Revenue Operations Specialist (M/F/D) - Remote

Why VMRay

• Innovative Environment : Work at the forefront of cybersecurity, helping organisations stay ahead of sophisticated and evolving threats.
• High-impact Role : Play a key role in enabling and optimising revenue growth across our global go-to-market organisation.
• Cross-Functional Collaboration:  Partner closely with Sales, Customer Success, Marketing, Finance and other teams to improve processes, data and operational efficiency.
• Global Collaboration : Work with international teams across functions and markets, gaining broad exposure to a global SaaS business.
• Collaborate Culture : Join a passionate and talented team that values innovation, transparency, teamwork and customer-centricity.
• Career Growth : Develop your skills in Revenue Operations, business analytics, systems and go-to-market strategy, with opportunities to take on increasing responsibility.

Your Responsibilities

• Process: Own process maps, SOPs and ownership records across the revenue lifecycle — not just Sales; verify they're followed in practice, close gaps, and escalate persistent issues.
• End-to-end solution delivery: Run assigned improvements from discovery through implementation and documentation across the revenue lifecycle, keeping owners, actions and risks visible to closure.
• Functional Salesforce partnership: Translate business needs into clear Salesforce requirements; partner with the Salesforce Administrator and consultants on solution design, and test when useful.
• Workshops and change management: Run cross-functional workshops to diagnose why processes break down and agree fixes; partner closely with Enablement on reinforcement and follow-up.
• Recurring-issue resolution: Spot patterns across tickets, exception reports and user-reported problems; separate one-off errors from systemic issues, and coordinate owners through a durable resolution.
• Data quality and Salesforce hygiene: Monitor completeness, accuracy and stage discipline across the revenue lifecycle; fix the process causes behind poor data, not just the records.
• Business insight and recommendations: Turn process, ticket, Salesforce and buying-behaviour evidence into a clear, evidence-based recommendation, and track whether it worked.
• GTM tooling effectiveness: Assess how tools like Apollo, LinkedIn Sales Navigator and Chili Piper are actually being used against their intended purpose, recommend improvements, and track revenue impact.

Our Requirements

• Substantial experience in Revenue Operations, Sales Operations, Customer Success Operations or a related B2B SaaS role, ideally with exposure to larger buying teams and multi-stakeholder deals — a cybersecurity background is not required.
• A track record of independently documenting and auditing commercial processes, identifying root causes, and following through with stakeholders across departments to resolution.
• Confident, hands-on stakeholder and change management: comfortable running workshops, holding owners accountable, and driving corrective action without being asked.
• An analytical mindset: comfortable working directly with data — Excel, SQL, Power BI, Tableau, Looker or similar no-code tools — to interrogate evidence rather than just read someone else's dashboard.
• Genuine curiosity about how customers buy, how the market is evolving, and how revenue processes actually work in practice — not just an internal, tools-first mindset.
• Strong working knowledge of Salesforce (core data model, opportunity management, reporting, common automation concepts); able to investigate behaviour, define requirements and test — this is not a Salesforce Administrator role.
• Working knowledge of lead-to-opportunity, quote-to-cash and mid-to-downstream processes: opportunity stages, forecasting, quoting, CPQ, renewals, amendments and expansion.
• Professional fluency in English, both written and spoken; comfortable operating in a fully remote, multicultural, globally distributed team.

Location

EMEA | Fully Remote