Job Summary

The Revenue Operations Specialist plays a critical role in designing, operating, and evolving SoftwareOne’s account and territory model during a period of significant change and growth. This role owns the day-to-day execution of account moves and territory operations, while translating those tactical activities into insights, recommendations, and scalable improvements. This position plays a crucial role as the lynchpin to multiple stakeholders, including People & Culture (human resources), Finance, Customer Success, and Marketing, among others. The decisions made and maintained through this role provide clarity for SoftwareOne to operate with speed and precision.

This is a generalist role with areas of immediate focus: Immediate ownership of territory and account structure work, with the opportunity to expand into process optimization, systems improvement, and automation over time. The ideal candidate combines operational rigor, analytical thinking, and curiosity about how the business actually works — and uses that understanding to make business decisions simpler.

Role & Responsibilities

Territory & Account Operations (30%) 

• Own day-to-day execution of account moves, territory changes, seller realignments, and segmentation updates 

• Support territory design efforts tied to: 

• Mergers & acquisitions (e.g., SoftwareOne + Crayon) 

• Coverage model changes (Enterprise, Corporate, Digital, Channel) 

• Seat-based or ICP-based segmentation shifts 

• Maintain data integrity across Dynamics 365, Outreach, and downstream reporting 

• Partner with Sales Leadership to validate territory changes using real-world context, not just firmographic data 

• Identify recurring issues in territory logic, account ownership, or segmentation rules and propose improvements.

Insight Generation & Decision Support (20%) 

• Turn territory and account activity into clear insights for sales leadership and the NORAM regional leadership team: 

• Volume and drivers of account moves 

• Coverage gaps or overlaps 

• Signals of mis-segmentation or mis-aligned seller capacity 

• Build lightweight dashboards, summaries, and narratives that explain why changes are happening — not just what changed 

• Support planning cycles (territory planning, quota planning, coverage reviews) with data-backed recommendations 

• Analyze sales productivity and funnel dynamics to surface strategic growth opportunities and risks. 

Process Discovery & Optimization (20%) 

• Shadow sellers, managers, and support teams to understand: 

• Where workflows break down (e.g., CSP renewals, renewals handoffs, account changes) 

• What processes are unclear, duplicative, or overly manual 

• Document core seller workflows in partnership with Enablement (e.g., “How a CSP renewal actually works today”) 

• Identify and prioritize automation and simplification opportunities 

• Partner with Revenue Enablement and Operations teams to: 

• Improve process clarity 

• Reduce seller friction 

• Ensure documentation reflects how work really happens 

Systems & Tools Enablement (20%) 

• Build functional expertise in Dynamics 365, Outreach, and adjacent RevTech tools 

• Identify system gaps or configuration issues that impact: 

• Account ownership 

• Territory visibility 

• Seller productivity 

• Partner with internal teams to test and implement improvements 

• Serve as a translator between business needs and technical solutions 

Strategic Support & Planning (10%) 

• Support NORAM strategic planning, capacity modeling, and Regional Leadership Team reporting. 

• Partner with Revenue Operations team members on attainment and quota modeling. 

• Hand off clear territories and accounts to Revenue Operations Manager to conduct quota setting. 

Success Criteria

(First 6 Months)

• Territory and account moves are executed cleanly, consistently, and with minimal rework 

• Leadership trusts the data and insights coming from RevOps 

• Core seller workflows are documented and easier to follow 

• Clear backlog of automation and system improvements exists — with several already delivered 

• RevOps bench strength improves: fewer single points of failure, more shared understanding 

Key Deliverables (First 90 Days) 

• Clear territory maps for each sales segment 

• Account moves process across the organization is consistent 

• Account moves can be made within two business days of personnel changes 

• Clear hand-off given to Customer Impact for smooth account hand-offs 

• Sales leaders adopted process for account changes 

• First quarterly report of impact of territories 

• Insights on key trends impacted by where and how accounts are allocated 

• Analysis of any risks heading into Q2 and beyond (e.g. headcount needs) 

• Core seller workflows identified 

• Project plan in place for workflow documentation 

• At least two workflows documented by end of first 90 days 

Organizational Alignment

• The Revenue Operations Specialist role reports to the Director of Revenue Operations for NORAM. 

• Collaborate regularly among the broader Business Excellence and Revenue Operations teams. 

• Coordinate with internal teams to address sales leader and seller needs and resolve issues efficiently, ensuring seamless solution delivery.  

• Continuously assess sales performance for opportunities to expand and enhance insights, proactively identifying areas for improvement and proposing innovative solutions.  

• Open communication and regular meeting cadence maintained with sales leaders. 

What we offer

• Generous pay with bonus structure
• Independent environment without a lot of red tape where you are empowered to make decisions
• Substantial benefits package that includes:

• Full suite of medical coverage with A+ carriers, Dental, and Vision with strong employer contributions
• Additional voluntary coverage available for Pets, Identity Theft Protection, Accident & Critical Illness
• 401k program with employer matching 50% up to the first 10% of employee’s contributions
• Wellness plan that includes credits to premiums and employer contributions towards the savings plan of your choice
• Access to EAP and concierge services
• Pre-paid legal at no cost
• Abundant time off that includes paid holidays, floating holidays, your birthday off, a volunteer day, and discretionary time off (DTO)
• Employee stock purchase plan
• Learning and development opportunities galore
• Tuition reimbursement
• And much more!
• Specific to Milwaukee-based office employees: company-paid parking 

• Winning culture, inclusive environment, and friendly people all over the world
• A remote-friendly organization, with colleagues working remotely either part or full-time

As a culture first organization, being together is how we learn and grow. We come together in-person at least 3 days for collaboration, support, and to have some fun. Where there is no physical location, we give all our employees an equal cultural experience through a remote setting.