WHO WE ARE
Founded in 1985, Seagull Software, LLC (“Seagull” or the “Company”) provides software solutions for designing, printing and automating the production of labels, barcodes, and RFID tags. The Company's software platform, BarTender, is utilized by businesses across all end markets, including aerospace, food and beverage, logistics, manufacturing, medical, pharmaceutical, and retail.You already know BarTender’s customers. They’re the ones pioneering commercial space flight, developing and delivering vaccines to every continent, manufacturing energy-efficient cars, providing clean water to the world, putting wholesome food on your table and groceries in your cart — and they use our software to create the labels, barcodes, and RFID that keep their supply chains moving, traceable and safe.Our global, talented, and diverse teams are passionate about what they do and its impact on everyone, everywhere.
Join us and help shape the way the world works.We are headquartered in Bellevue, Washington USA, with offices in EMEA and APAC supporting our global customers. For more information about Seagull, please visit https://www.seagullscientific.com/.
LOCATION
This position can either be located under a hybrid work model in Atlanta, GA, or Bellevue, WA, or as a remote position in other select states.
WHO YOU ARE
You are a unifying force and leader who can orchestrate and collaborate with sales, marketing, finance and operation teams and align all teams involved in the revenue cycle to generate more consistent and scalable growth to better control the end-to-end revenue cycle. You also are an excellent communicator across the C-suite and investor stakeholders.
JOB FUNCTION
SaaS Revenue Operations (RevOps) is a strategic function that integrates, aligns and partners with teams responsible for driving revenue in a Software as a Service (SaaS) business. The goal of RevOps is to create a unified strategy that optimizes the entire revenue process, from customer acquisition to retention, by streamlining operations, improving data visibility, and enhancing cross-functional collaboration.
WHAT YOU WILL DO
The key, detailed functions and responsibilities of RevOps are:
SALES & REVENUE STRATEGY AND PLANNING
- Forecasting: RevOps plays a critical role in Sales Go-To-Market (“GTM”), and resulting revenue, forecasting by analyzing historical data, statistical models and market trends to predict future revenue trends and outcomes for the SaaS company. Builds robust forecasting mechanisms that are precise and predictable across the revenue chain.
- Goal Setting: Collaborates with leadership to set realistic sales revenue goals and develop strategies to achieve them with all cross-functional teams involved, including but not limited to GTM function, Product Management, Operations, and Finance.
- Budgeting and Resource Allocation: Assists in budgeting and allocates resources to different departments to ensure alignment with revenue objectives.
- Reduce Revenue Contraction: Analyzes the drivers for revenue contraction and establishes stringent forecast mechanisms to flag potential contraction. Drive detailed RCAs to enable greater accountability for every contraction. Through RCA findings, the occurrence of contraction events is minimized.
GOVERNANCE (Pulse of the Growth Business)
- Lead Internal Cross-functional RevOps Governance: Facilitate cadence on a weekly, monthly, quarterly and annual basis.
- Cross-Functional Collaboration: Facilitates communication and collaboration between sales, marketing, finance, customer success, and operations teams to ensure alignment on goals, strategies, and initiatives. Ensures that all revenue-generating teams have the data, strategy, and process support to accomplish critical business outcomes and drive revenue growth. Fosters alignment between sales and post-sales customer-facing teams to ensure seamless hand-offs throughout the customer journey, from go-live to adoption to retention & renewals. Collaborates across revenue teams to identify trends, communicate process changes, and continuously implement improvements.
- Breaking Down Silos: Works to break down silos between teams, ensuring that everyone is working towards the same revenue objectives.
- Incentive Structures: Helps design and implement incentive structures that align with overall revenue goals and encourage collaboration.
DATA MANAGEMENT AND ANALYTICS
- Centralized Data Management: RevOps is responsible for consolidating data from different departments (Sales, Marketing, Customer Success) into a single source of truth partnering with the Operations teams.
- Data Analysis: Analyzes data to identify trends, measure performance, and uncover insights that drive decision-making and track key performance indicators (KPIs) related to revenue generation and customer engagement.
- Reporting and Dashboards: Partner with Operation teams to develop and maintain comprehensive dashboards and reports that provide real-time visibility into key performance metrics, such as sales, revenue, churn, and customer lifetime value (CLTV).
- Executive-Level Reporting & Analytics: Ensures all board-level reporting, analytics and KPI/metrics, with analysis on a regular governance cadence on behalf of the C-suite.
