WW Revenue Operations Director

Joining Collibra’s Sales Operations team

Collibra is looking for an experienced WW Sales Operations Director to join the GTM Operations team in Raleigh, NC. The ideal candidate should have strong analytical, communication, and project management skills, enabling leaders to understand business drivers and levers for driving New ARR growth and customer retention. This highly visible position will partner closely with senior leaders across the GTM organization and corporate functions to translate company objectives into actionable sales strategies ensuring that our customers are our true north. 

This is a hybrid role based in our Raleigh office. Our hybrid model means you’ll work from the office at least two days each week. This setup helps us stay connected, work more closely together, and keep making progress as a team.

The WW Sales Operations Director at Collibra is responsible for

• Manage sales headcount roster and quota capacity models for field sales team and overlay functions. Build and maintain quota models tracking quotas and attrition for all quota carrying roles (BDR, CE, AE/AM, PAM,RM, PS).
• Develop TAM model and addressable market by product category. Analyze market and account data to identify market growth opportunities. Develop and present findings to the leadership team to optimize coverage model and headcount.
• Track business performance across the entire GTM funnel and leverage data analytics to identify bottlenecks, growth levers, and opportunities for improvement. Develop data-driven recommendations and present findings to the leadership team.
• Lead all quarter end activities for Renewals including finalizing compensation crediting for all GTM roles for renewals, Downsell/Churn, and reporting for all quarter end deliverables.
• Serve as liaison between field sales, finance, and deal-desk on all pricing related inquiries. Track discounting behavior and develop analytical models in partnership with Finance, Product Ops, and BI teams to maximize revenue potential.
• Drive end to end analytics across GTM funnel to translate company goals into actionable targets and sales strategies for all GTM teams (e.g., pipeline creation, pipeline conversion). 

You have

• 8+ years of experience in Sales Operations, Finance, or Analytics role;  3+ years experience with Salesforce CRM (or similar) relational database systems is preferred.
• Experience developing analytical models using Excel / Google Sheets and presenting findings to senior leadership is a must. Proficiency in SQL is nice to have but not required.
• Capable of breaking down complex problems and proposing thoughtful recommendations. 
• Strong business acumen and analytical skills, including written communication and presentation development.
• A bachelor’s degree or equivalent work experience.
• This position is not eligible for visa sponsorship.

You are

• Relentless in wanting to deliver accurate insights to stakeholders.
• Passionate about being a data-driven problem solver, able to approach problems from multiple perspectives.
• Fluent in telling meaningful stories through the use of data and visualizations.
• Highly collaborative and empathetic.

Measures of success 

• Within your first month, you will immerse yourself in the day-to-day operations of the GTM organization, learning about the GTM coverage model, the GTM funnel, and all related processes. 
• Within your third month, you will have become intimately familiar with our CRM database, reporting assets, and  be capable of leveraging this information to develop analytical models that aid in decision making. 
• Within your sixth month, you will partner closely with Sales leadership to refine the go-to-market strategy and help drive strategic priorities within the GTM organization such as capacity planning, quota setting, and optimizations across the GTM funnel focusing on conversion and retention.

Compensation for this role

The standard base salary range for this position is $168,000 - $210,000 per year. This position is eligible for additional commission-based compensation. Salary offers are based on a combination of factors, including, but not limited to, experience, skills, and location.

In addition to base salary, we offer equity ownership at every level, bonus potential, a Flex Fund monthly stipend, pension/401k plans, and more.