidays)
• Flexible working hours
• Company Socials (virtual or in person)
• Family friendly environment

You can find a more detailed explanation HERE and you might be eligible for other benefits depending on your location.

ELEMENT VALUES.

We are an open company

We help our customers succeed

We are ambitious

We are bias to action

We trust and look after each other

We leave the world a better place

EQUALITY, DIVERSITY & INCLUSION.

Element does not discriminate on the basis of race, sex, colour, religion, age, national origin, marital status, disability, veteran status, genetic information, sexual orientation, gender identity or any other reason prohibited by law in provision of employment opportunities and benefits.

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