As a Director, AM Revenue Operations, you will be the primary business partner to the Chief Customer Officer and the Account Management team. You will be the primary point of contact for all functional areas covered by the Revenue Operations organization, including Analytics, Systems & Tools, Compensation, Deal Desk and Enablement. Your work will involve being a strategy partner to the Account Management leadership team, guiding topics spanning annual planning, team structures, compensation structures, customer segmentation, expansion strategy and more. You will lead projects to drive process improvement and Account Management team execution and you will manage a team of professionals supporting the Account Management organization.
What you’ll do:
- Act as primary business partner to the Chief Customer Officer and their direct reports by working collaboratively with the leader on all AM Revenue Operations topics required to run the Account Management teams and drive renewal, expansion, and retention targets including: annual planning, incentive programs, process improvement, AM team structure and coverage models, target setting, performance reporting (e.g.,forecasts, MBRs, QBRs, company leadership and board materials).
- Lead execution of projects and programs across these initiatives through your own work, managing the work of your team and working with other teams across Navan.
- Act as a proactive thought partner and leader for the Account Management organization providing data-informed insights, PoVs, and optimization / improvement opportunities to AM team and AM organization leadership
- Manage a team of AM Revenue Operations professionals - including defining roles and responsibilities of the team, identifying and prioritizing projects, ensuring successful execution and completion of both day-to-day operations and longer-term projects
- Be accountable for the success and impact of your team as measured by the team’s ability to: (1) enable the Account Management organization to meet their objectives, (2) create an ecosystem of process, systems, and tools consistently improving the efficiency and day-to-day experience of the AM organization, and (3) drive successful completion of projects against the AM organization’s top priorities.
- Coach, train, and develop your team so that they successfully execute within their current roles and advance their careers through promotion paths
What we’re looking for:
- 8+ years of experience in Revenue Operations or a related field, with a strong focus on Account Management operations and demonstrated leadership experience.
- Proven track record of managing and delivering complex, cross-functional programs that drive measurable results in productivity and revenue growth.
- Deep understanding of Account Management processes, methodologies, and tools, particularly.
- Exceptional process and analytical skills, with the ability to diagnose inefficiencies and design effective solutions.
- Outstanding communication, presentation, and organizational skills, with the ability to influence at all levels of the organization.
- Experience implementing metrics and reporting systems to measure the impact and effectiveness of AM team initiatives.
- Self-starter with exceptional multitasking and prioritization skills, able to balance attention to detail with swift execution.
- Experience in fast-paced, SaaS or startup environments is highly preferred.