Director, RLT Operations (Sales)

Marchex has been delivering innovative revenue generation and business optimization solutions for our customers since our founding in 2003, and as a public company since 2004. Marchex harnesses the power of AI and omnichannel conversational intelligence to provide actionable insights aligned with prescriptive vertical market data analytics, driving operational excellence and revenue acceleration. Marchex enables executive, sales, and marketing teams to optimize customer journey experiences across communications channels. Through our prescriptive analytics solutions, we enable the alignment of enterprise strategy, empowering businesses to increase revenue through informed decision-making and strategic execution. Marchex provides conversational intelligence AI-powered solutions for market-leading companies in leading B2B2C vertical markets, including several of the world’s most innovative and successful brands.

Job Overview
The Director of Revenue Leadership Team (RLT) Operations will be responsible for assisting and improving the sales, marketing, and support processes at Marchex with the objective of meeting and exceeding our product adoption and revenue goals. They will be a contributor to building a world-class organization. The Director will be responsible for, among others, working with RLT Leaders in optimizing and documenting our sales processes, monitoring, and measuring the sales process for improvement, creating reports, and working closely with Marketing and Customer Success to ensure successful go to market planning. 

Job Impact
Tied to our corporate revenue goals, the Director of RLT Operations is responsible for defining and developing sales, marketing, and supporting functions and processes to elevate our sales initiatives.

Team                                         
As a key member of the Revenue Leadership Team, the Director of RLT Operations contributes to the strategy, direction, revenue operations structure, and goals for the Revenue Team.  

Outline of Duties and Responsibilities

• On a monthly and quarterly basis, report on the status of Closed ACV for the period, by vertical and by sales rep.
• On a monthly and quarterly basis, prepare the RLT Spotlight report, which includes a summary of booked ACV, progress widgets for Marketing, Customer Success, AI and Data Analytics, and Solutions Consulting.
• Meet weekly with the Salesforce Administrator to review new, existing, and high priority Salesforce support requests. Develop and implement a Salesforce Steering Committee comprised of representatives across various functions within Marchex. The Committee will disposition support requests and then assign a timeline and resources for approved requests.
• Work with RLT Leaders and the Salesforce Admin to identify areas in Salesforce that can be streamlined in terms of process. Look for Salesforce objects that are no longer needed and help plan for their removal. Perform data clean-up and enrichment as needed in Salesforce.
• Monitor the Document Support Case queue for requests for contract approval and signatures. Where needed, process contracts using DocuSign as outlined in the how-to manual.
• Coordinate with Marketing as needed for pipeline generation support with our various sales and marketing tools (HubSpot, Salesforce, Sales loft, Sales Intel, etc.).
• Meet with RLT management on reporting and sales process needs on a regular basis and provide suggestions for pipeline and sales operations improvements. 
• Support the vision and values of the company and the team through role modeling and encouraging desired behaviors.
• Assist in various company initiatives and projects as requested.

Experience, Skills, and Qualifications

• Bachelor’s degree or equivalent experience required.
• 6+ years’ experience in a technical or business operations role client/professional services.
• 5+ years of supervisory experience managing and mentoring team members.
• 3+ years of Salesforce usage with SF Administration a plus.
• Excellent project management, communication, and collaboration skills.
• Proven ability to meet deadlines, and juggle multiple projects.
• MS Office Suite experience required.

Working Conditions     
The job conditions for this position are in a standard office setting and may be fully or partially remote.  Employees in this position use PC and phone on an on-going basis throughout the day.  Limited corporate travel may be required to remote offices or other business meetings and events.

Benefits
Marchex is committed the wellbeing of our employees. To ensure that every employee has the support they need Marchex offers a comprehensive benefits package. Some of these benefits may include, but are not limited to: Medical, Dental, Vision insurance; Life & Disability, Employee Assistance Program, Paid Holidays, Generous PTO, and Retirement Savings (401k/ RRSP). The benefits package offered may differ by location.

*Compensation
($160,000 - $195,000 USD)
The compensation range listed above may include base salary and short and/or long-term incentives. Exact compensation may vary based on skills, experience, and location.

Marchex’s commitment to diversity
We value a diverse workplace. Marchex is committed to employing people from diverse backgrounds and we actively demonstrate inclusiveness through fair, equitable and accessible hiring practices. We recognize the strength that comes from different experiences, backgrounds and perspectives and welcome candidates who identify as visible minorities, Indigenous people, persons with disabilities, and persons within the LGBTQ+ community. We feel it is important as an organization that all people have access and opportunity to be employed, to be valued and to be respected. Accommodations for job applicants with disabilities will be provided upon request during the recruitment, assessment, selection, and placement process. Alternative format available on request.
 

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