GTM Revenue Operations Specialist
Mimecast
GTM Revenue Operations Specialist
The GTM Revenue Operations Specialist supports Mimecast's revenue growth by working directly with sales, customer success, and partner teams to optimize the full quote-to-cash lifecycle. The Specialist is responsible for designing and delivering Q2C training, enabling GTM teams, and executing revenue capture initiatives such as upsell, cross-sell, and process automation.
What You'll Do:
Direct GTM Team Partnership: Serve as a subject matter expert and primary point of contact for GTM teams on revenue operations processes, best practices, and systems.
Quote-to-Cash Training & Enablement: Build, deliver, and maintain onboarding and ongoing training programs for Q2C processes, tools, and workflows.
Create enablement materials (playbooks, templates, documentation) to standardize and scale Q2C operations.
Revenue Capture Strategy Implementation: Support and execute strategies to drive additional revenue, including upsell, cross-sell, pricing optimization, and process automation.
Process Optimization & Support: Analyze, map, and improve revenue-related processes (lead flow, deal desk, order management) to increase efficiency and reduce manual work.
Data Management & Reporting: Collect, analyze, and interpret data to inform revenue strategy. Build dashboards and reports to provide actionable insights to GTM stakeholders.
Cross-Functional Collaboration: Facilitate communication and collaboration between GTM, finance, and product teams. Lead or participate in cross-functional initiatives to support revenue goals.
Performance Monitoring: Define and track key performance indicators (KPIs) for revenue operations. Regularly report on performance to leadership.
Success Metrics
GTM Team Enablement: Increased adoption and proficiency in Q2C processes and tools.
Revenue Growth: Measurable impact on upsell, cross-sell, and renewal rates.
Process Efficiency: Reduction in manual work, errors, and quote-to-cash cycle time.
Data Quality: High integrity and accuracy of CRM and revenue data.
Stakeholder Satisfaction: Positive feedback from GTM teams and leadership.
What You'll Bring:
Experience: 2–4 years in revenue operations, sales operations, or a related field within SaaS or high-growth environments
Technical Skills: Proficiency in CRM systems (Salesforce preferred), data analysis tools (Excel, Tableau, Power BI), and process automation platforms.
Analytical & Problem-Solving: Strong ability to analyze data, identify trends, and recommend improvements.
Project Management: Experience managing cross-functional projects and delivering results in a fast-paced environment
Communication & Training: Excellent written and verbal communication skills, with experience in delivering training and enablement programs
Collaboration: Proven ability to work effectively with diverse teams and stakeholders.
The US base salary range for this position is $64,000 - $96,000 base + bonus + benefits. This reflects the minimum and maximum target for new hire salaries for this position. This position may also be eligible for bonus, and other related benefits.
Our salary ranges are determined by role, level and location. These factors and individual capabilities will also determine the individual pay offered.
Cybersecurity is a community effort. That's why we're committed to building an inclusive, diverse community that celebrates and welcomes everyone – unless they're a cybercriminal, of course. We're proud to be an Equal Opportunity and Affirmative Action Employer, and we'd encourage you to join us whatever your background. We particularly welcome applicants from traditionally underrepresented groups. We consider everyone equally: your race, age, religion, sexual orientation, gender identity, ability, marital status, nationality, or any other protected characteristic won't affect your application. If you require any adjustments or accommodations due to a disability, or any other reason that may help you in your interview process, please let us know by emailing careers@mimecast.com. Due to certain obligations to our customers, an offer of employment will be subject to your successful completion of applicable background checks, conducted in accordance with local law.