Revenue operations salary
Revenue operations is a business model that unites all revenue-facing teams under the same strategic vision to drive revenue growth; it manages and coordinates marketing, sales, and customer success to optimize processes and eliminate both gaps in the sales pipeline and risks to customer retention. In the virtual customer journey, this is an essential function.
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Revenue operations salary
As B2B companies adapt to the new, virtual, non-linear customer journey, they’re realizing they need revenue operations to aid in this transition. In fact, revenue operations job titles on LinkedIn have been increasing across the board since 2018; from October to December 2018 alone, the role of director of revenue operations surpassed director of sales operations titles by 68%.
Revenue operations is a business model that unites all revenue-facing teams under the same strategic vision to drive revenue growth; it manages and coordinates marketing, sales, and customer success to optimize processes and eliminate both gaps in the sales pipeline and risks to customer retention. In the virtual customer journey, this is an essential function. If marketing, sales, and customer support are not fully aligned in the value propositions and messages they send to customers and prospects, those deals may not close.
Because revenue operations functions are designed to help a business make more money, professionals may wonder if this innovative management structure represents a chance for them to earn more, too. Questions regarding revenue operations salary compared to business or sales operations salary are coming up more often as revenue operations job postings become common. Job seekers want to know what salary they can expect in exchange for this important work.
Why choose a revenue operations career path?
A revenue operations career path is a great option for any individual interested in strategy, problem-solving, and collaboration, especially in a business setting. As part of RevOps, employees at all levels of the organization help their colleagues in sales, marketing, and customer success align their efforts and do more through collaboration and shared insights. Revenue operations exists uniquely in the structure of a business, somewhere between sales operations and business operations:
Revenue operations vs sales operations
Revenue operations focuses on shared success between all the departments that impact revenue, including marketing, sales, and customer success. Revenue operations may also rely on perspective from revenue-adjacent departments like finance, legal, or product development. In contrast, sales operations departments focus only on the processes and best practices within sales itself.
Revenue operations vs business operations
Revenue operations focuses only on departments that affect revenue generation and growth, while business operations focuses on all the back-office functions of a business. Business operations includes human resources, information technology, accounting, production, and more.
These definitions reveal the unique opportunities and knowledge that can be gained by working in revenue operations. RevOps employees gain perspective on how a business as a whole functions, rather than just the inner workings of one department, and stay focused on the goal of maximizing and growing revenue.
Average revenue operations salary
The national average salary for a revenue operations professional in the United States is $73,415, as of September 30, 2021. That’s significantly higher than the 2021 average annual full-time salary across all industries, $51,480.
Yes, revenue operations professionals make over $20,000 more per year than the average worker. But it may not be appropriate to expect this level of earnings at the entry level. This guide to revenue operations salary is created to support current and emerging professionals exploring whether revenue operations is a good career for them — or a good option for their business.
Revenue operations job titles by salary
Here is a list of common revenue operations jobs and the average nationwide salaries associated with them as of September 2021, with salary information drawn from job boards including ZipRecruiter, Indeed, and Glassdoor:
Revenue operations specialist salary
The average revenue operations specialist salary in the United States is $54,260 annually. Revenue operations specialists review data for accuracy, such as payment and billing information or details on incoming leads. Because revenue operations aims to achieve alignment between sales, marketing, and customer success, a revenue operations specialist is likely to work most closely with those departments, or another revenue-impacting department such as legal or finance.
Revenue operations associate salary
The average revenue operations associate salary in the US is $57,583 annually. Revenue operations associates support the sales team in monitoring compliance and in making sure that deals align with greater business goals and corporate strategies. Many companies can enable this work using tools like Collective[i]’s Virtual DealRoomsTM, which provides a communication channel for every employee with a perspective on a deal to collaborate, share information, and take action in real-time.
Revenue operations analyst salary
The average revenue analyst salary in the US is $65,505 annually. Revenue operations analysts analyze data to optimize the alignment between marketing, sales, and customer success through new or improved processes.
Revenue operations manager salary
The average revenue operations manager salary in the US is $83,244 annually. A revenue operations manager creates processes that foster collaboration between all revenue-impacting teams. The manager not only oversees the performance of these processes but also monitors outcomes to find more efficiencies and improvements. These leaders often benefit from features like Collective[i]’s Predictive PipelinesTM, which enables them to see the current status of every deal in the sales pipeline and share critical information with sellers, marketing, and customer support to help each team perform at its best.
