Trustwell

Revenue Operations

• Own Trustwell’s Revenue Operations strategy and function
• Serve as a strategic partner to the Chief Revenue Officer and Executive Leadership Team
• Evaluate the end-to-end revenue lifecycle, including lead management, opportunity management, pipeline creation, forecasting, territory and account management, customer expansion, and renewals
• Conduct root-cause analysis of performance gaps and develop solutions
• Design and implement scalable revenue processes, workflows, ownership, handoffs, SLAs, governance, and success metrics
• Translate business requirements into technical solutions and system architecture
• Own the integrity, architecture, governance, and optimization of Salesforce and related GTM systems
• Identify and implement automation and technology-enabled productivity improvements
• Partner with Revenue Enablement on training, documentation, change management, and field adoption
• Establish reporting, dashboards, KPI scorecards, funnel analytics, pipeline reporting, forecasting insights, productivity metrics, and business reviews
• Develop Board of Directors reporting and Board-ready revenue materials
• Translate complex revenue data into executive and Board-level insights and recommendations
• Establish data governance for executive and Board reporting
• Own revenue data integrity and governance around definitions, stage criteria, attribution, account ownership, opportunity management, and forecasting
• Lead pipeline and forecast analytics
• Partner with Sales and Finance on annual planning, quota development, capacity planning, territory design, headcount planning, compensation analysis, and revenue forecasting
• Partner with Marketing on lead lifecycle management, routing, attribution, funnel conversion, campaign effectiveness, and Marketing-to-Sales handoffs
• Partner with Account Management and Customer Success on renewals, retention, churn risk, customer health, upsell, cross-sell, and expansion opportunities
• Evaluate and optimize Trustwell’s revenue technology stack
• Lead cross-functional Revenue Operations initiatives from problem identification through implementation, adoption, reporting, and continuous improvement
• Build a culture centered on business partnership, accountability, urgency, data integrity, scalability, and continuous improvement
• Establish team responsibilities, performance expectations, and development plans

Director, Revenue Operations

Controller

• Oversee all accounting functions, including general ledger, accounts payable/receivable, tax compliance, and financial reporting
• Prepare monthly, quarterly, and annual financial statements in accordance with GAAP
• Manage month-end and year-end close processes, maintaining the current close by EOD workday 2
• Lead the annual external audit process and coordinate with external auditors for the US and UK
• Design, document, implement, and continuously improve the internal-control environment
• Identify and redesign accounting processes that will not scale with company growth
• Partner with Sales, Customer Success, and Legal to improve billing accuracy, contract-to-cash processes, collections, and payment terms
• Own revenue recognition policies and processes under ASC 606
• Partner with FP&A and Revenue Operations to align bookings, billings, ARR, revenue, deferred revenue, and cash collections
• Own the accounting systems environment and drive automation, integrations, and process improvements
• Serve as Finance lead for accounting-related system implementations and integrations
• Analyze financial data and provide actionable insights to leadership
• Ensure compliance with federal, state, and local tax regulations and filings
• Supervise and mentor the accounting team
• Assist in financial due diligence, M&A activity, and investor reporting
• Ensure books are ready for an exit or add-on transaction at any moment

Director, Revenue Operations

Corporate Controller