Senior Director of Revenue Operations, Lookout
$187-240k
+ Equity + Bonus
Data-centric defense-in-depth solution
Be an early applicant
Data-centric defense-in-depth solution
501-1000 employees
Be an early applicant
$187-240k
+ Equity + Bonus
501-1000 employees
Company mission
To secure and empower productivity in a privacy-focused world, where work can happen anywhere.
Role
Who you are
- Bachelor's degree in Business, Marketing, Finance, or a related field. MBA preferred
- 12+ years of progressive experience in Revenue Operations, Sales Operations, or Business Operations, including significant leadership experience
- Demonstrated expert-level proficiency with Salesforce (SFDC) administration and optimization is essential
- Hands-on experience and proven success in leveraging and integrating the following tools:
- Clari
- 6Sense
- SalesLoft
- ZoomInfo
- Marketo (or similar marketing automation platform)
- Strong experience running and optimizing quoting systems (CPQ experience highly desirable)
- Proven experience building, leading, or significantly contributing to a Deal Desk function
- Exceptional analytical skills with the ability to translate complex data into actionable insights and strategic recommendations
- Proficiency in data visualization tools (e.g., Tableau, Power BI) is a plus
- Demonstrated experience and a strong interest in exploring and implementing agentive AI solutions within a revenue operations context
- Excellent communication, interpersonal, and presentation skills, with the ability to influence stakeholders at all levels
- Strong project management skills and the ability to manage multiple priorities in a fast-paced, dynamic environment
- Proactive, self-starter with a continuous improvement mindset
What the job involves
- We are seeking a highly analytical, strategic, and results-oriented Director of Revenue Operations to lead our Revenue Operations function
- This critical role will be instrumental in optimizing our sales and marketing processes, driving efficiency, and providing actionable insights to accelerate revenue growth
- You will be responsible for the entire revenue operations tech stack, ensuring seamless integration and data integrity, and partnering closely with sales, marketing, and finance leadership
- Strategic Leadership: Develop and execute a comprehensive revenue operations strategy that aligns with overall business goals, focusing on maximizing efficiency, predictability, and scalability across the entire customer lifecycle
- Systems and Tools Ownership: Own the administration, optimization, and integration of our core revenue operations technology stack, including:
- Salesforce (SFDC): Drive best practices for CRM utilization, data quality, reporting, and dashboard creation to provide actionable insights into sales performance
- Clari: Leverage Clari to provide forecasting accuracy, pipeline visibility, and coaching insights to sales leadership
- 6Sense: Optimize account-based marketing (ABM) and sales efforts through intelligent lead scoring, account prioritization, and intent data utilization
- SalesLoft: Drive efficiency and effectiveness of sales engagement strategies, including cadences, email automation, and call coaching
- ZoomInfo: Maximize the use of ZoomInfo for lead generation, account enrichment, and sales intelligence
- Marketo: Collaborate with marketing to ensure seamless lead flow, campaign tracking, and marketing automation effectiveness
- Quoting System Management: Oversee and optimize our quoting system (e.g., CPQ solution), ensuring accuracy, efficiency, and compliance in proposal generation and contract management
- Deal Desk Leadership: Lead and mature the Deal Desk function, providing strategic guidance on complex deals, ensuring pricing consistency, and facilitating smooth deal closures
- Process Optimization: Identify and implement improvements across the entire revenue funnel, from lead generation to deal close and customer retention. Develop, document, and enforce consistent sales processes and methodologies
- Data Analysis & Reporting: Develop and maintain key performance indicators (KPIs) and dashboards that provide clear insights into sales performance, pipeline health, conversion rates, and revenue predictability
- Cross-Functional Collaboration: Partner closely with Sales, Marketing, Finance, and Customer Success leadership to ensure alignment on goals, processes, and reporting
- Team Leadership: Potentially build and lead a high-performing Revenue Operations team (depending on company stage), fostering a culture of continuous improvement, data-driven decision-making, and operational excellence
- Agentive AI Exploration & Implementation: Actively research, evaluate, and implement agentive AI solutions to automate tasks, enhance sales productivity, improve data accuracy, and generate predictive insights within the revenue operations function
Our take
Lookout is a cybersecurity company offering integrated endpoint-to-cloud security services. As more businesses move to the cloud, there has become a greater need for endpoint-to-cloud security services that secure business data. Lookout provides cybersecurity services that protect businesses from privacy risks as an increasing number of business processes become connected and digital.
The biggest competitor to Lookout is SASA (secure access service edge) platforms, which create a perimeter of data protection for businesses in the cloud. However, Lookout aims to provide a unique service to SASA platforms by offering a less invasive cybersecurity product that respects user privacy on personal devices.
The co-founders of Lookout set out to provide individuals and businesses with better security protection before smartphones were in widespread use. The company will continue to adapt and develop its services in an attempt to protect security and privacy in an increasingly digital world. Substantial funding, indicative of the demand for a unified security platform to streamline data protection, will support its continued growth.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
-9% employee growth in 12 months
Company
Funding (last 2 of 8 rounds)
Mar 2020
$50m
SERIES F
Aug 2014
$150m
SERIES F
Total funding: $332m
Company benefits
- Comprehensive healthcare benefits
- Paid parental leave
- Fitness reimbursement
- Company match for charitable donations
- Cell phone reimbursement
- Work-from-home support
- Anniversary awards
- All-hands gatherings
- Community groups
- Team-building activities
- Paid time off
- Volunteer time off
- Company holidays
- Global holiday shutdown
Company HQ
Trimble Business Area, San Jose, CA
Leadership
John Hering
(Co-Founder & Executive Chairman)Graduated from the University of Southern California with a degree in Policy, Planning, and Development. Previously co-founded DailyWireless, which was acquired by Tippit and then co-founded Lookout in 2007.
James Burgess
(Co-Founder & CIO)Graduated from the University of Southern California with a BA in Social Sciences. Previously co-founded DailyWireless where they served as the Director of Operations.
Kevin Mahaffey
(Co-Founder)Graduated from the University of Southern California with a BS in Electrical Engineering. An Executive Chairman at Stork Club and the founder of SNR.
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