Senior revenue operations manager salary
The average senior revenue operations manager salary in the US is $111,215 annually. Senior revenue operations managers seek full-funnel transparency and accountability across the organization, tracking everything from the leads generated by marketing to sales conversions and the customer churn. This may include overseeing or collaborating with managers from sales, marketing, and customer success departments.
Director of revenue operations salary
The average director of revenue operations salary in the US is $127,205 annually. Directors of revenue operations set budgets, hiring goals, performance goals, and salaries across the sales, marketing, and customer success teams. They devise strategic initiatives and implement technology that bolster sales productivity. For example, Collective[i]’s Intelligent WriteBackTM automatically captures customer data — even unstructured data from emails, social media, and customer chats — and updates the CRM, giving sales teams a productivity boost of up to 15% to 20%.
VP of revenue operations salary
The average VP of revenue operations salary in the US is $134,906 annually. A VP of revenue operations identifies opportunities that increase revenue growth and the lifetime value of existing customers. Then the VP comes up with and implements optimized processes and strategies within and between departments to drive more predictable revenue growth.
What factors inform a revenue operations salary?
The factors that impact a revenue operations salary are similar to other industries. These include:
According to the Bureau of Labor Statistics, individuals with Bachelor’s degrees earn around $300 more a week than the average full-time or salaried worker; those with a Master’s degree earn around $500 more, and those with professional or doctoral degrees earn close to $900 more.
Years of work experience
Candidates with experience that is relevant to the position can expect to be compensated for bringing that insight to their new role. The more experience they have, the more they can expect to earn.
Duties and responsibilities
Certain elements of the duties and revenue operations responsibilities of the position may drive the salary higher, such as the number of direct reports a manager will need to oversee.
Associations and certifications
Being a member of a professional association can help a new employee leverage a higher salary. The employer may also pay for the membership or renew the credential. The same is true of industry certifications. Some employers will pay employees with certifications a higher salary and invest in the continuing education an employee needs to maintain the certification.
Surrounding employment market
Salaries are impacted by the employment market in the city and the surrounding region, relevant to the average cost-of-living in the area. According to a study by WorldatWork, jobs across industries tend to pay more in urban centers versus rural areas, even with the rise of remote work.
Companies also often do research about the pay being offered by their competition to talent in the same roles, to make sure the pay and benefits are enough to attract and retain top talent.
Finally, the employer’s allocated budget for the role will impact the maximum salary and benefits they are able to offer.
Negotiating a better revenue operations salary
Here are a few tips on negotiating a higher salary for those currently working in revenue operations or accepting a position:
Do some research
It’s essential to go into the salary negotiation with realistic expectations grounded in the salary trends in the area and industry, your personal experience, and education. Document the findings and bring that information to the discussion with the prospective employer.
Consider the timing
Though research may reveal that your job offer is below-par, don’t address the concern immediately. Note how long the employer has been conducting the search, and time the conversation at the most strategic point of the interview process, right before accepting the offer. If you’re already working in the position and are trying to negotiate a higher salary, schedule the conversation with your manager or HR staff member mid-week, and be conscious about signs that indicate if a raise is possible; e.g., if a company just froze spending or hiring, asking for more pay likely won’t achieve results at that time.
In addition to researching comparable salaries in the industry, bring detailed information about your performance and achievements to the salary negotiation. Make a case for the raise by presenting evidence — like projects you’ve led, outcomes you’ve achieved, and value you’ve brought to the revenue operations team structure — to make your argument more compelling for leadership.
Though it’s standard to walk into the salary negotiation with a salary in mind, be open to alternative compensation options: one-time bonuses for specific project work, increased time off, employer-funded continued education, a bigger office, a parking spot, and more. There are many ways an employer could increase an employee’s compensation, even when an actual salary raise isn’t an option.
Overall, it’s essential to enter the conversation with an open mind and spirit of collaboration. During salary negotiations, complicated emotions can arise in both parties. When the employee or potential employee brings the conversation to the table in a collaborative spirit, it sets the foundation for more successful outcomes and maintains a positive working relationship between the parties regardless of the outcome.
Enhance revenue operations with Collective[i]
Collective[i] helps RevOps teams increase revenue and therefore emphasizes the importance of revenue operations to leadership — which may lead to higher salaries within the department. Our platform accelerates revenue growth through prescriptive analytics that help sellers identify and take the next best steps to close a deal. Explore more about Collective[i] and see clear steps to get your business to earn more.