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Revenue Operations

Rosslyn, VA or Remote

Shift5 is the observability platform for onboard operational technology (OT). We’re a rapidly growing scale-up that specializes in cybersecurity, predictive maintenance, and compliance for operational technology (OT) systems across defense, aerospace, and rail. We are a collaborative, passionate, and driven cadre of dynamic, multidisciplinary experts and we’re focused on helping our customer’s fleets run smarter and safer by accessing and democratizing the volumes of onboard OT data generated by transportation and freight fleets, defense fleets & other critical infrastructure. Come join us. 

Our Values:

  • Embrace Truth and Integrity: Base decisions on data, foster open dialogue, and uphold unwavering integrity.
  • User-Centric Focus: Prioritize user needs to guide our actions and resource allocation.
  • Collaborative & Adaptable: Collaborate for excellence, learning from failures and driving iterative improvements, recognizing every decision's significance.

Shift5 is seeking a Revenue Operations employee to establish and scale our Revenue Operations function, directly supporting Sales, Finance, and Marketing. This high-impact role is perfect for a strategic, results-oriented team player with a "roll-up-the-sleeves" mentality and experience in rapidly growing companies. You'll report directly to the VP Finance.

Responsibilities: 

  • Deal Management: Coordinate complex deal approvals, acting as a trusted advisor from opportunity creation to post-sales. Review opportunities for accuracy and compliance.
  • Reporting & Analytics: Develop and present key revenue metrics, dashboards, and forecasting insights to leadership, ensuring transparency and actionable data. Provide inputs for quarterly sales forecasting and report on accuracy.
  • Process Improvement: Drive initiatives to improve revenue data integrity, Go-to-Market productivity, and simplify processes across the organization. Develop and maintain deal management tools and templates.
  • Cross-functional Collaboration: Partner with sales, finance, product, and delivery teams to optimize processes, facilitate system improvements, and inform capacity planning.
  • Sales Support: Respond to Revenue Operations inquiries, manage Salesforce opportunity queues, support sales operations requirements (quotes, opportunity management, account management), and ensure strong data hygiene in Salesforce and other sales tools.
  • Policy Enforcement: Maintain and enforce departmental review and approval SLAs, ensuring accurate booking metrics and Salesforce data integrity.

Qualifications:

  • Education: Bachelor's Degree in marketing, finance, data science, business, or social sciences.
  • Experience: Proven experience in implementing and optimizing revenue operations processes in a scale-up environment. Familiarity with Enterprise SaaS/B2B (Deal Desk, Order Management, Finance/Sales Operations, Pricing) and direct/channel sales models is highly desirable.
  • Skills: Strong business acumen, reporting & analytics, troubleshooting, problem-solving, and project management. Highly organized, customer-focused, innovative, and detail-oriented. Excellent communication, self-awareness, and ability to multitask and prioritize effectively.
  • Technical: Highly proficient in Google Suite and Salesforce (SFDC). Basic understanding of revenue recognition rules and CPQ tools (e.g., Zuora, Salesforce CPQ).
  • Interest: An interest in aviation, cybersecurity, defense technology, or B2B/B2G/public sector sales.

Compensation & Benefits: 

  • Base Salary: $125,000-$175,000
  • Bonus program and equity in a fast-growing startup
  • Competitive medical, dental, and vision coverage for employees and their families
  • Health Savings Account with annual employer contributions
  • Employer-paid Life and Disability Insurance 
  • Uncapped paid time off policy 
  • Flexible work & remote work policy 
  • Tax-deferred public transit benefits with Metro SmartBenefits (DC/MD/VA)  

We are committed to building an inclusive culture of belonging that embraces the diversity of our people and represents the communities in which we work and the customers we serve. We know the happiest and highest performing teams include people with diverse perspectives and ways of solving problems. We strive to attract and retain talent from all backgrounds and create workplaces where everyone feels empowered to bring their full, authentic selves to work.   

Shift5 is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sexual orientation, gender identify, national origin, disability, age, marital status, ancestry, projected veteran status, or any other protected group or class.  

 

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