Revenue Operations Manager

| Greater NYC Area

About LeafLink

LeafLink is the regulated cannabis industry's largest wholesale marketplace, providing licensed dispensaries the ability to order from their favorite brands, as well as a suite of software tools for those brands to manage and scale their operations.

With over 3,400 retailers and more than 1,200 brands across 22 territories in the US and Canada, we are setting the industry standard for how cannabis businesses grow together. LeafLink annually processes and manages more than $1 billion in wholesale cannabis orders - you can learn more about our history and path to $1B here http://firstbillion.leaflink.com/.

Our team, backed by funding from leading VC's, is poised to define the cannabis supply chain through technology. LeafLink was named one of Built In NYC's 'Best Places to Work in 2019', as well as one of Fast Company's 'Top 10 Most Innovative Companies in Enterprise for 2018', joining the ranks of Amazon, Slack, and VMWare - and we're just getting started!

The Role

The Revenue organization comprises our global SaaS Sales, Advertising & Events, Retailer Engagement and Market Expansion functions representing both sides of LeafLink’s Marketplace. The Revenue Operations Manager will be responsible for the overall productivity and effectiveness of the broader Revenue organization at LeafLink and will include planning, forecasting, reporting & analytics, goal setting and management, compensation design, revenue process optimization and strategic program implementation. You will also partner with the leaders of our rev team in providing advice on how to improve our Go-To-Market model.

As a Revenue Operations Manager, you will partner with the leader of the revenue team to drive revenue, develop and execute sales strategy, uncover and report on sales/account insights, and manage tools and processes to drive revenue at LeafLink.

This role is for self-starters and entrepreneurial-minded individuals who believe execution is everything. You are a good fit for this position if you are a goal-oriented overachiever, inherently positive and direct individual willing to explore new paths that require rapid-learning. We expect everyone at LeafLink to be humble and get their hands dirty in day-to-day tasks.

Responsibilities:

  • Assist in all facets of sales planning, including headcount, quota plan, territory plan, and Go-To-Market strategies and in coordination with Finance to hit company goals.
  • Provide insights and analytics along with tactical guidance to leadership with the ultimate goal of increasing and unblocking revenue
  • Partner closely with senior leadership to develop actionable, measurable projects that accelerate sales growth and improve existing sales processes & operations
  • Advise on new business growth strategy, churn strategy, existing customer base expansion, sales incentives and segmentation; approach problems analytically to come to data-driven resolutions
  • Support weekly and monthly reporting and forecasting for the sales organization, identifying significant changes and trends that will materially impact the company’s growth trajectory
  • Develop key performance metrics and dashboards that help sales organization focus on key performance drivers
  • Gather requirements and project manage changes to our sales and support technology that result in improvements in sales and support rep productivity
  • Establish strong working relationships with sales leadership, customer success, marketing and finance to improve overall operations and how the company goes to market
  • Work directly with leadership to create and execute on strategies that steer the sales org including overall structure, sales goals, lead generation and management, segmentation / territory optimization, etc.
  • Identify areas of market opportunity and gaps to prioritize customer segments accordingly
  • Help sales team on complex price quoting requirements.
  • Build handoff processes across each Go-to-Market function (pre to post sales) to ensure efficiency across functions (e.g account scoring, lead routing, post-sales account/opportunity hygiene etc.)
  • Conduct sales analysis to help sales hit the target and scale: pipeline analysis, Win/Loss analysis of the deals, Account potential analysis, etc.
  • Assist in driving sales compensation design, modeling and managing sales quotas, and plan administration ensuring plans are aligned with philosophy and organization goals
  • Provide thought leadership, promote and implement best-in-class sales ops model in strong collaboration with Finance, Marketing, and Business Operations.

Qualifications:

  • Minimum 3 years of sales operations experience in a business-to-business sales environment, cloud-based/SaaS preferred and, ideally, 2+ in a management consulting, finance, or investment banking role.
  • Understanding of sales and marketing platforms, systems and tools including SFDC mastery (complex dashboards & reports, custom report types, workflows).
  • Experience working in the areas of process optimization and go-to-market approach
  • Exceptional quantitative and MS Excel skills (sumifs, index/match and vlookup, table formulas, pivot tables).
  • Excellent written and verbal communication skills. You can hold a meeting with directors and VPs and C level executives.
  • Endless curiosity coupled with a roll up your sleeves and get things done mentality.
  • Proven ability to be successful in a complex, fast-paced environment, planning and managing at both the strategic and operational level.
  • Experience driving projects from start to finish and leading cross-functional teams
  • SQL mastery and the ability 
  • Familiarity with sales tools such as Insight Squared, Periscope, Outreach, etc.
  • Salesforce Admin Certification
  • You understand that due to the nature of this role, external partners can change your day’s plan with little/minimal notice. You understand that some late nights, unplanned challenges, and tuning in to email outside of traditional business hours are part of the job.
  • The ability to excel in a fast-paced startup, and excitement (not fear) about a rapidly changing industry

