Director of Revenue Operations, Dashlane
$180-225k
More information about location
3 days a week in office (Flatiron District, NY or Burlington, MA)
Password manager app
Open for applications
Password manager app
201-500 employees
Open for applications
$180-225k
More information about location
3 days a week in office (Flatiron District, NY or Burlington, MA)
201-500 employees
Company mission
To make security simple for millions of organisations and their people.
Role
Who you are
- 6+ years of Business / Sales / Marketing / Revenue Operations experience in a Software-as-a-service (SaaS) startup environment
- 2+ years of experience with expert proficiency level with Salesforce
- Excellent communication and facilitation skills, proven track record of building strong relationships
- Strong business acumen and the ability to successfully navigate and influence strong personalities within a complex business environment
- Expert proficiency level with Sales Engagement tools (Outreach, Gong, etc.)
- Expert proficiency level with Marketo and Salesforce.com
- Expert proficiency level with BI tools (MS Excel, SQL, R, Tableau, Looker, etc.)
- Strategic consulting experience
- High attention to detail while handling multiple, simultaneous projects under deadline pressure
What the job involves
- We are looking for a Director of Revenue Operations to be the central nervous system for our go-to-market (GTM) organization as we accelerate B2B growth and extend the reach of our one-of-a-kind credential protection platform
- This is a unique opportunity to own a critical function and partner with leadership across Sales (both Touch and Channel), Marketing, Customer Success, Finance, and Data & Analytics to architect and execute our growth strategy
- If you're a results-oriented individual who is passionate about creating scalable processes, leveraging technology (including AI), and using data to make informed decisions, this role is for you
- As Director of Revenue Operations, you will be a key member of the leadership team, responsible for building a best-in-class RevOps function that directly fuels our aggressive growth agenda
- You will be tasked with leading all aspects of sales, marketing, and customer success operations, as well as Deal Desk
- You will be accountable for a wide range of responsibilities, from the administration of our GTM technology stack and ensuring data hygiene, to strategic planning and forecasting
- Ultimately, you are a force multiplier, enabling our GTM teams to operate more efficiently, scale our processes, and ultimately achieve our mission of becoming the leading credential protection provider for enterprises
- You will be the lynchpin that connects our GTM functions, Finance, and Data Teams, ensuring alignment and maximizing our impact on company revenue goals
- You will lead a team, responsible for forecasting, building and applying rules of engagement, top of funnel to pipeline analytics, compensation modeling, and systems (CRM, automation, enablement tools)
- You are intellectually curious, proactive, and empathetic leader who thrives in a high-impact, fast-paced cyber security environment and is passionate about turning insights into action
- This role can be based in either our New York or Burlington, MA offices, depending on work authorization, and with English as your working language
- At Dashlane, we embrace a hybrid culture that combines the best of both worlds: the creativity and energy of in-person collaboration with the flexibility of remote work
- Our model is designed to strengthen team connections, while supporting individual productivity and work-life balance
- To maximize collaboration, we come together in the office on Mondays, Tuesdays, and Thursdays, while Wednesdays and Fridays offer more flexibility for focused work
- Drive Strategic Planning and Forecasting: Lead the development and administration of variable compensation plans, orchestrate sales and renewal pipeline reviews with leadership, and deliver overall revenue forecasts. Ensure pipeline hygiene is consistent with our defined sales process and methodology. Develop and implement regular reporting of key performance metrics to support forecasting including funnel analysis and pipeline management
- Lead High Priority GTM Initiatives: Partner with leaders throughout Dashlane to build business cases for potential investments. Present insights and recommendations to senior leadership, and drive the “follow through” of those recommendations to ensure smooth execution with a diverse array of cross-functional partners. Identify opportunities for improvement throughout GTM, including business process architecture, org structure, goal / quota setting, sales incentive design, market segmentation, and strategic planning
- Champion Operational Excellence: Lead and contribute to key GTM programs in support of company strategy, collaborate with cross-functional stakeholders to identify process bottlenecks, and leverage systems and tools to streamline operations. This includes optimizing our marketing and channel funnels and developing a scalable outbound motion
- Manage Systems and Tools Administration: Own the administration, vendor management, and evaluation of our GTM technology stack, including Salesforce, sales and CS tooling, and marketing platforms. Maintain Salesforce as the central hub for our revenue operations, ensuring data accuracy and seamless integration with other systems like NetSuite
- Own GTM Data, Analytics, & Reporting: Build and manage core GTM dashboards, develop key performance indicators (KPIs) for sales, channel, marketing, and customer success, and analyze funnel analytics to inform strategy. You will also be responsible for ensuring data hygiene, completeness, and accuracy across all revenue-related systems
- Ensure Go-to-Market Efficiency: Programmatically review pipeline with sales representatives to improve efficacy and define what qualifies as "clean" pipeline. Measure the outcomes of changes to our Rules of Engagement and actively scan the environment for cutting edge tools that could support improved efficiency, scalability, repeatability, and cost optimization
- Optimize the Post-Sales Customer Experience: Lead the administration and optimization of our customer support technology (e.g., Zendesk, ADA) to improve efficiency and reduce ticket resolution times. Utilize support data, such as ticket volume and sentiment analysis, to provide valuable insights that inform our product roadmap, mitigate churn risk, and improve the overall customer experience
- Leverage AI for Continuous Improvement: Spearhead the integration of AI-driven automation and tooling (e.g., Rattle AI) into our workflows to increase data capture, highlight risks, and reduce administrative burdens on GTM teams.You will also be responsible for implementing AI SDRs to supplement sales team efforts with high-volume outreach and targeted campaigns
Our take
The logins to our online accounts are constantly at risk of being hacked. For both individuals and businesses, cyberattacks are an invasion of privacy that can have both financial implications and cause damage to reputations. Creating more unique and secure passwords can then become harder to remember and more complicated to enter.
Dashlane is a web and mobile app that simplifies password management for people and businesses. It makes the internet easier by autofilling passwords, payments, and personal information. With 15+ million users from over 20,000 businesses across 200 countries currently using its software, the company continuously scans over 20 billion hack/breach records each day.
The company faces stiff competition from the likes of LastPass, 1Password, and Bitwarden. To stay price competitive in the market, Dashlane launched a reduced plan with the essential features and in 2023, launched the Dashlane Confidential SSO (Single Sign-On), further differentiating itself from its competitors. They also have innovative tools and a user-friendly interface which will help it stand out from the crowd.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 5 rounds)
May 2019
$110m
SERIES D
May 2016
$26m
SERIES C
Total funding: $166m
Company benefits
- Mental health services through Spring Health and well-being days
- Mentorship program - select your mentor from our internal pool and continue your learning path!
- Comprehensive health coverage, including dependents
- Unlimited PTO
- Betterment 401(k) retirement plan
- Paid holidays and sick leave
- Donation matching program - give back to the community and support actions that lead to positive social impact under the historically marginalized communities
- Every donation will be matched by Dashlane, up to $500 per year
- Weekly lunch in the office and monthly happy hour
- Team buildings & seasonal social events and many more
Company HQ
Midtown Manhattan, New York, NY
Leadership
Jean Guillou
(Co-Founder)Having studied IT at CentraleSupélec, Jean co-founded Dashlane in April 2009, serving as Software Architect. Since June 2019, he has worked as VP of Engineering.
Guillaume Maron
(Co-Founder and VP of Engineering)Having been a Security Consultant at Solucom for 10 months, Guillaume co-founded Dashlane, first serving as Core Tech Architect. In 2014, they became VP of Engineering.
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