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Revenue Operations Specialist （レベニューオペレーション）
(combined role of Marketing Operations and Sales Operations)
As part of our continued growth in our Asia Pacific & Japan region, PagerDuty has an outstanding opportunity for a Revenue Operations Specialist to drive the hyper growth of our Japan organization.
In this critical role, you will support the Japan Country Manager and Strategy Manager (Chief of Staff) to build an operations model that fosters cross-functional collaboration, drives GTM strategy execution, and enhances customer experience through the integration of process, data, and technology. You will break down silos within the revenue organization and drive healthy process improvements and revenue growth by providing visibility into data across the entire revenue process. This role will work closely with each team within the Japan team to facilitate the fair optimization of processes across the organization. You will report directly to the Japan Chief of Staff/Strategy Manager and indirectly to global marketing and sales operations teams.
You will serve as a neutral party for the entire Japan team, acting as a referee and consultant for all revenue-generating processes. You will provide actionable ideas to drive team growth. A deep understanding of the revenue organization, including marketing, BDR, sales, and CSM, is required, as well as the ability to extract meaningful insights from internal and customer data to maximize revenue for the Japan team. Additionally, you will need to effectively multitask and manage projects while collaborating with the APJ PagerDuty team and colleagues worldwide.
If you are passionate about expanding our presence in Japan and excited about data-driven revenue growth, this is a fantastic opportunity to drive efficiency and innovation in digital business.
- 職務内容
- Key Responsibilities
Operations Management
・Design and standardize efficient revenue processes to scale with organizational growth.
・Develop KPIs and goals with the Japan leadership team, track performance regularly, identify bottlenecks, and provide appropriate feedback to each department.
・Identify resource issues within processes and provide insights to improve performance.
・Marketing Operations
-Create, develop, and monitor critical Marketo programs, such as engagement programs, trigger and batch email campaigns, tracking campaigns, web forms, webinar and event programs.
-Manage list uploads, program segmentations and implement best practices in database and contact management to increase data integrity and market reach across geographies.
-Implement marketing automation best practices and ensure proper end-to-end testing of programs prior to launch.
-Support the optimization and QA of established automated marketing program templates and workflows.
-Embrace a test and learn mindset; dig for actionable insight within data by applying response analysis, A/B testing and best practices to optimize all aspects of programs.
-Proactively monitor Marketo program performance and deliver insights and optimization recommendations to program stakeholders.
-Develop and share dashboards to monitor leads, MQLs, SALs, and SQLs with the team, and provide insights
-Regularly cleanse house list data and support the execution of marketing campaigns based on segmentation.
-Support the execution of Account Based Marketing targeting specific industries and job titles prioritized by PagerDuty in the Japanese market using Marketo Engage and ABM-related tools.
-Extract marketing data using multiple technology stacks such as Marketo, SFDC, Zoom, Outreach, Tableau, and DemandBase.
・Sales Operations
-Extract insights from key sales data (forecasting, territory, whitespace, etc.) of the Japan team to promote sales results and provide appropriate feedback to sales leaders.
-Support territory planning for the Japan team and implement the results in SFDC.
-Collaborate with HQ and APJ to resolve various issues that hinder opportunity booking and efficiently support revenue growth.
-Monitor and analyze the sales performance and transactions of each AE to provide insights for maximizing sales results.
-Develop reports and dashboards to support the revenue lifecycle and create a common monitoring foundation for the Japan team.
-Provide feedback to the Japan Leadership Team that influences decision-making by utilizing available data combined with reasonable assumptions based on data.
-Closely collaborate with relevant departments at HQ (Sales Operations, Deal Desk, Order Management, Legal, etc.) to standardize sales operations processes in the Japan team.
Data Management and Insights
・Identify and develop key metrics and KPIs in collaboration with the Japan Leadership team to drive revenue maximization.
・Organize data collected from various departments and customers and manage it centrally using Tableau dashboards and spreadsheets.
・Support the creation of materials and facilitation of important meetings using data.
・Discover trends and patterns using quantitative and qualitative analysis and provide feedback to the Japan Leadership Team
Techstack Management
・Collaborate with HQ to introduce new technologies (e.g., data enrichment tools) to enhance the Japan team's data-driven performance.
・Support automation of tasks to improve overall performance for the growing Japan team. - 応募資格（必須）
- Skills and Attributes
・Deep expertise in revenue lifecycle systems and processes: Demonstrated experience with tools such as Tableau for data analysis, Marketo or similar for marketing automation, Outreach or similar for engagement, Salesforce.com, forecasting tools like Clari, and CLM tools like SpringCM. Salesforce.com administrator experience is a plus.
・Strong analytical skills and attention to detail: Proven ability to analyze complex data sets and attention to detail. Advanced Excel skills are required.
・Excellent communication skills: Ability to effectively collaborate with key internal stakeholders, drive results, and present findings to peers and senior leadership.
・Project management skills: Proven ability to lead projects to completion within defined timelines, while balancing the needs and perspectives of different teams.
・Independence, teamwork, and autonomy: Must be a proactive team player capable of working autonomously with minimal supervision.
・Ability to thrive in a fast-paced environment: Strong sense of urgency, internal need to get things done; Extremely organized. Must be able to thrive in a fast-paced environment and manage multiple projects and priorities simultaneously.
・Natural curiosity and willingness to learn: Must be naturally curious and eager to learn about new things.
Qualifications and Required Experience
・5+ years operational experience in a high-growth technology company
・2+ years of experience of Salesforce.com experience, including building campaigns and monitoring Marketo integration processes. Marketo Certified Expert a plus!
・Experience in Sales/Marketing operations is highly desirable for the growth potential of this role.
・Business level Japanese and English fluency
・Excellent written and verbal skills, time management, organizational and problem solving skills
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