Benefits:

  • Generous PTO
  • Fun office environment
  • Competitive salary
  • Benefit Matching (medical, dental, vision)
  • 401k Offered
  • Stock options
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Technology we use

  • Engineering
  • Product
  • Sales & Marketing
    • JavascriptLanguages
    • PythonLanguages
    • SqlLanguages
    • VueLibraries
    • DjangoLibraries
    • DjangoFrameworks
    • VueFrameworks
    • PostgreSQLDatabases
    • RedisDatabases
    • Google AnalyticsAnalytics
    • KissmetricsAnalytics
    • IllustratorDesign
    • PhotoshopDesign
    • SketchDesign
    • AsanaManagement
    • JIRAManagement
    • WordpressCMS
    • LeafLink CRMCRM
    • MailChimpEmail
    • Google InboxEmail

Location

In the heart of the Financial District, we're accessible to most train lines, the path train, and ferries, with almost too many lunch options!

An Insider's view of LeafLink

How do you collaborate with other teams in the company?

On a large scale, the LeafLink team collaborates during “Huddle Booze Report” (HBR), a biweekly meeting where team leaders present on company KPIs, accomplishments, and challenges (with some beers). Every member of the team is welcome to comment or ask questions, bringing forth their thoughts and ideas.

Claire

Growth Manager

How has your career grown since starting at the company?

As cliche as it may sound, one of my favorite things at LeafLink is that no day is ever the same. I’m excited to go into the office every single day to see what the day brings. At LeafLink, EVERYONE has a voice. In addition to the breakout success our service saw in California, my life also drastically changed. I saw my earnings increase over 300%

Josh

Account Executive, LA Manager

How do you make yourself accessible to the rest of the team?

As co-founder and CTO it’s important for me to maintain official communication channels with teams and individuals. We have various meetings that bring leadership together with teams which include sprint demos, retrospects, daily standups and one on one meetings. Open communication supports alignment and productivity something we are all about here

Zach

Co-Founder and CTO

What are LeafLink Perks + Benefits

LeafLink Benefits Overview

Leaflink provides Medical, Dental and Vision insurance, as well as Disability and Life Insurance. We also have a generous stock option plan, 401k and great branded merchandise.

Culture
Eat lunch together
Daily stand up
Group brainstorming sessions
Open office floor plan
Health Insurance & Wellness Benefits
Disability Insurance
Leaflink offers voluntary long-term and short-term disability plans.
Dental Benefits
LeafLink's dental plan has no deductible and covers 100% of preventative services, including X-rays, and has a $5 co-pay.
Vision Benefits
Our vision plan covers annual eye exams and lenses after a $20 copay. Frames and contact lenses are covered up to $100 annually.
Health Insurance Benefits
Leaflink offers a range of Aetna plans that cover both in network and out of network providers, and have copays as low as $20. We also have complimentary enrollment in One Medical and Teladoc.
Life Insurance
Our voluntary Life Insurance plans offer our employees financial stability and security.
Wellness Programs
LeafLink offers discounted Gym memberships to its full time employees.
Retirement & Stock Options Benefits
401(K)
LeafLink's 401k plan offers a broad range of available funds, including Vanguard, Fidelity, and American Funds.
Company Equity
LeafLink offers stock options through our Stock Option Plan.
Vacation & Time Off Benefits
Unlimited Vacation Policy
Leaflink's Flexible PTO policy allows our team to execute ferociously, with the knowledge that they will be able to rest and recharge when they need to.
Paid Holidays
Leaflink offers 11 days per year for Major Holiday observance.
Perks & Discounts
Casual Dress
LeafLink's casual dress policy allows our employees to work however they feel most comfortable, whether that be in tie-die t-shirts and shorts or jeans and a sweatshirt.
Commuter Benefits
LeafLink offers pre-tax commuter benefits to all full time employees.
Company Outings
LeafLink has quarterly team outings, an annual holiday party, and an annual incentive trip.
Stocked Kitchen
LeafLink offers unlimited snacks, tea and coffee.
Happy Hours
Happy hours are hosted Once per month.
Professional Development Benefits
Job Training & Conferences
LeafLink has a generous annual budget for attending industry conferences and events.
Lunch and learns
Acme Co. hosts lunch and learn meetings once per quarter.

Additional Perks + Benefits

LeafLink offers employees a chance to visit other offices through our AccoLLade program. Once a month an employee is recognized for exemplifying one of our Core Values. That employee is given an all expenses paid trip to a LeafLink Local event. Recent winners have travelled to Washington and Arizona.

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