Senior Director, Revenue Strategy & Operations

About AutoFi AutoFi is the leading provider of digital commerce technology that powers the sales and finance experiences for the most innovative brands and dealers in automotive. The AutoFi platform enables a more transactional buying experience with $4B in funded loans processed through AutoFi annually. AutoFi’s dynamic selling platform empowers dealers to sell vehicles more efficiently and profitably, both online and in the showroom. We are funded for years of future growth and backed by investors including Crosslink Capital, Santander Holdings USA, SVB Financial Group, Ford, BMW iVentures and JP Morgan Chase.

Our team is diverse - spread out across the U.S. and Canada, we have backgrounds from finance and technology as well as deep experience in all areas of the auto space. We’re empathetic, gritty, curious, and humble owners of this business and are supported by some of the biggest names in the auto and financial industries as commercial partners. We’ve never been more excited about the opportunity in front of us to help transition the auto industry from offline to online. If changing a trillion-dollar industry sounds exciting, we’d love to hear from you.

For more information, visit www.autofi.com.

The Senior Director of Revenue Strategy & Operations will play a crucial role in driving strategic initiatives across Sales, Retention, Compensation, Finance, and Strategic Planning. Reporting directly to the Chief Revenue Officer (CRO), the role encompasses a wide range of responsibilities aimed at optimizing revenue generation and operational efficiency in a B2B SaaS environment.

Responsibilities of the Role

• Provide strategic support to the Chief Revenue Officer in analyzing the pipeline, forecasts, retention methods, and current OKRs.
• Communicate actionable insights to aid Sales leadership in optimizing sales and enhancing retention.
• Help support a strong enablement function that leads to improvements in sales productivity and new hire ramp time.
• Partner with Sales Leadership, Finance, Product and Legal on pricing optimization and contract standardization.
• Partner with Marketing for ongoing measurement and optimization of our demand gen engine.
• Optimize sales and operational efficiency through innovative thinking, process improvement and sharing best practices across teams.
• Own our revenue tech stack; ensuring we have the right systems, tools, prioritization, documentation and integrations to enable operational excellence.
• Produce, share, and present to Revenue Operations team leadership field coverage reports analyzing penetration, number of accounts per territory, number of accounts per sales executive in each territory, type, size and potential of accounts, etc.
• Craft innovative strategies that promote customer retention and growth, increase efficiencies, and most importantly, solve for the ultimate customer experience as we enter a new phase of growth.
• Partner with finance to drive annual financial planning; headcount, segmentation, and go-to market plans & strategies.
• Establish and maintain operating cadence/rigor across all field functions to ensure the health of the business including forecast accuracy, funnel analysis, and pipeline management.
• Ensure consistent definitions of key business metrics, clean data flow, and alignment on data architecture.

Qualifications

• 10+ years of experience in a Sales Operations, Marketing Operations, Strategy and/or Sales Leadership role in B2B SaaS environments
• Automotive experience would be preferred but not required
• Ability to lead through influence, working alongside organizational leadership (Sales, Finance, Marketing, Product Management, and Executive Team)
• Proven track record of leading change management, building aligned tooling and developing methods to measure and systemize Sales KPIs for internal teams and customers
• Deep understanding of standard business practices related to Marketing & Sales Operations processes and systems
• Proficiency with Salesforce, HubSpot, GeoPointe
• Ability to thrive in a fast-paced, ambiguous environment with a high degree of autonomy
• Excellent communication skills, particularly with executive-level partners
• Have experience with lead / opportunity routing workflows and territory planning and account mapping exercises
• Understand B2B sales stages to drive funnel efficiency
• And ideally, you get excited taking noisy data and turning it into a meaningful story through SQL or BI tools to share with multiple teams