Job description

Our Revenue Operations Lead - North America will be an integral member of our Sales Operations team, partnering with North America Sales, Marketing teams and other teams as needed to support Field Sales and Sales Leadership through Go-To-Market Planning, Revenue Optimization, Sales Process Improvements, CRM System updates, and driving operational initiatives to increase sales productivity and efficiency. This role will support in improving sales effectiveness by implementing measurable processes to improve sales & marketing efficiency and supporting sales leadership by producing actionable reporting and analysis to drive day-to-day strategy and tactics. *Must be located within commutable distance to our Boston office. The role requires onsite in office 3+ days per week.* Key Responsibilities: • Serve as a trusted advisor and sales operations lead to field North America sales and sales leadership • Develop, track and manage the forecast process, performance analysis, metrics/KPIs to drive forecast accuracy. • Partner with Sales and critical cross-functional teams to execute on annual planning (e.g. sales capacity planning, territory planning and management, comp plan design, quota setting, etc.) and revised forecast. • Lead pipeline performance analysis to ensure quality and to identify areas of concern and best practices. Use this analysis to provide actionable feedback and areas of focus. • Drive sales analytics data gathering, reporting, and improvements. • Implement best-practices and standardization of sales processes, keeping repeatability and scalability top of mind. • Ensure alignment of Sales team with overall company objectives and priorities. • Use data and qualitative information to drive and optimize our business. • Structure and evaluate business problems, design and implement actionable recommendations, and track success metrics. • Define programs and processes that promote landing new business, up-sell and cross-sell opportunities in partnership with Sales, Marketing and other functions. • Help drive the preparation of QBRs and sales leadership presentations. • 5+ years of experience in Sales Operations or Business Operations • Demonstrable experience owning territory design, quota setting, or capacity planning — not just supporting them. • Track record of building financial or GTM models that were actually used to make decisions at VP or C-level. • Experience working with a SaaS company with the ability to understand and articulate trends in churn, expansion, ARR, etc. ; high growth startup experience a plus; • Experience working in multinational organizations a plus Skills: • Experience building dashboards and queries in a BI tool (Tableau CRM is a plus) or not afraid to learn, highly proficient in Excel. • Ability to build a model and explain it: you can construct the forecast accuracy analysis and walk a CRO through it clearly. • Structured thinker who can translate a complex problem ('our territory design is broken') into a framework, a model, and a recommendation. • Comfortable with ambiguity and able to define the right question before answering it. • High motivation for continuous improvement and ability to drive impact • Clear, concise communicator: your outputs are decision-ready, not data dumps. • Credible in the room with senior stakeholders — you push back with data, not just opinion. • Bachelor's degree in Business Management or Finance concentration a plus Why Nexthink — Why Now? • Market leadership. Nexthink is recognized as a leader in the Digital Employee Experience space by Forrester and Gartner. We are not chasing the category — we are defining it. • Real executive access. Your accounts are among the world's largest enterprises. You will operate at the highest levels of IT and business leadership. • Significant earning potential. Your portfolio includes Nexthink's most strategic accounts. The upside is real and tied directly to your ability to grow relationships and deliver value. • A product that works. Customers choose Nexthink because it solves real problems — reducing IT costs, cutting ticket volume, improving employee satisfaction, and accelerating transformation programs. You will never struggle to show ROI. Total Rewards @ Nexthink At Nexthink, we offer one of the most comprehensive and generous benefits plans. Your total rewards compensation package includes base salary and may also include a commission or performance bonus plan. We provide our US employees with 100% covered company benefits that consist of health, dental, vision as well as access to life insurance, long-term disability, and accidental death/personal loss coverage. In addition, we offer: • 🏖️ Flexible Hours and unlimited vacation (employees have unlimited paid time off on top of the 15 days of holidays we offer), 11 company-paid holidays, and 3 extra days for volunteering. • 🏡 Hybrid work model that balances office and remote work, with structured onboarding to foster connections and team integration. • 📚 Free access to professional training platforms to explore your interests and enhance your skills. • 🍼 Up to 16 weeks of paid leave for birthing parents/primary caregivers, 6 weeks for secondary caregivers. • 💰 Plan for the future with a 401(k) plan featuring up to 4% company matching contributions, vesting immediately, to grow your retirement savings. • 📣 Bonuses for referring successful hires after three months of continuous employment. Base salary ranges are determined by country, role, level, experience, and skills . The range displayed on each job posting reflects Nexthink’s good faith determination of the minimum and maximum targets for new hire salaries across all US locations. Individual pay is determined by related factors, including job skills, experience, and relevant education or training, which may impact a final offer. Your Talent Acquisition Partner can share more about the specific salary range during the hiring process.

Requirements

Must-haves

Must be located within commutable distance to our Boston office. The role requires onsite in office 3+ days per week.*
Serve as a trusted advisor and sales operations lead to field North America sales and sales leadership
Develop, track and manage the forecast process, performance analysis, metrics/KPIs to drive forecast accuracy.
Partner with Sales and critical cross-functional teams to execute on annual planning (e.g. sales capacity planning, territory planning and management, comp plan design, quota setting, etc.) and revised forecast.
Lead pipeline performance analysis to ensure quality and to identify areas of concern and best practices. Use this analysis to provide actionable feedback and areas of focus.
Drive sales analytics data gathering, reporting, and improvements.
Implement best-practices and standardization of sales processes, keeping repeatability and scalability top of mind.
Ensure alignment of Sales team with overall company objectives and priorities.
Use data and qualitative information to drive and optimize our business.
Structure and evaluate business problems, design and implement actionable recommendations, and track success metrics.
Define programs and processes that promote landing new business, up-sell and cross-sell opportunities in partnership with Sales, Marketing and other functions.
Help drive the preparation of QBRs and sales leadership presentations.
5+ years of experience in Sales Operations or Business Operations
Demonstrable experience owning territory design, quota setting, or capacity planning — not just supporting them.
Track record of building financial or GTM models that were actually used to make decisions at VP or C-level.
Ability to build a model and explain it: you can construct the forecast accuracy analysis and walk a CRO through it clearly.
Structured thinker who can translate a complex problem ('our territory design is broken') into a framework, a model, and a recommendation.
Comfortable with ambiguity and able to define the right question before answering it.
High motivation for continuous improvement and ability to drive impact
Clear, concise communicator: your outputs are decision-ready, not data dumps.

Nice-to-haves

Experience working with a SaaS company with the ability to understand and articulate trends in churn, expansion, ARR, etc. ; high growth startup experience a plus;
Experience working in multinational organizations a plus
Experience building dashboards and queries in a BI tool (Tableau CRM is a plus) or not afraid to learn, highly proficient in Excel.
Bachelor's degree in Business Management or Finance concentration a plus

Application prep

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Keywords to mirror

Platform: smartrecruiters
Effort: medium

Benefits

Benefits detected in the listing.

Dental

Vision

401(K)

Paid Time Off