Revenue Operations Manager (Fully Remote, UK-based)

[MWilson23]

If you are based in the UK and looking for your next revenue/sales operations challenge in a high-growth startup, we would love to connect with you.

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At Pinpoint, we're a fully remote, HR-tech startup founded in the UK in 2017 and growing 100% YoY. The Revenue team will triple in size this year (from 8 to 30 people), so Pete, our CRO, is looking for a Head of Revenue Operations to help scale the operational side. We need a strategic, experienced individual contributor to own the tech stack, reporting, forecasting, and data quality for Sales and Marketing. They’ll help optimise processes and maximise productivity as well as strengthen collaboration with Customer Success and Finance. To be successful, they’ll need bits of marketing, sales, finance, technical skills, and a ton of commercial acumen. This is a critical role with high expectations but also with a commitment from us to partner with you in designing a career path that enables you to grow quickly (with our “tour of duty” approach).

About the Role:

• Review and improve sales and marketing workflows to enable better reporting and collaboration.
• Review and improve workflows between Customer Success and Sales/Marketing to ensure we’re collaborating as effectively as possible.
• Identify and implement technology that can help improve performance across Sales / Marketing and our relationships with Customer Success and Finance.
• Collect and analyse data across Sales, Marketing, Finance, and Customer Success to help maximise Sales, Marketing, and Account Management productivity.
• Review, improve, and communicate sales goals in collaboration with Sales Managers and CRO.
• Review, improve, and communicate sales comp plans in collaboration with Sales Managers and CRO.

You will have full ownership of:

• Reviewing, improving, and updating the Sales Playbook
• New hire training including systems, playbook, and product
• Sales and Marketing tech stack (and integrations with Customer Success and Finance tools) including HubSpot and integrations with Chargebee, Intercom, Chilipiper, G2 Intent, Gong, and Cognism
• Sales, and marketing data quality including compliance with data protection legislation

You’ll produce reports and forecasts including:

• Sales forecasts
• Pipeline forecasts
• Marketing ROI reports
• Sales process reports
• Sales rep comparisons
• Commission reports
• Budget management
• Board level revenue team reporting

In year one, you'll:

• Choose and implement a new billing system (or get our current one working the way we need it to) - currently on Chargebee
• Get our CRM, billing platform, and product sync’d and reconciled
• Automate as much of our demand gen waterfall reporting, forecast updates, and actual vs budget reporting as possible
• Support CRO with producing budgets, models, forecasts, and reporting on actuals
• Mature dashboards to enable sales team to understand their performance
• Support marketing with product usage data to enable content marketing, customer research, pricing and packaging research, etc.
• Surface product usage data in CRM for Customer Success and Account Managers
• Take over management of our sales, marketing, and customer success tech stack

About You:

• You have at least 3 years’ experience working in a sales management, sales operations, or revenue operations capacity at an early stage or high-growth B2B SaaS company
• You have at least 3 years’ experience in CRM administration at an early stage or high-growth B2B SaaS company
• You're familiar with HubSpot
• You're an expert in a common reporting tool (e.g. Google Data Studio, Tableau)
• You can write some SQL or a similar language
• You have outstanding written communication
• You understand core financial and accounting concepts at a SaaS business

We’ll be looking for these things during the interview process:

• Strong commercial acumen
• Good understanding of what the role will involve
• Proactive, can do attitude—see a problem and solve it
• Taking responsibility—do what you say you will, when you say you will
• Ability to balance multiple competing priorities, and and prioritise effectively

What We Offer:

We’re committed to being an exceptional workplace and company for whom you are proud to work. To that end, we offer some great benefits, including:

• Gold-plated healthcare: Enjoy the best medical, dental, and optical coverage money can buy. We've got you and your family covered for all eventualities
• Unlimited holidays: Everyone needs a healthy, happy, and productive life without restrictive holiday limits
• Flexible, remote working: We want you to work when and where you're most productive, whether you’re an early bird or a night owl
• Meaningful equity: You’ll contribute to the team's success, so you deserve to share in it. To that end, everyone on our team gets a meaningful equity allocation.
• Generous Paid Parental Leave:  To help support new parents in the workplace, we offer generous paid leave
• Professional Development: We provide 1,000 annually for your professional development, whether related to your role at Pinpoint or not
• Top-of-the-line equipment: We’ll set you up with the right tools to do your best work—starting with a MacBook Pro, 4K monitors, and the right software to get the job done
• A team that cares: You’ll be joining a team of intelligent, capable, and helpful people that want you to win, our clients to be wowed, and our business to grow

FAQs:

What’s the culture like? 

Our values are Fast, Flexible, and Human, which pretty much sums up the reality of the culture. We make decisions quickly, love working with people that see a problem and solve it, and don’t like micromanagement.

What’s Pinpoint’s runway? 

Essentially unlimited. We didn’t raise money at ridiculous valuations over the last few years when the market would have allowed it. We have plenty of cash in the bank, and access to significant additional capital (if we want it), and we always aim to be no more than 3-6 months away from cash flow positive (without layoffs!). We’re building a scalable business on sensible unit economics. 

About Pinpoint

We’re changing the way companies hire, and rewriting the rules of recruitment.

We build talent acquisition software, setting out to fix broken hiring processes that make it so hard for great candidates and great companies to find each other.

We do this by being the only applicant tracking system on the market that’s both fast and easy to use, while being flexible enough to manage complex workflows as companies grow.

We believe attracting the right people and building the strongest teams means being different, not better. It means helping candidates understand what you do and don’t offer—warts and all. And enabling your whole team to be part of the hiring process.

If you’re looking for somewhere you can learn quickly, make a meaningful impact in a fast-paced business, and grow your career, you’re in the right place. 

We’ll enable you to do your best work with the tools you need, support from the rest of the team, and an expectation that you’ll challenge that status quo—helping us continually improve what we do. 

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