[Remote] Associate Director, Revenue Operations
Note: The job is a remote job and is open to candidates in USA. SoftBank Robotics America, a growing company in the robotics sector, is looking for an Associate Director of Revenue Operations. The role involves defining revenue architecture, managing customer lifecycles, and developing pricing models while collaborating with various internal teams to enhance operational efficiency.
Responsibilities
- 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
Skills
- 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
- Growth-stage BizOps, Strategy & Operations, Revenue Strategy, or Sales Strategy
- Strategic Finance or FP&A with meaningful GTM, pricing, or commercial operations exposure
- Revenue Operations in a hybrid hardware/software/services business such as robotics, IoT, fleet, equipment-as-a-service, EV charging, medtech, or industrial technology
- Pricing, monetization, or margin strategy across physical and digital offerings
- Consulting or banking followed by an operating role where you built models, processes, and operating cadences yourself
- Sales strategy or analytics in a complex-channel business such as medtech, industrial distribution, building technology, facilities services, or other multi-tier route-to-market environments
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
Company Overview
Company H1B Sponsorship