Revenue Operations Manager

White Cup is a leading provider of CRM + BI solutions for the distribution industry. We aim to empower businesses with the tools they need to drive growth, efficiency, and customer satisfaction.

The Revenue Operations Manager is responsible for defining and managing the stages of our sales process, ensuring deals move efficiently and effectively from one stage to the next. This role is pivotal in executing sales strategies, optimizing pipeline management, and supporting the sales team in achieving revenue goals. This role must implement process improvements, align sales execution with product marketing and sales enablement strategies, and operate effectively as an individual contributor and by creating positive relationships.

Responsibilities include but are not limited to:

Pipeline Management and Deal Progression:

• Define, manage, and optimize stage definitions across the entire sales pipeline, from Stage 1 to closing.
• Monitor and support the movement of deals through each stage, ensuring timely progression and reducing bottlenecks.
• Implement strategies to improve conversion rates at each stage of the pipeline, with a focus on driving deals from initial engagement through to closure.

Process Optimization and Execution:

• Develop and implement processes and best practices that ensure the smooth transition of deals between stages.
• Identify and address inefficiencies within the sales process, ensuring a streamlined and effective pipeline.
• Work directly with senior leaders to execute on sales strategies, with a focus on operational excellence.

Collaboration and Communication:

• Collaborate closely with sales reps, providing guidance and support to help them move deals forward.
• Partner with product marketing and sales enablement to ensure alignment between external market demands and internal sales processes.
• Ensure that sales teams are equipped with the right tools, content, and messaging to effectively engage prospects at each stage of the pipeline.

Reporting and Analytics:

• Track and analyze key metrics related to deal progression and pipeline health.
• Provide regular reports to senior leadership on the status of deals at each stage, highlighting areas for improvement and opportunities for acceleration.
• Use data-driven insights to refine processes and improve pipeline efficiency.

Training and Development:

• Train and mentor sales reps on best practices for managing deals through the sales pipeline.
• Develop and deliver training materials and sessions focused on pipeline management, deal progression, and effective sales execution. Keep current on industry standards and trends, current technologies and tools. Keep current about the latest company product releases and product roadmaps and assist as needed with internal training to team members.
• Attend meetings, contribute to, and complete any internal assignments that promote team building, shared knowledge, and time management, higher efficiencies, etc.

Qualifications

• Minimum of 5 years of experience in sales operations, revenue operations, or a similar role, with a focus on pipeline management and deal progression.
• Proven track record of successfully managing and optimizing sales processes across multiple stages.
• Strong analytical skills with the ability to leverage data to drive decision-making and process improvements.
• Excellent communication and interpersonal skills, with the ability to work collaboratively across teams.
• Mastery of HubSpot Sales and Marketing modules
• Bachelor’s degree or equivalent experience

Preferred Qualifications:

• Experience in the distribution industry.
• Strong understanding of product marketing and sales enablement functions.

Skills

• Ability to productively operate in a remote working environment
• Strong interpersonal and communication skills
• Strong organizational skills and detail-oriented
• Able to make effective decisions to stay on track and deliver
• Focus on customer success – regardless of role.
• An understanding of how all aspects of the company work together to drive performance.
• Motivated by a dynamic, changing business environment and its opportunities and challenges
• High tolerance for ambiguity and change
• Learning orientation and thinking agility
• Proficient with Zoom, Microsoft Office Suite

White Cup is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.

Come grow with us!