Director of Global Revenue Operations, inriver
Salary not provided
Excel
Salesforce
Expert level
Remote in US
Amsterdam
Chicago
London
Product information management (PIM) solutions
Job no longer available
Product information management (PIM) solutions
201-500 employees
B2BMarketingBusiness IntelligenceSaaSProduct ManagementeCommerce
Job no longer available
Salary not provided
Excel
Salesforce
Expert level
Remote in US
Amsterdam
Chicago
London
201-500 employees
B2BMarketingBusiness IntelligenceSaaSProduct ManagementeCommerce
Company mission
To build a more sustainable future by helping customers exceed expectations at every stage of the product journey.
Role
Who you are
- Bachelor’s Degree
- 10+ years overall experience working in a global sales operations function or business analytics capacity
- Proven ability to work effectively within complex decision making and organizational structures
- Experience in sale or sales management:
- Demonstrated success being a sales system champion, ensuring adoption of the system and supporting analytics
- At least ten years of outside sales and/or sales operations or administration experience
- Experience with business-to-business SaaS revenue models
- Experience with one or more leading CRM tools / applications, ideally Salesfore.com
- Experience managing sales compensation programs
- Strong analytical background, including:
- Advanced PC skills with Microsoft Office (emphasis on Microsoft Excel, PowerPoint and Access)
- Moderate-to-advanced BI capabilities
- Possesses a level of gravitas and influence required to helm the Sales Operations function, with a proven track record of leadership
- Effective communicator with excellent written and verbal skills
- Intellectually curious with an understanding of general business strategy and operations
- A strategic thinker, that looks beyond problems at hand to identify root causes and deeper level implications
- Demonstrated ability to build “trusted advisor” relationships with internal, senior stakeholders
- Proven track record of mentorship and coaching, but willing to “roll up their sleeves” and get involved in to get the job done well
- Highly motivated, extremely organized and detail oriented
- Outcome oriented, with a proactive approach their work
- Travel: Ability to travel nationally and internationally
- General: Has required skills and knowledge to perform role and responsibilities
What the job involves
- As Director of Global Revenue Operations, you will lead inriver’s global revenue operations team
- With your expertise in Global Revenue Operations, you will be responsible for your team's execution and provide leadership and support to strategic business improvement initiatives
- You and your team will work with a cross functional commercial leadership team to directly analyze large data sets, design and perform statistical analyses that continuously improves our process efficiency
- This is a high visibility position with direct exposure to and collaboration with the Executive Leadership Team
- In this role you will report directly to the VP Commercial Operations
- Lead the Global Revenue Operations organization, working in close collaboration with the Chief Sales Officer, VP Commercial Operations & other ELT members to define and drive implementation and operational plans for commercial strategies that enable inriver to achieve its revenue goals
- Directly lead a small team, including Rev Ops Associates, Salesforce Admins & Analysts
- Directly contribute to the output of the team through hands-on approach
- Build metrics to demonstrate the output of your team and link value to the business. Understand its scalability and resource needs, building a linked resourcing plan that enables the function to grow with inriver’s commercial growth plan
- Deliver critical insights to our commercial leaders enable them to achieve revenue goals
- Play a leading role in the creation and ongoing maintenance of our commercial sales processes and tools, working as a key member of the commercial leadership team to improve pipeline forecasting, account planning and rep productivity
- Manage and refine key performance indicators (KPI's) for the global commercial teams. Deliver KPI’s through accurate & robust dashboards that allow stakeholders to have just-in-time insight into their business performance. Ensure efficiency of delivery by leveraging best-in-class reporting technology and automation
- Proactively drive insights into KPI’s in order to recommend improvement actions and corresponding plans
- Identify short-term quick wins and longer-term improvement initiatives in sales, work to understand relevance and prioritization of solutions to these through your understanding of the effort and impact to the organization of the solution
- Complete ad hoc analysis as needed to deliver deeper insights on key issues critical to the success of the commercial organization and inriver
