Revenue Operations Manager
- Atlanta, GA, USA
Who we are:
Kobiton is a mobile testing platform that accelerates delivery and testing of mobile apps by offering manual and automated testing on real devices, in the cloud or on-premise.
What you’ll do:
As Kobiton’s Revenue Operations Manager, you’ll join a powerful team of self-starters in a dynamic, rapid-growth environment. Reporting to the VP of Revenue Operations your primary responsibility will be focused on the development, integration, utilization, and maintenance of Salesforce and other tech stack products to support Kobiton’s sales process and goals. This position requires that you be comfortable working with minimal supervision, demonstrate and take initiative, and be capable of working cross-functionally in a relatively flat organization. Put plainly, you’ll be serving a variety of internal customers between your manager, members of the sales team, and other organizational leaders. The position requires that you be able to handle those dynamics in a professional manner and maintain project prioritization while managing day-to-day needs that will arise and being receptive to new challenges. We are looking for someone who takes initiative to make improvements and helps us grow proactively, not just someone who does what they are told. Bring your energy and enthusiasm!
Important: We are a small, high-growth SaaS business where you will be expected to wear a lot of different hats. It is critical that you be able to serve as our Salesforce Admin/Owner, but this is more than just an administrative position. We are looking for dynamic thinking and the willingness to roll up your sleeves and get things done. A proactive, initiative-taking approach to work will be just as key to your success as your background and skills are.
Among other things, you will:
Be responsible for maintaining and improving Salesforce. This includes changing fields/layouts, writing processes and workflows, and generally ensuring that Salesforce is optimized to support our business and sales processes. You will be the Salesforce Guru of Kobiton!
Management of our de-duplication and lead routing tool, Ringlead. You will use this tool to manage and create new routing workflows, list uploads, and de-duplication tasks in Salesforce. Prior experience with lead routing in general will be valuable; this specific tool can be learned on the job.
Integrate new products and manage existing integrations with Salesforce, either via installed packages or APIs.
Generate and maintain Salesforce reports and dashboards.
Implement territory systems as sales territories change, either in Salesforce or with Ringlead routing rules, depending on the requirements.
Assist the VP of Revenue Operations and CRO with reporting and analysis of things like:
Sales funnel KPIs - Marketing to Leads to Opportunity flow
Pipeline analysis and tracking
ICP criteria tracking and analysis
Process improvement - utilizing tech stack tools (or recommending changes/new tools) to improve processes to help the Sales team more easily and effectively do their jobs. Examples might be implementing a new quoting system, or redesigning the quote-to-contract process. We are looking for someone who enjoys finding areas for improvement and taking ownership of making those changes happen.
Vendor management - Working with tech stack vendors to assess potential needs, manage those relationships, and maintain contracts.
Interact with Finance on bookings numbers, transactions and cross-functional tech projects.
Conduct training sessions and updates for Sales and other stakeholders on using Salesforce and other tech stack tools, as needed.
What you’ll need to succeed:
This is not an entry-level position. While you will certainly have opportunities to learn and grow, you will be expected to come on board with the following skills. “Soft” skills are just as important as “hard” skills. Salesforce certifications might mean you’ve picked up some new tricks, but they don’t say anything about how you communicate, tackle challenges, or approach tough problems. In our experience, a person’s approach to work and attitude are more important than checking off all of the boxes with hard skills - the right person will have the initiative, drive, discipline, attitude, energy, and focus to fill in the blanks where needed and go above and beyond to get the job done.
Knowledge of all things Salesforce
A philosophical appreciation for the implications of Salesforce setup and changes - we try to stay as close to standard as possible, where possible but do have customizations to support our business processes
Ability to manipulate / create fields and objects
Use process builder, flows, workflow rules, validation rules
Know how to setup profiles and permissions
Integrate other tools via APIs and Installed Packages
Work with a spectrum of objects (Opps, Leads, Contacts, Accounts, Quotes, Projects, Products, Price Books, Cases, etc) to establish, facilitate, and manage sales processes.
Generate reports and maintain regular reports to track key KPI trends
Pipeline snapshot reporting for historic pipeline trend analysis
Using Salesforce forecasts
Build dashboards for various stakeholders to help visualize and track their KPIs
Use Data Upload Wizard and Data Loader competently. Comfortable with mass updates, .csv list uploads, and data import/exports.
Familiarity with SaaS subscription business models
Familiarity with the Sales funnel concept and the metrics and tracking that generally exist from the top of the funnel down through close - a conceptual understanding of data and trends that sales organizations generally want to track and measure.
Familiarity with major tech stack components. If not these specific tools, then familiarity with productivity tools used to manage business development cadences, marketing automation, website interaction, sales messaging/quoting, and data enrichment/prospecting:
LinkedIn Sales Navigator
Intercom / Drift
Comfortable generating reports and charts in google sheets/excel. Some experience with data visualization (e.g. you should be able to put the charts in a format that tells the story you need to tell, or at least shows the data you need to show).
Comfortable using PowerPoint or Google Slides to build presentations.
Comfortable with change and adaptation and ability to thrive in a nimble, startup environment.
Solid business acumen and ability to communicate cross-functionally
Accountability and ability to openly receive feedback from other team members and leadership
Entrepreneurial spirit - you want to see your work make an impact and contribute to the success and growth of the organization. Results matter to you - you care about your personal performance and the performance of the team.
Comfortable and self-disciplined to work remotely and be responsive. If we have to chase you down, this isn’t going to work out…
Need more reasons to join us?
Casual work environment
Self-Managed Paid Time Off (PTO) - We trust that everyone working at Kobiton is a true professional and responsible adult. When you’re sick, take the time you need to get better. If you need a break to refresh and reboot, enjoy your time off.
100% company-paid Medical, Dental, & Vision insurance for you and your family
Kobiton is proud to be an equal opportunity employer. We care about our people and celebrate our differences. We want to work with talented, collaborative, and innovative people. We do not discriminate in hiring or any employment decision based on race, color, religion, national origin, age, sex (including pregnancy, childbirth, or related medical conditions), marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity or expression, sexual orientation, or other characteristics protected by law.