Director of Revenue Operations

The Director of Revenue Operations at Percona is responsible for unifying operations, systems, and data across Sales, Business Development, Customer Success, and Marketing teams. Key duties include sales forecasting, planning, GTM process improvement, and managing the CRM and technology stack. This role also involves developing KPI dashboards, ensuring data integrity, and collaborating cross-functionally to enhance visibility and performance.

To excel as the Director of Revenue Operations at Percona, candidates should hold a Bachelor's degree in Business, Marketing, or Finance—an MBA is preferred. Additionally, candidates should have over 10 years of experience in revenue operations, along with 5+ years in a leadership role. Strong expertise in Salesforce and BI platforms like Qlik is essential, coupled with excellent analytical, communication, and project management skills.

The Director of Revenue Operations contributes significantly to the GTM strategy at Percona by analyzing market trends and data to refine strategies and enhance operational efficiency. This involves aligning the GTM teams with improved processes and tools, developing a unified KPI dashboard for performance monitoring, and ensuring that all operational strategies are data-driven and agile.

As a Director of Revenue Operations at Percona, you will be expected to build, mentor, and lead a high-performing RevOps team. Leadership involves fostering a culture of continuous improvement, collaborative problem-solving, and data-driven decision-making, all while supporting team members' professional growth in a fast-paced environment.

Percona offers a range of generous benefits to the Director of Revenue Operations, including flexible work hours, various paid time off programs, all necessary equipment for remote work, funds for career development, and supportive initiatives for work/life balance. Moreover, you will have the opportunity to participate in a globally dispersed team culture, equity incentive plans, and social responsibility programs such as the PAVE volunteering initiative.

When answering this question, focus on specific examples from your past roles that demonstrate your expertise in revenue operations. Highlight your strategies for optimizing processes, collaborating with cross-functional teams, and leveraging data analysis to drive results. Discuss outcomes from your previous initiatives to show how you can influence success at Percona.

Describe your systematic approach to sales forecasting, including the tools and methodologies you use to gather data, analyze trends, and make informed predictions. Emphasize the importance of collaboration with Sales and Business Development teams to ensure that forecasts are realistic and actionable, aligning with Percona's growth goals.

Explain your commitment to data integrity by discussing the processes you implement to track metrics accurately. Detail how you maintain quality control within systems, regularly auditing data for accuracy, and collaborating with IT or analytics teams to ensure systems effectively capture and reflect key business metrics.

Outline specific strategies you would employ to assess and enhance Percona's GTM processes. Mention areas such as process mapping, stakeholder collaboration, technology alignments, and identifying market insights that could lead to quicker lead-to-deal conversions. Support your approach with examples of successful process improvements you've implemented in the past.

Share your experience in developing and analyzing performance metrics. Talk about the tools you used to create KPIs and dashboards, and how you translate those metrics into actionable insights for stakeholders. Be sure to mention how this ability will directly benefit Percona's drive for data-driven decisions.

Provide concrete examples of your leadership style, focusing on how you've built high-performing teams, fostered a culture of improvement, and mentored team members. Address challenges faced and how you've navigated them to support team dynamics and enhance overall performance.

Discuss common challenges such as ensuring user adoption, maintaining data accuracy, integrating with other systems, and analyzing the data effectively. Offer insights into how you've successfully addressed these challenges in past roles, emphasizing your strategic approach to CRM management at Percona.

Highlight your experiences working with different departments like Sales, Marketing, and Customer Success. Provide specific examples of projects or initiatives where collaboration led to better outcomes, and how this cross-functional approach will benefit Percona's revenue operations.

Describe your approach to continuous improvement, including methodologies like Agile or Lean. Discuss how you gather feedback, measure success, and implement iterative changes based on performance metrics, ensuring that Percona’s revenue operations evolve with market demands and internal goals.

Express your understanding of the powerful role that AI can play in revenue operations. Share specific examples of how you've previously integrated AI tools for data analysis and decision-making, and discuss how this could enhance Percona's performance and strategic initiatives in the future.