Senior Revenue Operations Manager, Fivetran
Global Self Service & North America Commercial
$127.1-158.9k
+ RSU stock grants
Data integration solutions
Job no longer available
Data integration solutions
1001+ employees
Job no longer available
$127.1-158.9k
+ RSU stock grants
1001+ employees
Company mission
Fivetran's mission is to solve the hardest part of building a data-driven company: centralising all your data in one place.
Role
Who you are
- 5+ years of experience in sales/revenue operations/strategy at a B2B SaaS company; experience supporting a Self Service SaaS motion or PLG product management experience preferred
- Business acumen (how KPIs and health metrics interact, how to influence them) and data literacy (comfortable pulling data and building models to derive insights)
- Comfortable with A/B testing and measuring the success of experiments
- You think like an entrepreneur, demonstrate incredible ownership/initiative, and have a track record of making data-driven decisions and leading multiple concurrent cross-functional initiatives from inception to successful and timely completion
- Strategic mindset and problem-solving skills; ability to structure ambiguous problems and balance creativity and practicality when solutioning
- You gain the trust of key stakeholders by actively listening and seeking to understand their views and needs. Consistently demonstrates respect and appreciation for others by empathizing, valuing their time and contributions, being available and responsive to their needs. Equally comfortable interacting with all levels within the organization, particularly Commercial, Enterprise, and Product Senior Leaders
- You have experience with the levers of sales/customer success/alliances/marketing operations and with systems/tools including Salesforce, Outreach, Clari, and Looker
What the job involves
- We’re looking for a a driven Senior Revenue Operations Manager, Commercial & Self Service to lead the SMB/midmarket and self service operations
- In this role, you will sit at the cross-roads of our PLG and sales-led motions, driving efficiency and growth for the organization
- Your leadership will be critical to our rapidly growing and evolving self service motion, leveraging it to allow our sales team to focus on high-intent, high-value deal cycles
- You’ll chart the path to hit the Commercial segment’s revenue target and rep productivity metrics by using data to ensure we are getting the most out of both our Self Service motion and the leads we send to Commercial and Enterprise sellers from that motion
- Together with all GTM senior leaders and Product leaders, you will design the roadmap for hitting those targets, execute on that roadmap, and ruthlessly prioritize new initiatives to drive focus
- Learn the ins and outs of the Self Service motion’s metrics, processes, strengths, and opportunities to develop a roadmap to hit our revenue targets and Commercial/Enterprise rep productivity goals
- Become familiar with the Global GTM roles across all segments and regions in order to optimize the interplay between the Self Service motion and our sales team
- Evaluate the effectiveness of our product qualified leads (PQLs) and, working with our self service team, devise rules to increase the effectiveness of our PQLs
- Own decisions on how Fivetran leverages the initial momentum of our Self Service motion and scales that out through the Sales team to drive focus and improve rep productivity
- Proactively identify challenges to hitting our goals via data analysis, stakeholder interviews, process reviews and devise practical, creative solutions to solve those challenges
- Serve as the business and thought partner to Commercial sales, Marketing and Product leadership to adjust course as needed in service of hitting our targets consistently and efficiently
- Work with the Global Revenue Operations team to build scalable, repeatable, and efficient GTM processes that result in revenue growth through more streamlined automation and improved clarity of “what good looks like.”
- Lead ToFu (top of funnel) and Forecast calls to ensure accountability and identify trends and any gaps in our GTM motion. Work cross-functionally to make our successes the norm and to close any gaps
- Review the current status quo of sales, customer success, and alliances operations and create a plan of action in collaboration with stakeholders to drive revenue, productivity and predictability through process, people and systems
- Communicate and partner collaboratively with all levels within the organization to help drive revenue operations initiatives
- Prioritize multiple high visibility/impact initiatives across multiple stakeholders to ensure we are meeting/exceeding our objectives
- Partner with Analytics, Revenue Systems, Revenue Insights, GTM Enablement, Legal, Product, and Finance leaders to ensure the Commercial and Self Service business has the resources, tools, and processes needed to hit their revenue targets
Otta's take
Theo Margolius
COO of Otta
After a few slower years since graduating from Y Combinator in 2013, Fivetran has skyrocketed, consistently raising large sums of funding, including an Andreessen Horowitz-backed $565m Series D round in 2021.
Customers are mostly data analysts at companies with inefficient database schema, who suffer from a high risk of project failures. Fivetran offers rapid integration of complex data services into cloud warehouses, tagging onto the trend towards cloud-based data systems.
By developing and continuously improving cloud applications that adapt to changing APIs and data schemas, Fivetran is attracting customers who seek long-term data viability. Fivetran also benefits from being easy to set up and integrate into a client's existing software.
After acquiring HVR, a data integration competitor, and Teleport Data, Fivetran continues to add functionality and customers via acquisition. A round of funding in 2023 paved the way for expansion into European and Asian markets.
Insights
Company
Funding (last 2 of 6 rounds)
Sep 2021
$565m
SERIES D
Jun 2020
$100m
SERIES C
Total funding: $727.6m
Company benefits
- 100% paid Medical, Dental, Vision and Basic Life Insurance. Benefits begin on your first day! 🇺🇸
- Option of Health Savings Account (HSA) or Flexible Savings Account (FSA) 🇺🇸
- Generous paid time off (PTO) plus paid sick time, holidays, parental leave, and volunteer days off 🇺🇸
- 401k match program 🇺🇸
- Eligible donation match program 🇺🇸
- Monthly cell phone stipend 🇺🇸
- Work-from-home equipment reimbursement for your home office setup! 🇺🇸
- Professional development and training opportunities 🇺🇸
- Company virtual happy hours, free food, and fun team building activities 🇺🇸
- Commuter benefits to help with transit and parking costs 🇺🇸
- Employee Assistance Program (EAP) 🇺🇸
- Referral Bonuses 🇺🇸
- Stock equity -- every employee is granted stock options when they walk in the door 🇺🇸
- Annual Camp Fivetran trip that brings together every employee from around the world 🇺🇸
- Dental, and Health Insurance Benefits 🇪🇺
- Equity in early-stage, Series D ScaleUp 🇪🇺
- Life Insurance and Income protection and Retirement savings plan 🇪🇺
- A healthy work culture with excellent opportunities for professional and personal development 🇪🇺
- Working from home equipment stipend 🇪🇺
- Family Leave Program 🇪🇺
- Company happy hours and virtual Team building events 🇪🇺
- Social/ Wellness/ Volunteer activities 🇪🇺
Company values
- Preserve your integrity, even when it's hard
- Take the initiative
- Trust each other
- Nurture diversity, equality and inclusiveness
- Lead, don't follow
- One team, one dream
Company HQ
Downtown, Oakland, CA
Founders
George Fraser
(CEO)PhD in Neurobiology from the University of Pittsburgh
Taylor Brown
(COO)Studied Business Administration (focusing on design strategy) at California College of the Arts to Masters level
Salary benchmarks
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