Exterro is seeking a highly motivated and strategic Manager of Revenue Operations to join our growing team at Exterro, a leading provider of data risk management solutions. As we continue to expand our footprint in the market, the Manager of Revenue Operations will play a pivotal role in driving revenue growth and operational efficiency across the company. This role will report directly to the Vice President of Sales Operations and work closely with cross-functional teams including Sales, Marketing, Finance, and Product.
The ideal candidate will have a strong background in revenue operations, product pricing, and data analysis, with a proven ability to optimize processes, forecast revenue, and implement pricing strategies that support business objectives.
Roles and Responsibilities:
Revenue Operations Strategy and Execution:
- Develop and implement strategies to optimize the end-to-end revenue cycle, from lead generation through to contract closure and customer retention.
- Collaborate with Sales, Marketing, and Finance to align revenue operations with company growth objectives and key performance indicators (KPIs).
- Improve and streamline processes related to revenue forecasting, pipeline management, and sales performance tracking.
- Drive the operational execution of sales campaigns and initiatives to meet or exceed revenue targets.
Product Pricing:
- Lead the development, implementation, and optimization of pricing strategies for products and services across various customer segments.
- Conduct competitive analysis and market research to inform pricing decisions and ensure alignment with industry standards and customer expectations.
- Work closely with the Product and Sales teams to define pricing models, including subscription, usage-based, or enterprise pricing, and ensure they are competitive and scalable.
- Analyze pricing performance and customer data to identify opportunities for revenue maximization and adjustments to pricing structures.
Data Analysis and Reporting:
- Build and maintain dashboards and reports that provide clear visibility into revenue metrics, product performance, pricing trends, and sales effectiveness.
- Analyze data to identify insights and make recommendations that drive better decision-making and revenue growth.
- Lead quarterly and annual revenue forecasting, working closely with Finance and Sales leadership to ensure accuracy and alignment with company goals.
Cross-Functional Collaboration:
- Partner with Sales Leadership to design and optimize sales compensation plans and incentive structures that align with revenue goals.
- Work with the Marketing team to ensure lead generation efforts are aligned with revenue objectives and translate marketing activities into tangible business results.
- Support the Finance team in revenue recognition, billing processes, and forecasting accuracy.
- Work with the Product teams and leadership on product requirements, updates and launch timelines to align GTM practices and new pricing needs.
Process Improvement and Efficiency:
- Continuously assess and refine revenue operations processes, tools, and technologies to improve efficiency, reduce friction, and drive productivity.
- Identify areas of improvement across sales, marketing, and customer success functions, and drive change initiatives.
- Manage and optimize the CRM (Salesforce, HubSpot, etc.) to ensure data integrity and effective use by sales teams.
Qualifications and Experience:
- Bachelor’s degree in Business, Finance, Marketing, or related field; MBA preferred.
- 5+ years of experience in Revenue Operations, Sales Operations, or a related field in a SaaS or technology-driven company, preferably within data risk management or cybersecurity.
- Strong experience with product pricing strategy and revenue optimization.
- Advanced analytical skills with the ability to interpret large datasets and translate them into actionable insights.
- Proficiency in CRM tools (Salesforce, HubSpot, etc.) and advanced Excel/Google Sheets skills.
- Experience with BI tools such as Tableau, Power BI, or similar platforms is a plus.
- Excellent communication and collaboration skills, with the ability to work effectively with cross-functional teams at all levels.
- Strong attention to detail and ability to manage multiple initiatives in a fast-paced environment.
Why Exterro?
- Impact: Play a key role in a company at the forefront of data risk management, helping businesses safeguard their data in an increasingly complex digital world.
- Growth Opportunity: Join a rapidly growing organization where you can shape and influence revenue operations and product pricing strategy.
- Culture: Work in an innovative, inclusive, and collaborative environment, where your contributions are valued, and your professional development is supported.
To apply, please visit us on our career page: https://www.exterro.com/about/careers/
Exterro participates in E-Verify and is a drug-free workplace. All employment offers are contingent upon the successful passing of a background check.
We believe in the importance of pay transparency and strive to create a fair and equitable workplace for all employees. As a remote first organization, our compensation reflects the cost of labor across several US geographic markets. The salary range for this remote position is $130,000-$170,000 per year, based on skills, experience and qualifications. The actual offer will be based on the individual candidate. Exterro is a total compensation company, and this role may be eligible for variable pay, equity, bonus and/or other forms of compensation as part of the package. In addition, we offer a comprehensive benefits package that includes health insurance, retirement plans, flexible paid time off and more.
Candidates are encouraged to discuss their salary expectations during the interview process. We are committed to ensuring that compensation aligns with market standards and is commensurate with the responsibilities of the role.
