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About the Company
Thomas International are a leading global talent assessment platform provider. For 40 years, we have been using our suite of scientifically valid psychometric assessments and in-house training portfolio to provide technology driven solutions to ensure our clients recruit, develop, manage and engage their workforce as effectively as possible. We own our businesses in the UK, France, Belgium, Netherlands, South Africa, Australia, Hong Kong and Malaysia with circa. 200 employees and have developed an extensive distribution model for our assessments and, as a result, we sell to over 50 countries worldwide.
The company received private equity investment in February 2018 and is on an accelerated and ambitious growth plan. This will be achieved through a transformation of our online products via our new Thomas Assessment platform, launched in late 2020. We will continue to build upon our combination of science, data and technology, delivered via a SaaS approach that is disruptive in challenging the existing solutions in the market.
About the role
The Director of Revenue Operations will lead our Revenue Operations function that supports our New Customer Acquisition (NCA), Customer Success and Marketing functions, reporting directly to the Chief Sales Officer. The role has a clear remit to oversee commercial data-led strategies and drive evidence-based analytics and reporting throughout our global business. You will deliver ad hoc and proactive strategic programmes to support GTM activities, improve sales productivity, drive enhanced performance around sales and renewal processes, and optimise productivity within our nascent SDR function.
A successful candidate must be data-driven, system savvy (key applications include SFDC, Planhat, HubSpot, SalesLoft, Cognism, ThoughtSpot), intellectually curious, a creative problem solver, and a true leader who can lead multiple high-impact programmes in a dynamic and fast-changing business environment. This leader will be comfortable with ambiguity and able to find scalable, simple solutions to complex problems. They will have superb analytical and communication skills, allowing them to be a true thought partner while also managing the team to delivery optimal and impactful results.
Responsibilities
- Work with the Chief Sales Officer, Chief Customer Officer, and Chief Marketing Officer to define business requirements and drive delivery for sales processes and programmes across NCA, CS, and Marketing.
- Formalise, automate, and improve the delivery of reporting cadences and capabilities including lead flow, pipeline, data hygiene, forecasting, rep performance, and regional and team performance reviews. Work with team to optimise standing and ad hoc SFDC based reporting and insights.
- Work with leadership team to identify areas of improvement, presenting findings and insights to sales & marketing leadership, GTM team, and core RevOps team. Use this to identify and recommend areas to improve processes, data quality, systems, and GTM decision making.
- Oversee and provide direction for implementing new processes, objects, fields, formulas, page layouts and record types in SFDC. Guide team to troubleshoot, anticipate, and resolve issues.
- Successfully work across different stakeholders to prioritise projects and optimise leverage of team delivery. Plan, budget, and resource the efforts to execute against company priorities. Ensure programmes are completed on time and with a high standard.
- Support training and enablement of core Sales, SDR and CS teams to optimise their utilisation of SFDC & Salesloft.
- Drive on deployment, adoption and governance of end-to-end Sales processes working closely with Sales Enablement and Marketing teams.
- 10+ years Sales Operations experience within a fast-paced SaaS commercial sales environment.
- Extensive knowledge and understanding of Salesforce required; experience with Planhat or other Customer Success Portal, SalesLoft and/or Cognism beneficial.
- Strong analytical skills to translate complex multi-data sources into clear customer and business strategy and recommendations, with the capability to determine and present such insights. Expertise in Marketing Analytics and experience in that area.
- A proactive approach to operational excellence.
- Excellent communication skills to operate within and alongside a senior management team and matrix structure.
- The desire and capability to operate at pace within a high growth environment.
- A creative and proactive solution mindset.
- Proficient PowerPoint user.
- A true growth mindset and character.
- Excellent time management and project planning skills.
Location
Assumed to be aligned to our Marlow office however flexible re hybrid working principles (Please see below). Can be based primarily remotely, but with ability to attend the Marlow at least weekly. We require this person to hold the right to work in the UK and we do not offer any visa sponsorship or support towards relocation.
- Vacation – 25 days per annum, plus the opportunity to purchase up to an extra 5 days per annum through the salary sacrifice vacation buy scheme (plus an extra day off for moving house!)
- Private Medical Insurance – from day 1
- Life insurance – x3 of salary
- Early Finish Friday – Finish at 15:00 during the Summer months (June, July and August)
- Auto – enrolment pension – available through salary sacrifice
- Westfield Health – cash plan where members of Team Thomas can claim back for various healthcare appointments (including dental and optical), as well as a 24-hour counselling and advice line
- My Specialist GP – a private GP surgery located in Marlow, which is available for all members of Team Thomas to use for emergency on the day appointments, paid for by Thomas International
- Gym Membership – Thomas International will either pay up to £28 per month towards gym membership at any nationwide gym, or £28 per month towards membership at The Marlow Club (a gym and swimming pool located close to the Marlow office)
- My Thomas Advantage – a communication, health & wellbeing and discount portal, allowing members of Team Thomas to keep up to date with business news, access information on health & wellbeing offerings and access discounts on a wide range of retail products and leisure activities
- Personalised Feedback Session – with a customer enablement specialist to gain insight into own assessment results
- Dress down policy – other than for client facing meetings where appropriate
- Enhanced Maternity and Paternity Scheme
We Recognise that there is a statutory duty under the Equality Act 2010 for employers to safeguard against discrimination on grounds of disability, and that this applies not only to existing employees but also to potential job applicants.
Our commitment to diversity and inclusion permeates throughout everything we do, from our products to our people.