PERFORMANCE MANAGEMENT
- KPI Monitoring: Tracks key performance indicators (KPIs) across the revenue cycle, such as lead conversion rates, sales velocity, and customer acquisition cost (CAC), along with customer retention rates (churn or net retention) in cooperation with Operations teams.
- Benchmarking: Compares performance against industry benchmarks to assess the effectiveness of revenue strategies.
- Continuous Improvement: Regularly reviews performance data to identify areas for improvement and implements changes to enhance revenue growth.
PROCESS OPTIMIZATION
- Streamlining Workflows: RevOps assists evaluating and identifying inefficiencies in existing processes across international sales and customer success functions to identify opportunities for optimization and efficiency gains and implement improvements to optimize workflows across departments in cooperation with Operation teams.
- Standardizing Processes: Establishes standardized processes for Sales, Marketing, and Customer Success to ensure consistency and scalability.
- Sales Enablement: Provides tools, training, and resources to help the sales team operate more effectively and close deals faster in cooperation with Operations teams.
TECHNOLOGY AND TOOLS SUPPORT
- Tech Stack Optimization: Maintains an up-to-date understanding of revenue operations technology options and best-in-class playbooks for SaaS operations. Supports Operation teams in the selection, implementation, and integration of technology tools (e.g., CRM, marketing automation, customer success platforms) used across the revenue teams.
- System Integration: Works with Operation teams to ensure that all tools and platforms are properly integrated to provide a seamless flow of data and reduce manual work.
- Automation: Identifies best practices and automation tools and supports automation of repetitive tasks to streamline workflows, enhance productivity, improve efficiency and reduce the potential for errors.
CUSTOMER LIFECYCLE MANAGEMENT
- Customer Journey Mapping: Maps the entire customer journey to identify touchpoints where the Company can provide value and improve the customer experience.
- Expansion: Focuses on strategies to retain customers and expand their usage of the product, such as upselling, and cross-selling, along with supporting the operations team with renewal management.
- Churn Analysis: Analyzes customer churn data in cooperation with Operation teams to identify reasons for customer attrition and develop strategies to reduce churn.
COMPLIANCE AND RISK MANAGEMENT
- Regulatory Compliance: Supports best-in-class compliance processes across all systems of customer record and ensures that all revenue-related activities comply with relevant regulations, such as data privacy laws.
- Risk Mitigation: Identifies potential risks to revenue (e.g., market changes, competitive threats) and develops strategies to mitigate them.
WHAT WE REQUIRE
- 10+ years’ experience leading revenue operations for a SaaS company.
- 5+ years’ experience working in the SaaS supply chain company.
- 5+ years’ experience in private equity, driving board-level reporting and analytics.
- Strong financial analytics and revenue forecasting models.
- Experience in building a Revenue Operations function.
- Expert-level understanding of the Revenue function, processes, and management.
- Expert knowledge of Salesforce, with experience building an interconnected environment across technologies.
- Comfort in ambiguity, thrive through change, highly adaptable, with the ability to create clarity and focus within a dynamic environment.
- Experience managing workloads in a fast-paced environment.
EDUCATION
- Bachelor's degree in business administration, engineering or a related field. MBA preferred.
COMPENSATION & BENEFITS
- Compensation for this full-time job is an annual base salary between $155,000 - $214,000, with the potential for an annual bonus of 20%. The specific salary offered to a candidate may be influenced by various factors -- including, but not limited to, the candidate’s relevant experience, education, or location.
- Excellent medical, dental, and vision plan
- 401K with 100% employer matching up to 3.0% with immediate vesting
- Accrual of 21 days of PTO (combined vacation and sick days) per year for the first four years of employment, with additional accrual increases for years of service
- Ten paid company holidays per calendar year
- Company-paid life insurance, short-term and long-term disability benefits
- Tuition-reimbursement benefits
- Free parking (Bellevue office)
- Fun staff and team-building activities (greater Seattle area)
- On-site fitness center and deli (Bellevue office)
- Access to green space and Open Space Trail System (Bellevue office)
TERMS OF EMPLOYMENT
Upon hire, you must be able to provide documentation that proves authorization to work in the US without visa sponsorship.
OUR CULTURE
We offer a dynamic, culturally diverse and fun environment, in which people with energy, creativity and passion work together to deliver amazing product experiences for our customers. Join a team where your background is valued and respected, and your unique insights and ideas contribute to building a culture of diversity, equity and inclusion.
EQUAL EMPLOYMENT OPPORTUNITY
Seagull is proud to provide equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of recruiting and employment.
