Senior Director of Revenue Operations

About Cognite

Embark on a transformative journey with Cognite, a global SaaS forerunner in leveraging data to unravel complex business challenges through our cutting-edge Cognite Data Fusion (CDF) platform. We were awarded the 2022 Technology Innovation Leader for Global Digital Industrial Platforms & Cognite was recognized as 2024 Microsoft Energy and Resources Partner of the Year. In the realm of industrial digitalization, we stand at the forefront, reshaping the future of Oil & Gas, Manufacturing and Energy sectors. Join us in this venture where data meets ingenuity, and together, we forge the path to a smarter, more connected industrial future.

Learn more about Cognite here

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Our values

Impact: Cogniters strive to make an impact in all that they do. We are result-oriented, always asking ourselves.

Ownership: Cogniters embrace a culture of ownership. We go beyond our comfort zones to contribute to the greater good, fostering inclusivity and sharing responsibilities for challenges and success. 

Relentless: Cogniters are relentless in their pursuit of innovation. We are determined and deliverable (never ruthless or reckless), facing challenges head-on and viewing setbacks as opportunities for growth. 

Location: Houston, Texas 

Reports to: VP of Revenue Operations in Oslo

Role Overview:  

The Senior Director of Revenue Operations will play a pivotal role in bridging the gap between our sales, marketing, and customer success teams. This position is essential for driving proactive revenue growth strategies, ensuring seamless cross-departmental collaboration, and optimizing our go-to-market (GTM) initiatives. The ideal candidate will have extensive experience scaling SaaS companies and demonstrate hands-on leadership.

Key Responsibilities:

• Strategic Planning and Execution: Develop and implement revenue growth strategies with our Presidents that align with Cognite's GTM objectives. Identify addressable markets and drive territory allocation across the geos. Support the execution of expansion opportunities with sales leadership.
• Strategic Growth: Oversee the execution of our land-to-expand sales motion, ensure the use of value assessments, adherence to playbooks, and go-to-market (GTM) strategies. Connect sales campaigns to results and optimize growth strategies.  
• AI GTM Strategy and Execution: Explore and drive the AI strategy across the revenue team to enhance efficiency and effectiveness. Investigate how AI can be deployed to support GTM efforts and improve overall operational performance. 
• Analysis and Reporting: Analyze market trends, competitor activity, and customer insights to inform revenue growth strategies.
• Drive Impact: Identify trends, patterns, and insights from data to inform decision-making and drive revenue growth.
• Process Optimization: Identify areas for process improvement (i.e. handovers) and implement changes to drive efficiency and productivity. Use AI and automation where possible.  
• Revenue Attribution: Pinpoint the success of different marketing campaigns, sales efforts, and customer success strategies in generating revenue. Optimize the allocation of resources to ensure we double down on the most profitable areas.

Performance Objectives for the First Year:

• Market Identification: Proactively identify new addressable accounts within core and new markets and hold sales leadership accountable for sales execution activities.
• Revenue Growth: Drive account growth by ensuring reps properly execute our ‘land - expand - scale’ sales motion to maximize ARR opportunities at each account. 
• Process Improvement: Reduce friction with interdepartmental handovers to drive an increased 20% efficiency in processes and improve reps' productivity.
• Customer Retention: Proactively identify accounts at risk using data-driven insights and develop retention strategies with our Customer Success Leadership team. Increase customer retention rates by 10% by implementing new processes that boost customer satisfaction and engagement. 
• Sales Efficiency: Enhance sales productivity by 20% by implementing new and existing tools and methodologies that streamline operations.
• KPI Management: Establish a comprehensive set of KPIs using our SaaS Bowtie Data Model and improve the effectiveness and health of the GTM, focusing on metrics like customer lifetime value (CLV), Cost of Customer Acquisition (CAC), volume, conversion and time metrics.
• Reporting Accuracy: Improve the accuracy of revenue forecasts through automation and follow-up with reps and managers to ensure top-class data quality.

This role requires a proactive leader who can leverage their SaaS experience to drive significant impact within Cognite's revenue operations framework. The successful candidate will be instrumental in fostering a culture of collaboration, efficiency, and continuous improvement across all revenue-generating functions.

Requirements:

• Based in Houston 
• 10 years experience in RevOps
• Experience in high-tech, SaaS  
• Bachelor degree required, Masters a plus in related field
• Experience in SaaS Scale-Up to Scaled company is required
• Hands-on understanding of Salesforce. 
• Familiarity with Salesforce, Clari, Tableau, Vasco, and Google Suite is an advantage.

Soft-skills Requirements:

• RevOp experience from SaaS Scale-ups and Scaled
• Senior and Hands-on
• Clear English communication skills (written and verbal)
• Credibility with Presidents
• Leadership presence when speaking
• Ability to work with a variety of cultures/time zones. 
• Early morning meetings to interact with Oslo
• The intrinsic desire to go above and beyond
• Handle multi-tasking, last-minute requests, and heavy workloads in periods
• Insight from working with platform companies
• Ability to travel to Phoenix, Austin, Houston and Oslo

Don’t meet every single requirement? Studies have shown that women and people of colour are less likely to apply to jobs unless they meet every single qualification. We are dedicated to building a diverse, inclusive and authentic workplace, so if you’re excited about this role but your past experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles.

A snapshot of our many perks and benefits as a Cogniter

• Competitive Compensation including base plus bonus
• 401(k) with 4% employer matching
• Health, Dental, Vision & Disability Coverages with premiums fully covered for employees and all dependents
• Unlimited PTO flexibility to enjoy it
• 18 Company Holidays including the week between Christmas & New Years
• Paid Parental Leave Program
• Employee Stock Purchase Program (ESPP)
• Employee Referral Program
• Company Paid Friday Lunch via DoorDash Fully Stocked Fridges in the offices
• Join a team of 70 different nationalities 🌐 with Diversity, Equality and Inclusion (DEI) in focus 🤝.
• A highly modern and fun working environment with sublime culture across the organization, follow us on Instagram @cognitedata 📷 to know more
• Opportunity to work with and learn from some of the best people on some of the most ambitious projects found anywhere, across industries
• Join our HUB 🗣️ to be part of the conversation directly with Cogniters and our partners.
• Paid mobile phone and WiFI
• A pet lover? Get the chance to meet Spot 🐶!

Why choose Cognite? 🏆 🚀

• Join us in making a real and lasting impact in one of the most exciting and fastest-growing new software companies in the world. 
• We have repeatedly demonstrated that digital transformation, when anchored on strong DataOps, drives business value and sustainability for clients and allows front-line workers, as well as domain experts, to make better decisions every single day. 
• Cognite Earns 2023 Microsoft Partner of the Year Award; Recognized as a Global Leader in Energy & Resources and Industrials & Manufacturing
• Frost & Sullivan named Cognite a Technology Innovation Leader!
• Built In 2024 Best Places to Work in Austin, TX and Houston, TX
• Cognite Recognized as 2024 Microsoft Energy and Resources Partner of the Year
• Most recently Cognite Data Fusion® Achieved Industry First DNV Compliance for Digital Twins 🥇

Apply today!

If you're excited about the opportunity to work at Cognite and make a difference in the tech industry, we encourage you to apply today! We welcome candidates of all backgrounds and identities to join our team.

We encourage you to follow us on Cognite LinkedIn; we post all our openings there.