The Role
Fusion Risk Management is seeking a talented and experienced Senior Manager of Revenue Operations to join our dynamic team. The ideal candidate will possess a deep understanding of revenue operations, with a focus on leveraging tools such as Clari for sales forecasting, pipeline management, and sales analytics. Additionally, expertise in win-loss analysis is essential for this role.
Specifically, you will focus on the following areas:
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Lead and optimize the end-to-end revenue operations process, including sales forecasting, pipeline management, and revenue reporting.
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Utilize Clari to drive accurate sales forecasting, identify key trends, and provide actionable insights to sales leadership and executive teams.
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Drive win-loss analysis initiatives to understand competitive positioning, market trends, and areas for improvement, and translate findings into actionable strategies.
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Collaborate closely with Sales, Marketing, and Finance teams to ensure alignment and efficiency in revenue operations processes.
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Develop and implement strategies to enhance sales performance, increase revenue, and improve overall operational effectiveness.
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Provide regular reporting and analysis on key revenue metrics, trends, and performance indicators to support data-driven decision-making.
Knowledge Skills, and Abilities
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Proven experience in revenue operations, sales analytics, and forecasting within the SaaS or technology industry.
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Strong expertise in conducting win-loss analysis and translating insights into strategic recommendations.
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Excellent communication and collaboration skills to work effectively with cross-functional teams and senior leadership.
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Ability to thrive in a fast-paced, dynamic environment and drive operational excellence.
Qualifications (Education and Certifications)
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Bachelor's degree in business administration, finance, or related field. MBA is a plus.
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In-depth knowledge of Clari or similar tools for revenue forecasting, pipeline management, and sales analytics.
Milestones for the First Six Months
In one month, you will:
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Drive weekly and quarterly Board Working Team (BWT) deck development
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Track and drive Top 3 Sales initiatives à roll out accounts to pursue, reps, sales motions (messaging, coordination with BDRs, etc.) in partnership with Marketing and RevOps
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Own on-going pipeline health – establish a set of metrics/KPIs to be tracked; weave into existing Management Fundamentals. Publish an updated Management Fundamentals deck with KPIs, cadence to maintain pipeline hygiene including minimizing $0 ACV opportunities, aged deals, etc.
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Become familiar with compensation and drive Q3 commission/bonus payout calculations
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Engage with and become deeply familiar with Territory Realignment
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Stay aligned with SVP RevOps on the multiple activities/projects described in the milestones section
In three months, you will:
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Become comfortable using Clari – and have attained the Clari University certification for Clari Fundamentals
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Continue to drive Top 3 Sales initiatives to conclusion
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Identify and publish lessons learned from Top 3 Sales initiatives and revise future initiatives with these learnings
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Updated Rules of the Road with ongoing learning
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Collaborate with Enablement to ensure Rules of the Road are consistently rolled-out to the reps
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Publish Territory Realignment including maps, rep and manager names à also show mapping of BDRs to reps
In six months, you will:
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Have a clear documented day-to-day process ownership of activities for this role
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Be leading (tracking, following up) continuous/on-going improvement initiatives – identify, develop a plan with other stakeholders, drive to launch/implementation/conclusion/publish learnings
Disclaimers
This position may be performed remotely anywhere within the United States except for the states of New York, California, and Colorado.
Fusion is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, disability, age, pregnancy, military service or discharge status, genetic information, sex, sexual orientation, gender identity, or national origin. Nothing in this job posting should be construed as an offer or guarantee of employment.
Top Skills
What the Team is Saying
What We Do
Fusion Risk Management is recognized as the most innovative and fastest growing provider of cloud-based enterprise software for business continuity risk management, IT disaster recovery and crisis management. Fusion is transforming the industry and has been named a leader in Gartner's Magic Quadrant for Business Continuity Management software.
Why Work With Us
Fusion provides a highly collaborative work environment where motivated employees can advance their careers and contribute to Fusion’s success. Work-life balance is of high importance at Fusion. We are committed to fostering an environment of trust, transparency, innovation, and customer success that encourages hard work, passion, and having fun.
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Employees engage in a combination of remote and on-site work.