- Drive measurement, analysis, and testing initiatives to support and optimize global and regional sales and opportunity generation programs
- Ensure that data governance is in place to enable effective use of inriver’s commercial tech stack, and that high standards of data accuracy are in place (single source of truth) that support effective and efficient use by the sales organization and the company at large
- Own our weekly pipeline & bookings forecasting process, working as a partner and constructive adversary to our sales leadership team to drive forecasting accuracy and predictability
- Ensure that sales leaders have all the information that they need to effectively assess short, mid and long term bookings potential
- Play a quarterback role to ensure that bookings forecasts are submitted on-time, and can be effectively rolled up at a global level
- Support the Chief Sales Officer in the creation of the global bookings forecast
- Play a leading role in our annual revenue planning and budgeting process
- Empower the sales, marketing, and partner organizations with data in order to inform / kick off the Planning process
- Coordinate the planning process across other functions (e.g., Finance) and key internal stakeholders (e.g., sales leaders, Marketing, HR etc)
- Support the assignment of salesforce quotas and ensure quotas are optimally allocated to all sales resources in a timely fashion. Strategically plan, manage, and maintain territories / accounts to launch new fiscal periods and as headcount changes occur throughout the year
- Consolidate key inputs across the organization into a capacity planning tool that enables the organization to run different growth / investment scenarios
- Throughout the year, support the organization in reviewing progress / attainment against goals and drive re-forecasting
- Monitor and identify trends and opportunities to continually improve the forecast
- Support the Commercial teams in optimizing the go-to-market model and strategy, leading key initiatives to enable the organization to achieve Key Results
- Proactively identify opportunities for sales process improvement. Assist sales leaders in understanding process bottlenecks and inconsistencies, prioritize opportunities for improvement
- Work with leadership & sales enablement to develop playbooks and other support collateral to guide the go-to-market teams on best practices and optimized approaches to selling and relationship management
- Own and drive long-term change management initiatives each year across both functional & corporate priorities (e.g., Pricing & Packaging, BI, etc). Ensure that our strategic priorities work in the longer time through relentless focus on action planning and change management / communication
- Align and manage the roadmap for Sales and Revenue Operations enhancements (i.e., Sales & Marketing technology stack & tools)
- Recruit and develop a best-in-class staff of analysts who serve as key business partners to Sales, Marketing, and Partner leaders
- Support the agenda development, material preparation, and meeting facilitation for key internal meetings, including weekly/monthly meetings, quarterly business revies, and annual reviews
Our take
Inriver, a prominent player in the field of product information management (PIM) software, offers solutions that allow enterprises to optimise their product journey across diverse touchpoints.
With its PIM platform, inriver aids businesses in managing the entire product lifecycle, from sourcing and creation to distribution and recycling. The company's unique proposition lies in its integration of digital shelf analytics and flexible ecosystem connectivity, ensuring scalability and adaptability to growing demands on product data. Inriver's approach to PIM, supporting both B2B and B2C enterprises, underscores its commitment to turning product information into a strategic asset, resonating with over 1,600 global brands.
Inriver has launched its next-generation syndication platform, which offers advanced API connectivity for seamless distribution to marketplaces, channels, and endpoints. This addresses the intricate challenge of content mapping, enhancing efficiency and accuracy for customers seeking to place their products on the digital shelf. This move is indicative of inriver's proactive stance in meeting the evolving needs of modern commerce.
Freddie
Company Specialist
Insights
Company
Funding (last 2 of 4 rounds)
Nov 2020
$32m
LATE VC
Aug 2017
$11.6m
LATE VC
Total funding: $56.2m
Company values
- Innovate
- Be Curious
- Have Fun
- Work Smart
- Take Responsibility
Company HQ
Gamla staden, Malmö, Skåne County
Articles
Leadership
Johan Boström
(Co-Founder)Served as the company's CPO from 2004-2023. Previous Owner of Via Anna/Serendipity Innovations. Also worked as a Sales Director and ECM Specialist at UDK.
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