• You, as the Director, Revenue Operations, will be responsible for helping the team scale while meeting our productivity and efficiency goals. • The scope includes, but not limited to, reporting, analytics, sales process and tools improvements, plus cross-functional initiative support. • Additionally maintaining the data integrity and being responsible for the day to day support and maintenance of SFDC. • Develop standard reports and dashboards for sales activities, pipeline, bookings, commissions, and forecasting • Maintain KPIs around sales productivity and quota attainment • Provide support for annual revenue and territory planning • Market analysis, competitive analysis etc. • Support quarterly business review (QBR) process with analytics, logistics, and presentations • Create and maintain communication platforms for the sales organization with relevant updates and announcements • Coordinate vendor agreements, contracts, licenses, and renewals for all sales systems and tools • Centralized help-desk providing support for sales systems including Salesforce, Chatter, etc. for the sales organization, including troubleshooting, gathering feedback and documenting processes • Primary liaison / conduit for the sales team and sales contracts attorney • Primary responsibility for creating sales quotes, managing discounting process within guidelines for both end users and resellers • Support and responsibility for RFP responses • Support customer contracting process including contract reviews, working with outside counsel, managing redline cycles, and obtaining signatures. • Primary responsibility to close/won and close/lost sales opportunities • Responsibility for recording orders and “bookings” in CRM system based upon securing ALL necessary elements (executed agreements / quotes and purchase orders) from customers • Maintain sales operations file repository / folders with appropriate role based access cross-functionally • Maintain most up to date Company approved document templates to aid accurate sales motion (NDA, MSA, quotes, SLA, SOW, RFP responses, etc.) • Maintain Salesforce.com including support of daily operations, configuration changes, data hygiene and integrity, reporting, training, and troubleshooting • Ensure all CRM processes enables us to consistently gather high-quality data and provide clear visibility into the sales pipeline at all stages • Create and maintain documentation on processes, policies, application configuration, business rules and help related materials for users • Keep up-to-date on new Salesforce.com features and functionality and provide recommendations for process improvements • Manage the relationship with, and project manage the work of, external Salesforce development resource • Partner closely with Marketing leadership to align demand generation, pipeline creation, and revenue goals across the full funnel (MQL → SQL → Closed Won). • Own end-to-end funnel analytics, including lead flow, conversion rates, pipeline velocity, attribution, and ROI reporting across campaigns, segments, and regions. • Develop and maintain dashboards and reporting that provide clear visibility into marketing performance, pipeline contribution, and forecast impact for executive leadership. • Ensure strong data governance and process alignment between Marketing Automation platforms (e.g., HubSpot/Marketo), Salesforce, and downstream revenue reporting. • Define, document, and optimize lead management processes, including lead scoring, routing, SLAs, lifecycle stages, and handoffs between Marketing, SDRs, and Sales. • Support planning and execution of integrated GTM motions, including campaign tracking, product launches, ABM initiatives, and vertical/segment-based programs. • Partner with Marketing and Finance on pipeline planning, capacity modeling, and target setting to support quarterly and annual revenue plans. • Drive continuous improvement of marketing operations workflows, tools, and reporting to increase efficiency, scalability, and impact. • Serve as a key operational liaison between Sales, Marketing, and Finance to ensure consistent metrics, shared accountability, and aligned decision-making. • Assist with developing and administering sales incentive compensation plans • Seek to identify operational challenges and improve sales processes across Enterprise, Government and Business Development segments of the business • Assist with all budgeting planning and activities for RL Sales • Develop, maintain and improve standard operating procedure manual for all sales processes • Develop and share information on successful sales campaigns and approaches among sales team • Identify, design, and implement sales process improvements; maintenance of sales policies, business rules, guidelines, and training materials • Work with the sales team to vet, onboard, train and ready them to be effective members of the sales organization • Serve as primary liaison between Sales, Marketing and Finance • Other duties as assigned