Senior Director, Revenue Operations & Analytics

About the Role

As Senior Director of Revenue Operations & Analytics, you’ll play a critical role in shaping how Scorpion’s go to market organization operates, scales, and makes decisions. Reporting to the Chief Revenue Officer, with a dotted line to the Chief Marketing Officer, you’ll build the systems, insights, and operating rhythms that help our teams grow revenue more predictably and work more effectively.

This is a builder’s role with significant visibility and impact. In your first year, you’ll focus on creating a revenue engine our leaders can rely on, from establishing a strong revenue data architecture and improving forecasting to developing reporting that gives teams clear, actionable answers. You’ll bring greater visibility into performance and help leaders understand not just what is happening across the funnel, but why.

You’ll also help shape how Scorpion uses AI and automation across the revenue organization. You’ll identify opportunities to simplify work, improve the selling motion, and give our teams greater leverage, while helping drive adoption and measure whether those solutions are delivering meaningful results.

This is a player coach opportunity for someone who enjoys setting strategy while staying close to the work. You’ll lead the Salesforce administration function while remaining hands on with sales and marketing data, analytics, systems, and processes. As the function matures, you’ll have the opportunity to help define how the team evolves and scales.

You’ll work closely with leaders and teams across Sales, Marketing, Finance, Customer Success, and Product, connecting data and operations across the customer journey and helping Scorpion build a more predictable, productive, and scalable revenue organization.

What Your Success Will Look Like

• Revenue Data and Analytics
  • Build and manage the revenue data architecture across Marketing and Sales.
  • Develop reporting and analytics that give leaders visibility into revenue performance, trends, and opportunities.
  • Build reporting and insights for business reviews and QBRs.
  • Establish data quality standards and processes to improve the accuracy and reliability of revenue data.
  • Turn analysis into clear recommendations and work with teams to put them into action.

• Forecasting and Planning
  • Lead revenue forecasting and pipeline inspection to improve sales predictability.
  • Analyze pipeline health, conversion, and attainment to identify risks and opportunities.
  • Partner with Finance and the CRO on quota setting, compensation planning, attainment analysis, and scenario modeling.

• Systems and AI Enablement
  • Oversee Salesforce and the broader go to market technology stack in partnership with Marketing Operations.
  • Lead the Salesforce administration team and external partners.
  • Identify and implement opportunities to use AI and automation across pipeline generation, deal inspection, forecasting, lead scoring, conversation intelligence, and seller enablement.
  • Drive adoption of AI tools and workflows and measure their impact on productivity and revenue performance.

• Revenue Operations and Process
  • Design and improve processes across the revenue funnel, including handoffs between Marketing and Sales.
  • Lead the Marketing Operations team and develop its roadmap in partnership with Marketing leadership.
  • Partner with Customer Success and Finance to analyze onboarding, early churn indicators, retention, and expansion opportunities.

• Leadership and Partnership
  • Partner with leaders across Sales, Marketing, Finance, Customer Success, and Product on revenue priorities and opportunities.
  • Present revenue performance, forecasts, trends, and recommendations to the executive team.
  • Lead and develop the Salesforce Administration and Marketing Operations teams.

Who You Are And What You Bring

• Education
  • Bachelor's degree in Business, Finance, Analytics, or a related field or a related field.

• Experience
  • 8+ years in revenue operations, sales operations, marketing operations, or business operations
  • 3+ years leading teams
  • Experience owning revenue operations for a recurring revenue business at meaningful scale, ideally through a period of rapid growth or significant transformation
  • Experience owning a forecast and being held accountable for its accuracy
  • A record of building process, governance, and reporting where none existed
  • Experience spanning both Sales and Marketing operations, or having consolidated the two into one function. (Preferred)
  • Experience with franchise, multi-location, or channel and partner revenue models. (Preferred)
  • Background in agency, marketing services, or SaaS serving small and mid-sized businesses. (Preferred)

• Skills
  
  • Hands-on analytical capability: You can build the model and dashboard yourself, not only direct someone who can.
  • Deep Salesforce expertise: administration, configuration, integration, and data model design.
  • Strong SQL and hands-on proficiency with BI tools such as Power BI, Tableau, or Looker.
  • Demonstrated fluency using AI tools in your own analytical and operational work, plus the ability to drive adoption of new tools across a go-to-market organization.
  • Excellent executive-level written and verbal communication.
  • Ability to operate autonomously in a fast-changing environment and lead both through a team and as an individual contributor.
  • Familiarity with data warehouse and pipeline tooling. (Preferred)

Our Scorpion Values

• Winning Mindset: When our clients win, we win.
• Genuine Care: We only succeed when we are truly invested in our clients and each other.
• Unmatched Results: We deliver more than expected–and then some–driving the best results and impacting lives.
• Constant Improvement: We believe there is always a better way. We learn we ask “What if?” we build and then do it again.
• Unbeatable Teamwork: We come from different backgrounds but have the same vision. We only get there by doing it together, as a team.

A Scorpion Leader will lead by example, and this is what is looks like 

Leads from the front:  Rolls up their sleeves to solve problems; Has an open door; Leads by example
Empowers their teams to hit their goals:  Clears the path; Provides the right resources; Coaches and develops
Builds trust: Has self-awareness and high EQ; Shares transparently; Does what they say, consistently
Communicates effectively:  Shares their vision; Gives and seeks feedback; Share necessary information quickly
Motivates & Inspires:  Celebrates wins; Brings people along; Gets people excited about the work
Makes their team an exciting place to be:  Engages the whole team; Builds unity and togetherness; Creates a positive atmosphere

Compensation  

We acknowledge that states have passed legislation promoting pay transparency. As a national employer, Scorpion has made the decision to post our expected pay rate or pay range (as applicable) in all our job postings, regardless of geographic location.

• The base salary is $150,000 (entry-level) - $180,000 (highly experienced). This position's base salary + annual variable is $165,000 (entry-level) - $198,000 (highly experienced), exclusive of fringe benefits. If you are hired at Scorpion, your final base salary compensation will be determined based on factors such as geographic location, skills, education, and/or experience. Additionally, we believe in the importance of pay equity and consider the internal equity of our current team members as a part of any final offer.  Please keep in mind that the range mentioned above is the total salary + annual variable range for the role. Hiring at the maximum of the range would not be typical in order to allow for future & continued salary growth.