Senior Director, Revenue Operations (USA Remote)
- Atlanta, GA, USA
- Employees can work remotely
When you join Turnitin, you'll be welcomed into a company that is a recognized innovator in the global education space. For more than 20 years, Turnitin has partnered with educational institutions to promote honesty, consistency, and fairness across all subject areas and assessment types. Over 16,000 academic institutions, publishers, and corporations use our services: Gradescope by Turnitin, iThenticate, Turnitin Feedback Studio, Turnitin Originality, Turnitin Similarity, ExamSoft, Ouriginal and ProctorExam.
Turnitin has offices in Australia, India, Indonesia, Germany, Japan, Korea, Mexico, the Netherlands, the Philippines, Sweden, Ukraine, the United Kingdom, and the United States. Our diverse community of colleagues are all unified by a shared desire to make a difference in education. Come join us, and let's make change together.
The Sr. Director Revenue Operations (DRO) manages support functions essential to sales, marketing and customer success team productivity. These include planning, reporting, quota setting and management, process optimization, job design, program implementation, sales incentive compensation design and administration, and recruiting and selection of talent.
The DRO is responsible for the overall productivity and effectiveness of the go-to-market (GTM) organization. Reporting to the Chief Revenue Officer, the DRO also works closely with internal and external stakeholders to ensure the appropriate objectives and priorities are enabled within the go-to-market organization.
Lead and enable the revenue operations teams consisting of centralized and regional sales/marketing operations analysts, business intelligence analysts and order processing specialists. Manage the global bid team to respond to RFPs/RFIs, and lead strategies to drive efficiency with our responses and success rate.Identify opportunities to drive revenue, such as go-to-market strategies, tactics to streamline the customer lifecycle, and potential sales process improvements.
Work cross-functionally with sales, marketing, customer success, finance, product teams, and other stakeholders to share insights and centralize information,
Oversee systems and data administration and recommend tools to improve data quality, analysis, and reporting,
Receive, evaluate, and respond to complex data-related inquiries by applying knowledge of data and business operations and obtaining information from various sources.
Manage dashboards and build revenue forecasts so teams can easily understand business health and meet goals
Partner with leadership to strategize, operationalize, and analyze the impact of business initiatives.
Coordinate forecasting, planning, and budgeting processes used within the GTM organization.
Coordinate measurement of marketing funnel and ROI metrics.
Proactively monitor and strive to maintain high levels of quality, accuracy, and process consistency in the GTM organization’s planning efforts.
Provide input to GTM leadership in the development and administration of incentive compensation programs.
Support the equitable assignment of quotas and ensure quotas are optimally allocated to all sales channels and resources.
Work to ensure all GTM organization objectives are assigned in a timely fashion.
Develop and support the business case for making a change to current practices, programs, or procedures to drive scale, consistency and automation.Work closely with GTM management to inspect process quality and prioritize opportunities for improvement. Assist GTM management in understanding process bottlenecks and inconsistencies. Facilitate an organization of continuous process improvement.
Monitor the accuracy and efficient distribution of GTM reports and other intelligence essential to the GTM organization. Recommend revisions to existing reports, or assists in the development of new reporting tools as needed.
Implement enabling technologies, including CRM, to field sales & marketing teams. Monitor the organization’s compliance with required standards for maintaining CRM data. Work closely with GTM management to optimize the effectiveness of the company’s technology investments.
10+ years experience in revenue operations, sales operations, or business operations in SaaS industry (higher education technology experience a plus); 5 years in diversified leadership roles, driving revenue growth Ideal candidate will also have material international experience.
Demonstrated strong collaboration skills and ability to cross-functionally build trust with other departments.Expert proficiency in tracking metrics and key performance indicators (KPIs), with ability to analyze them, use them to make fact-based decisions, and turn them into actionable strategies.
Demonstrated GTM transformational experience at scale - i.e., integrating acquired companies, and creating commonality across disparate functions.
Inspirational leadership style and hands-on approach to helping the team win.
Expert use of Excel and Google Sheets to assess, manipulate, and analyze data. Must be able to present and share data in a polished, meaningful way. Must communicate it in a clear, engaging manner.
Have a deep knowledge of CRM software and the administration of them, including Salesforce, HubSpot, Pardot and other major platforms.
Demonstrated competence with
Sales velocity tools like HubSpot, SalesLoft, Outreach, Groove, etc.
Sales Intelligence/Business Intelligence (BI) software (Tableau)
Marketing Automation software (Pardot)
Must be able to regularly flex schedule across global time zones to further One Team collaboration and execute within a global function
Our Mission is to ensure the integrity of global education and meaningfully improve learning outcomes.
Our Values underpin everything we do.
- Customer Centric - We realize our mission to ensure integrity and improve learning outcomes by putting educators and learners at the center of everything we do.
- Passion for Learning - We seek out teammates that are constantly learning and growing and build a workplace which enables them to do so.
- Integrity - We believe integrity is the heartbeat of Turnitin. It shapes our products, the way we treat each other, and how we work with our customers and vendors.
- Action & Ownership - We have a bias toward action and empower teammates to make decisions.
- One Team - We strive to break down silos, collaborate effectively, and celebrate each other’s successes.
- Global Mindset - We respect local cultures and embrace diversity. We think globally and act locally to maximize our impact on education.
- Flexible/hybrid working
- Remote First Culture
- Health Care Coverage*
- Tuition Reimbursement*
- Competitive Paid Time Off
- 4 Self-Care Days per year
- National Holidays*
- 2 Founder Days + Juneteenth Observed
- Paid Volunteer Time*
- Charitable contribution match*
- Monthly Wellness Reimbursement/Home Office Equipment*
- Access to Modern Health (mental health platform)
- Parental Leave*
- Retirement Plan with match/contribution*
* varies by country
Seeing Beyond the Job Ad
At Turnitin, we recognize it’s unrealistic for candidates to fulfill 100% of the criteria in a job ad. We encourage you to apply if you meet the majority of the requirements because we know that skills evolve over time. If you’re willing to learn and evolve alongside us, join our team!
Turnitin, LLC is committed to the policy that all persons have equal access to its programs, facilities and employment. All qualified applicants will receive consideration for employment without regard to age, race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.