Senior Manager of Revenue (SaaS marketplace)

24 июня 2019    42
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MotorsportReg.com is the best place to organize, find and attend auto, motorcycle or kart racing and motorsport events. We are like Eventbrite for anything requiring an engine: racing, track days, autocross, karting, drifting, motorcycles and rally.

We have achieved product-market fit, 1,300 customers and solid revenues through the network effects of a two-sided marketplace and hustle. Because of great word of mouth, we only hired our first real account exec in the last 12 months. Now we are seeking an experienced revenue leader who can align and optimize the entire customer experience to triple revenue in 3 years.

As a Software-as-a-Service platform, where our customers pay us over time, the success of our customers is absolutely vital to our long-term profitability. We can not succeed unless our customers get massive value from our software and service. Your role is to gain, maintain and grow happy MotorsportReg customers. Responsibilities include oversight for Sales activities (prospecting, converting and closing) and outcomes (revenue, profitability) and Customer Success activities (onboarding, support, services, adoption, advocacy, retention) and outcomes (renewals, up-sell, cross-sells).

This role is to our small but growing fully-remote team what a Chief Revenue Officer is to a larger enterprise. While your focus will be on Sales and Success outcomes, you'll spend varying amounts of time with product, marketing and collaborating with the Managing Director (to whom you report).

What You’ll Do includes:

Own Revenue outcomes:
  • Go-to-market strategy - from demand gen to sales and renewals.
  • Operations - own operations across sales and customer success and have deep knowledge of processes and systems that enable them
  • Data - about everything from lead velocity rate, customer acquisition cost (CAC) and average revenue per account (ARPA) to website conversion, product usage, value delivered, churn, customer feedback, and efficacy of internal processes
  • Market intelligence - create a process to aggregate, organize and prioritize new product, feature, partner and competitor information for the product team
  • Customer experience - all initiatives that generate recurring revenue and drive growth are directly tied to our customer's experience with our company and product

Drive Sales operations and outcomes:
  • Develop plans and strategies for developing business and achieving the company’s sales goals of tripling revenue in 3 years
  • Define and oversee compensation and incentive programs that motivate the sales team to achieve their sales targets sustainably
  • Define sales processes that drive desired sales outcomes and continuously identify and implement improvements
  • Collaborate with Marketing and Managing Director to generate necessary awareness and lead gen
  • Travel for meetings with customers and partners and to develop key relationships
  • Liaise with regional field sales team to create opportunities
  • Hire, manage and develop sales staff

Drive customer success operations and outcomes:
  • Increase renewal rates and reduce churn
  • Expand revenue in existing accounts through upsell and cross-sell
  • Increase LTV through greater product adoption and customer satisfaction
  • Support sales growth through greater word-of-mouth 
  • Manage key customer relationships and participate in closing strategic opportunities
  • Hire, manage and develop success staff

Define and optimize customer lifecycle:
  • Map, define and optimize process; standardize interactions and interventions
  • Prospects
  • Leads
  • Onboarding
  • Professional services
  • Customer support
  • Renewals
  • Upsells/Cross-sells
  • Advocacy

Measure effectiveness of sales and success efforts:
  • Define operational metrics
  • Establish system for tracking metrics
  • Create cadence for review with team
  • Report subset of metrics to Managing Director

This Might Describe You:
  • Proven track record of success in managing sales and success teams, exceeding goals, and growing and developing people
  • Experience successfully managing remote teams to high achievement
  • Proven success working with Marketing teams to inform and develop programs
  • Experience with public speaking
  • Strong communication skills, both written and verbal
  • Proven self-starter
  • Ability to act independently and to think in business and “bottom line” terms

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