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Director, Revenue Operations at Passport Labs

Director, Revenue Operations

Passport Labs Charlotte, NC (Onsite) Full-Time
About the Role:

The Director, Revenue Operations will be responsible for the development and oversight of strategic programs, processes and tools focused on enhancing revenue team productivity and go-to-market effectiveness. These include pricing, quoting and contracting, the CRM, governance, deal desk, territory design, desktop tools, systems, forecasting, reporting and process optimization. The Director, Revenue Operations will also lead the Sales Analyst & Sales Operations functions.


* Own and set the vision for the Revenue Operations team, fostering a culture of collaboration, mutual support, accountability, and data-driven decision making

* Lead, coach, and develop the Revenue Operations team through employee engagement, development conversations, and frequent feedback

* Partner with senior leadership to identify opportunities to simplify the revenue process through optimization and automation

* Participate and proactively recommend in the management and optimization of the CRM and critical sales, customer success and marketing systems

* Actively test and update GTM pricing models for current and future products

* Lead and participate in programs associated with risk management, process ownership and improvement, data quality and workflow optimization, scope management, quality assurance and standards development

* Facilitate successful implementation and adoption of new processes within the revenue organization

* Create a strategic roadmap for achieving excellence across the revenue organization (programs, playbooks, and methodology)

* Perform detailed needs assessments in coordination with Sales, Client Success, Marketing, Product, and Operations. Translate business needs into deliverable programs

* Ensure effective change management and communication strategies are established across programs to ensure consistency, awareness, buy-in and engagement across the organization

* Develop, align, and implement new territory assignments, compensation plans, and targets / quotas

* Identify and continually update market TAM and product penetration metrics

* Coordinate sales forecasting, planning and budgeting processes within the revenue organization

* Work jointly with finance and operations on sales forecasting, quarterly and annual projections, and ensure company revenue projects align with bookings projections

* Collect, analyze, evaluate and report data in order to increase productivity and effectiveness

* Lead the sales analyst & sales operations functions


* Bachelor's degree or equivalent experience, MBA degree preferred

* 10+ years of experience with 5+ years experience as a Sales/Revenue Operations leader, prior Sales experience preferred

* Experience developing programs and leading change

* Strategic thinker that can take broad visions and concepts and develop structured plans, actions and measurable metrics and then execute those plans

* Proven ability to lead and manage at senior levels without direct authority

* Understanding of CRM systems, quote to cash management infrastructures, data management and workflows

* Sales systems and sales process management and optimization experience

* Strong communication skills, including establishing credibility and trust with customers and building influential relationships with partners in the business, including Finance, Legal, IT, Sales, Customer Success, Operations, Marketing and Products

* Previously designed and implemented sales processes while leveraging data to drive influence and strategy

* Proficiency in with expertise in leading Salesforce improvement efforts

* Fluency in other systems and sales tools, including Sales Intelligence tools (Clari), and other tools that drive Sales/CS productivity (DocuSign, etc.)

About You:

Not only do you eat, breathe, and dream about business partnerships, but you communicate revenue operations in such a way that it inspires others to bring opportunities your way because they clearly understand your team's value-add. You quickly develop deep-rooted relationships that lead to win-win business outcomes. You are a voracious learner and can quickly become an expert in all things Passport, but you're also not afraid to admit what you don't know.

As a leader, you can balance the need to live in strategy while also comfortably swooping down into the trenches and executing. You're passionate about developing your protege so that when you earn millions and retire to your dream life, your successor is ready to take the reins and continue driving successful partnerships. You listen, collaborate, take note of alternate viewpoints, and implement the best solutions.

About Us:

Cities trust Passport's digital platform to manage parking and mobility infrastructure, helping create more livable and equitable communities. Trusted by 1,000 cities, universities and agencies, including Chicago, Toronto, Los Angeles, and Miami, Passport is one of the fastest-growing companies on the Inc. 5000 and Deloitte Technology Fast 500 lists. Passport is backed by Rho Capital Partners, H.I.G. Growth Partners, ThornTree Capital Partners, Bain Capital Ventures, Grotech Ventures, MK Capital, and Relevance Capital. For more information, visit

Passport provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, gender identity, national origin, age, disability, genetic information, marital status, amnesty or status as a covered veteran in accordance with applicable federal, state and local laws.

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