[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.ResponsibilitiesHelp evolve SBRA's operating view of revenue across hardware, software/cloud, services, subscriptions, renewals, upgrades, churn, and expansionBuild practical definitions for recurring versus transactional revenue, install-base value, customer lifetime value, renewal value, and revenue qualityBuild the framework for managing customers across robotics asset lifecyclesModel renewal moments, upgrade paths, service extensions, replacement opportunities, churn risk, and customer value by cohort, segment, vertical, product, and route to marketOwn and evolve the pricing operating model across robot sales, software/cloud, service contracts, deployment services, repair and customer care services, consumables, and future service offeringsMaintain the price book, evaluate margin and cost-to-serve, support discount governance, and create feedback loops from deal outcomes, renewals, churn, and service-cost dataOwn 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 riskCreate the system that surfaces revenue gaps early enough for leadership to actDevelop SBRA-specific GTM intelligence across verticals, channels, buyer types, partner types, entry points, deal structures, and customer expansion pathsIdentify what predicts win rate, sales cycle, expansion, renewal, churn, margin, and revenue qualityOwn HubSpot architecture and GTM data discipline, including fields, workflows, pipelines, integrations, permissions, lifecycle stages, routing, reporting dependencies, naming conventions, and data-quality standardsEnsure CRM data reflects how the business sells, serves, renews, upgrades, and expandsOwn pricing approvals, quote validation, deal-structure review, discount thresholds, exception workflows, approval documentation, and quote-to-contract operational flowPartner with Finance, Legal, Fleet, Product, Sales, and CS to keep deals moving while protecting margin and operational feasibilityOwn recurring commercial reporting for the SBRA Executive team and Japan HQDeliver clear reporting on forecast movement, pipeline health, bookings, revenue mix, pricing, margin, renewal risk, and strategic business driversProgressively automate manual reporting and establish one trusted operating view of the businessSkillsStrong analytical and financial modeling skillsExperience with forecasting, pipeline analytics, revenue reporting, and executive business reviewsAbility to define metrics and operating models, not just report on existing onesComfort with CRM systems, ideally HubSpot or similar platformsPricing, margin, discounting, deal desk, or deal economics experienceStrong commercial judgment and understanding of how complex deals moveAbility to translate between Finance, Sales, Product, Customer Success, Legal, and executive stakeholdersWillingness to personally build models, dashboards, workflows, documentation, and reporting infrastructureComfort operating in ambiguity and creating structure where none existsGrowth-stage BizOps, Strategy & Operations, Revenue Strategy, or Sales StrategyStrategic Finance or FP&A with meaningful GTM, pricing, or commercial operations exposureRevenue Operations in a hybrid hardware/software/services business such as robotics, IoT, fleet, equipment-as-a-service, EV charging, medtech, or industrial technologyPricing, monetization, or margin strategy across physical and digital offeringsConsulting or banking followed by an operating role where you built models, processes, and operating cadences yourselfSales strategy or analytics in a complex-channel business such as medtech, industrial distribution, building technology, facilities services, or other multi-tier route-to-market environmentsBenefitsMedical, dental, and vision coveragePaid time off and company holidaysRetirement savings programs, 401k matching programPerformance-based bonus opportunitiesProfessional development and leadership growth opportunitiesCompany OverviewSoftBank Robotics America (SBRA) is the North American arm of SoftBank Robotics, driving technology forward by becoming a worldwide leader in robotics solutions. It was founded in 2005, and is headquartered in San Francisco, California, US, with a workforce of 51-200 employees. Its website is https://us.softbankrobotics.com.Company H1B SponsorshipSoftBank Robotics America has a track record of offering H1B sponsorships, with 1 in 2025, 2 in 2024, 2 in 2023, 1 in 2022, 2 in 2020. Please note that this does not guarantee sponsorship for this specific role.