This role is responsible for managing Revenue Operations activities across the commercial organization, driving financial modeling, deal support, and contract compliance initiatives. This position manages staff, assigning work and evaluating results and contributes to development of go-to-market strategy and direction.
This is a hybrid position with the expectation to be onsite at our headquarters at least 8-days a month in Westbrook, ME.
What You Will Be Doing:
- You will manage activities across the commercial business unit, with a focus on modeling and assessing marketing program performance, ROI analysis, contract monitoring, and support for non-standard customer deal models. Apply strong financial acumen to interpret key indicators and translate them into actionable guidance for commercial leaders.
- You will manage staff and/or supervisors, assigning work, monitoring activities and evaluating performance. Manage escalated deal desk issues and complex sales support deal elevations, partnering with Sales, Legal, and Finance. Administer employment actions, provide coaching and guidance to staff, and build strong-identity teams that leverage diverse skills to deliver results.
- You will build and maintain financial models and tools that support forecasting, customer deal shaping, and marketing program performance.
- You will design and deploy automation to consolidate contract compliance tracking across revenue recognition triggers, renewal milestones, and negotiated commercial terms, reducing manual review cycles and leakage risk.
- You will identify problems, obstacles, and opportunities in the revenue engine and proactively act to address issues. Assess risk across deal structures, compliance workflows, and forecasting assumptions, and develop mitigation plans to protect the business.
- You will communicate effectively with Sales, Marketing, Finance, Legal, and Customer Success to coordinate work and resolve issues, tailoring communication content and style to the unique needs of different audiences. Provide internal and/or external customer feedback and lead/participate in cross-functional teams related to systems implementations, GTM initiatives, and other areas as needed.
- You will lead/contribute to process improvements based on evaluation of existing deal flow, forecasting cadences, and reporting procedures, with a focus on continuous improvement and quality outcomes. Make sense of complex, high-quantity, and sometimes contradictory information to effectively solve problems, and utilize data, metrics, and system tools (Salesforce, Snowflake, BI platforms) to ensure efficiency and maximize commercial performance.
- You will prepare and deliver executive-ready reports, presentations, and analyses, communicating results in a clear, concise, and compelling manner to peer groups and senior management. Prepare various ad hoc analyses as needed to highlight issues, pressure-test assumptions, and resolve questions from key leaders.
What You Need To Succeed:
- Bachelors degree in Finance, Business, Economics, or related field required; MBA preferred.
- Management skills and proven ability to build effective teams, develop analyst-level talent, and instill trust through honesty, integrity, and authenticity.
- Ability to organize, prioritize, and direct work activities across competing stakeholder demands, with a track record of planning and aligning work to organizational goals.
- Previous experience in commercial finance, FP&A, or Revenue Operations at a high-growth company, with demonstrated ownership of forecasting, modeling, and deal support. Experience at a large consulting firm (e.g., Big Four or top-tier strategy firm) a plus.
- Strong financial acumen and business insight, including deep familiarity with NPV/DCF/IRR models, ARR/NRR metrics, and GTM motions, with the ability to apply marketplace knowledge to advance organizational goals.
- Excellent business partnership skills, with the ability to build trusted relationships with Sales leadership, Finance, and executive stakeholders.
- Strong reasoning, problem solving, and analytical skills to manage complexity, structure ambiguous problems, and resolve complex deal and compliance issues.
- Project management skills, including experience leading systems or process implementations (CRM, CPQ, billing, or BI tools) within desired cost, time, and quality parameters.
- Excellent verbal and written communication and presentation skills, with a demonstrated ability to deliver multi-mode communications and translate data into clear narratives for technical and non-technical audiences, up to and including the executive and Board level.
- Deep knowledge of Excel, including advanced modeling, complex formulas, and scenario analysis; SQL and Snowflake experience a plus. Proficiency with Salesforce, CPQ tools, and BI platforms (Tableau, Looker, or similar) strongly preferred. Familiarity with contract management and revenue recognition tools a plus.
- Typically 5-7+ years' Supervisory/Managerial experience, with in-depth experience in Revenue Operations, Sales Operations, or commercial finance. Proven leadership skills and a track record of optimizing work processes and driving continuous improvement.
What You Can Expect From Us:
- Base salary target $130 - 160k (based on experience)
- Opportunity for an annual bonus and equity
- Health / Dental / Vision Benefits Day-One
- 5% matching 401k
- Additional benefits including but not limited to financial support, pet insurance, mental health resources, volunteer paid days off, employee stock program, foundation donation matching, and much more
Why IDEXX?
We’re proud of the work we do, because our work matters. An innovation leader in every industry we serve, we follow our Purpose and Guiding Principles to help pet owners worldwide keep their companion animals healthy and happy, to ensure safe drinking water for billions, and to help farmers protect livestock and poultry from disease. We have customers in over 175 countries and a global workforce of over 10,000 talented people.
So, what does that mean for you? We enrich the livelihoods of our employees with a positive and respectful work culture that embraces challenges and encourages learning and discovery. At IDEXX, you will be supported by competitive compensation, incentives, and benefits while enjoying purposeful work that drives improvement.
Let’s pursue what matters together.
IDEXX values a diverse workforce and workplace and strongly encourages women, people of color, LGBTQ+ individuals, people with disabilities, members of ethnic minorities, foreign-born residents, and veterans to apply.
IDEXX is an equal opportunity employer. Applicants will not be discriminated against because of race, color, creed, sex, sexual orientation, gender identity or expression, age, religion, national origin, citizenship status, disability, ancestry, marital status, veteran status, medical condition, or any protected category prohibited by local, state, or federal laws.
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