Head of Revenue Operations and Strategy

1 week ago

Palo Alto, California, United States DevRev Full time

DevRev

DevRev is a platform purpose-built for SaaS and technology companies, helping back-office development match the rapid pace of front-office customer relationships. Our mission is to bring end users, support engineers, product managers, and developers together, making it effortless to do what matters most — and creating a company-wide culture of product and customer-centricity.

Unlike generic tools, DevRev took a blank canvas approach to collaboration, search, GenAI, and analytics, enabling SaaS companies to ship faster for the largest business impact — with continuous development, roadmapping, prioritization, customer engineering, and more. DevRev is used across departments in thousands of companies and can coexist with or replace your tools, bringing information symmetry, streamlining collaboration, and converging teams.

DevRev was founded in October 2020 and raised over $85 million in seed money from investors such as Khosla Ventures and Mayfield, making it the largest in the history of Silicon Valley. It is led by its co-founder and CEO, Dheeraj Pandey, who was previously the co-founder and CEO of Nutanix, and by Manoj Agarwal, DevRev's co-founder and former SVP of Engineering at Nutanix. DevRev is headquartered in Palo Alto, California, and has offices in seven global locations.


Head of Revenue Operations and Strategy

As the Head of Revenue Operations and Strategy, you will play a pivotal role in constructing and expanding our Go-to-Market (GTM) machinery. Reporting directly to the Head of Revenue, you will be leading Sales Strategy, Sales Operations and Marketing Operations functions.

Key Responsibilities:

  • GTM Strategy and Execution:
  • Develop and execute a comprehensive GTM strategy to drive revenue growth.
  • Contribute to the formulation and execution of strategic sales plans.
  • Sales Process Development:
  • Create and oversee end-to-end sales processes to enhance efficiency and effectiveness of the Revenue organization.
  • Identify areas for improvement and implement solutions to streamline the sales cycle.
  • Forecasting and Planning:
  • Lead the development of sales forecasts, ensuring accuracy and alignment with organizational goals.
  • Collaborate with sales leadership to establish sales targets and quotas.
  • Data Analysis and Reporting:
  • Utilize data analytics to provide actionable insights into sales performance.
  • Develop and present regular reports on key sales metrics, trends, and opportunities.
  • Sales Technology Management:
  • Oversee the selection, implementation, and optimization of sales technologies and sales enablement tools.
  • Ensure the sales team is effectively utilizing available technologies to drive productivity and results.
  • Cross-Functional Collaboration:
  • Foster collaboration between sales, marketing, finance, and other relevant departments to ensure alignment with overall business objectives.
  • Work closely with marketing to ensure lead generation strategies align with sales objectives.
  • Performance Metrics and KPIs:
  • Define and monitor key performance indicators (KPIs) to assess and improve sales team performance.
  • Establish benchmarks and performance targets for the sales organization.

Qualifications:

  • 10+ years of experience and a proven track record in go-to-market strategy and operations roles across the revenue funnel in SaaS environments.
  • Demonstrated leadership in building diverse, cross-functional, and high-performing teams while delivering results.
  • Strong executive presence and the ability to influence and work cross-functionally.
  • Significant experience with the GTM tools ecosystem.
  • Established history of successfully managing multiple complex projects simultaneously in a fast-moving environment.
  • Strong quantitative skills and high data fluency, capable of developing and communicating penetrating insights that inform how we organize and scale our revenue teams.

Culture

The foundation of DevRev is its culture -- our commitment to those who are hungry, humble, honest, and who act with heart. Our vision is to help build the earth's most customer-centric companies. Our mission is to leverage design, data engineering, and machine intelligence to empower engineers to embrace their customers. That is DevRev

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