Associate Director, Revenue Operations

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🏄 California – Remote

🏄 California – Remote

⏰ Full Time

🟠 Senior

💹 Revenue Operations

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SoftBank Robotics America

WebsiteLinkedInAll Job Openings

11 - 50 employees

Founded 2012

🔧 Hardware

🏢 Enterprise

Hardware • Enterprise • Automation

SoftBank Robotics America is the North American arm of SoftBank Robotics Group, the world's largest autonomous robot integrator. The company focuses on enterprise-scale robotics adoption, transforming how organizations automate their operations and work alongside robots. SoftBank Robotics America provides a comprehensive robotic automation program, supporting businesses from initial deployment to routine maintenance, resulting in significant labor cost savings and improved operational efficiency. Their innovative solutions offer real business value by automating tasks, thereby allowing human talent to focus on more strategic activities. Specializing in automation for various industries such as healthcare, hospitality, and commercial cleaning, they leverage their proprietary platform SBR Connect to monitor fleet activity and inform data-driven decisions, maximizing efficiency and success in automation initiatives.

📋 Description

• Build models, dashboards, CRM logic, pricing workflows, reporting cadences, and executive-ready insights yourself. • Partner closely with Sales, Demand Generation, Customer Success, Product Marketing, Product, Fleet, Finance, Legal, and Japan HQ to make the revenue engine more measurable, predictable, and scalable. • Help evolve SBRA's operating view of revenue across hardware, software/cloud, services, subscriptions, renewals, upgrades, churn, and expansion. • Build practical definitions for recurring versus transactional revenue, install-base value, customer lifetime value, renewal value, and revenue quality. • Build the framework for managing customers across robotics asset lifecycles. • Model renewal moments, upgrade paths, service extensions, replacement opportunities, churn risk, and customer value by cohort, segment, vertical, product, and route to market. • Own and evolve the pricing operating model across robot sales, software/cloud, service contracts, deployment services, repair and customer care services, consumables, and future service offerings. • Maintain the price book, evaluate margin and cost-to-serve, support discount governance, and create feedback loops from deal outcomes, renewals, churn, and service-cost data. • Own the weekly revenue forecast and build leading-indicator views of pipeline creation, coverage, stage progression, deal velocity, conversion, slippage, close-date movement, source quality, and forecast risk. • Create the system that surfaces revenue gaps early enough for leadership to act. • Develop SBRA-specific GTM intelligence across verticals, channels, buyer types, partner types, entry points, deal structures, and customer expansion paths. • Identify what predicts win rate, sales cycle, expansion, renewal, churn, margin, and revenue quality. • Own HubSpot architecture and GTM data discipline, including fields, workflows, pipelines, integrations, permissions, lifecycle stages, routing, reporting dependencies, naming conventions, and data-quality standards. • Ensure CRM data reflects how the business sells, serves, renews, upgrades, and expands. • Own pricing approvals, quote validation, deal-structure review, discount thresholds, exception workflows, approval documentation, and quote-to-contract operational flow. • Partner with Finance, Legal, Fleet, Product, Sales, and CS to keep deals moving while protecting margin and operational feasibility. • Own recurring commercial reporting for the SBRA Executive team and Japan HQ. Deliver clear reporting on forecast movement, pipeline health, bookings, revenue mix, pricing, margin, renewal risk, and strategic business drivers. • Progressively automate manual reporting and establish one trusted operating view of the business.

🎯 Requirements

• Strong analytical and financial modeling skills. • Experience with forecasting, pipeline analytics, revenue reporting, and executive business reviews. • Ability to define metrics and operating models, not just report on existing ones. • Comfort with CRM systems, ideally HubSpot or similar platforms. • Pricing, margin, discounting, deal desk, or deal economics experience. • Strong commercial judgment and understanding of how complex deals move. • Ability to translate between Finance, Sales, Product, Customer Success, Legal, and executive stakeholders. • Willingness to personally build models, dashboards, workflows, documentation, and reporting infrastructure. • Comfort operating in ambiguity and creating structure where none exists.

🏖️ Benefits

• Medical, dental, and vision coverage • Paid time off and company holidays • Retirement savings programs, 401k matching program • Performance-based bonus opportunities • Professional development and leadership growth opportunities