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Vice President of Revenue Operations
2 months ago
Position Overview: The Vice President of Revenue Operations at Clearwater Analytics, based in New York City, will play a pivotal role in maximizing revenue potential, exceeding booking targets, and driving 20%+ annual growth. This role requires close partnership with the Chief Revenue Officer (CRO), MD EMEA/APAC, Chief Marketing Officer (CMO), Chief Product Officer (CPO), and Sales Directors to align strategies and ensure operational excellence. The VP will also lead a team of Sales Operations and Enablement Leaders, overseeing the strategy, workflows, productivity, and automation of revenue-generating teams, while ensuring alignment with business objectives and market demands. A key aspect of this role is managing the onboarding and continuous development (ever-boarding) of revenue teams to optimize capacity, productivity, and impact. Key Responsibilities: Strategic Leadership:
- Collaborate with the CRO, MD EMEA/APAC, CMO, CPO, and Sales Directors to develop and execute the Revenue Operations strategy.
- Define and align Ideal Customer Profiles (ICP), Personas, Use Cases, and acquisition motions.
- Optimize lead attribution, Target Account Lists (TAL), messaging, and positioning.
- Ensure capacity planning, outbound activity, and territory balancing are effectively managed.
- Create effective incentive programs that drive results and create the right behaviors
- Work with CMO and CPO to drive clear roles/responsibilities and accountability frameworks and metrics to drive results
- Define opportunity scoring frameworks, and nurture processes.
- Map the lead-to-customer journey with campaign insights and reporting.
- Lead the Sales Operations and Enablement teams to implement onboarding and ever-boarding programs, ensuring continuous development and alignment with sales strategies.
- Align campaigns with the Target Account Lists and optimize cost per lead/opportunity.
- Maximize social prospecting, intent signals, and ABM integration.
- Lead initiatives for executive sponsorship, deal reviews, and customer reference programs.
- Leverage AI for attribution, funnel optimization, and forecasting.
- Implement automated workflows for lead journeys, account risk assessments, and engagement processes.
- Optimize the customer journey from handoff to retention and expansion.
- Establish KPIs (Key Performance Indicators) for retention and ensure alignment with partner-led implementations and coverage models.
- Maintain data hygiene and celebrate key milestones such as go-lives.
- Develop comprehensive onboarding programs for new revenue team members to ensure a strong start and quick ramp-up.
- Create ever-boarding initiatives that provide ongoing education, skills development, and performance enhancement, ensuring long-term capacity, productivity, and impact.
Qualifications:
- Experience: 10+ years in Revenue Operations, Sales Operations, or a similar role with a proven record of accomplishment in a high-growth SaaS environment.
- Leadership: Proven ability to influence across an organization to lead and develop high-performing teams, particularly in Sales Operations and Enablement.
- Hands On: Someone who doesn’t hesitate to roll-up their sleeves and get in the details and – ideally with experience working for both large and small companies
- Analytical Skills: Strong ability to translate data into actionable insights.
- Technical Proficiency: Experience with CRM platforms, marketing automation, and revenue technologies, preferably Salesforce and Marketo.
- Communication: Excellent verbal and written communication skills, with the ability to influence and collaborate with senior leadership and cross-functional teams.
- Problem-Solving: Strong focus on continuous improvement and innovation.
- Customer Focus: Deep understanding of customer needs and alignment with operations.
Why Clearwater Analytics?
- Growth Opportunities: Be part of a rapidly growing company with opportunities for advancement.
- Innovative Environment: Contribute to a dynamic and innovative workplace.
- Collaborative Culture: Join a team that values collaboration and excellence.
