Vice President Revenue Operations

Job Description

Summary

The Vice President of Revenue Operations reports directly to the Chief Revenue Officer and plays a crucial role within the GTM team in driving sustainable, organic revenue growth. The position leads the revenue operations team, processes, and tools to drive world-class GTM team productivity and serves as a strategic partner to the GTM leadership team. The candidate's team will be responsible for several key areas that are critical to our success including annual planning, forecasting, segmentation & territory design, development and implementation of reporting and analytics across GTM functions, and sales enablement.

The successful candidate will be highly motivated with a high degree of focus on detail, process, and applied experience across all functions of an organic growth engine. The candidate will be an accomplished executive with experience leading this function, building and implementing strategy and leading growth-programs, but will also be comfortable and familiar being hands on and 'in the details' to ensure that every aspect of the GTM team is functioning well and operating flawlessly. For example, you'll be as comfortable in the innards of your forecasting models as you are when presenting to CEO, CFO and CRO your recommendations for sales capacity investments during annual planning season.

Key Responsibilities

GTM Strategy: Manage and optimize the go to market strategy and growth-oriented programs alongside the CRO to best position and deploy growth teams around our opportunity
**Organization Design & GTM Orientation: **Lead prospect & customer segmentation and align with a robust sales territory design to ensure the sales team is focused on the highest value opportunities; build sales compensation & incentive plans that are competitive and compelling, while in alignment with company objectives and maintaining financial predictability
**Change Agent & Program Management: **Create and lead cross-functional teams focused on improving the speed, efficacy, and predictability of our organic growth. You'll connect output from data analytics and GTM reporting with recommendations into the CRO & ELT on strategies or initiatives to drive the growth of the business, some of which you will own as program lead
Acquisition Integration: GTM owner for acquisition integration efforts, ensuring acquired company sales & marketing teams are integrated onto our systems, into our processes, and are trained and enabled accordingly to thrive and contribute to our growth
**GTM Operating Cadence & Analytics: **Design, implement and manage sales & marketing forecasting processes, establishing a high degree of quality, accuracy and process consistency. Build and scale a robust analytics capability that allows us to measure, inspect, and improve the GTM operation
**Sales Enablement & Training: **Lead and scale a world-class enablement function focused on maximizing the productivity of our team, ensuring that our sales motions become predictable engines in pipeline creation and bookings contribution, and shortening the time to productivity for new hires
GTM Tech Stack: Ensure our GTM systems are effectively deployed, utilized, and trained on to maximize sales productivity, in partnership with the VP Business Systems. Leverage the power of integrated systems to enhance sales & marketing performance and visibility into their respective processes, and extract data-driven insights for informed decision-making and process optimization

Competencies

To perform the job successfully, an individual should demonstrate the following competences:

Analytical – Experienced in analyzing situations, problems, and data to inform strategic decisions; hands on and 'in the details', able to articulate the situation and identify solutions
Program Management – Proven ability to plan, execute, lead cross-functional teams, establish accountability from others, and deliver outcomes on programs spanning the GTM organization
Adaptability – Comfortable working within fast-paced environments and rapidly changing priorities; able to 'go deep' on projects requiring depth of thought and analytical savvy, while elevating to strategic thought and leading teams
Mental Agility – Must have a keen intellect and be comfortable with complexity; adept at tackling new challenges and solving problems
Communication – Strong ability to communicate complex ideas effectively across different levels of the organization; crisp verbal communication and comfort with large audiences e.g. at Sales Kick Off
Collaboration – Able to work effectively with various teams and departments, at all levels of the organization from analysts, through to peers and ELT members in driving programs and outcomes
Systems & Process Design – Accomplished at architecting process and systems that streamline operations, provide better visibility, and enhance productivity across the GTM function

Qualifications:
Qualifications

Qualifications

Minimum qualifications:

7+years of experience in revenue operations capacity for B2B software companies; 3+ years with leadership responsibility and people management
Demonstrable experience partnering with CRO to drive GTM predictability and growth
Strong executive presence; comfortable and credible interacting with executive leadership across the business and experienced driving cross-functional programs
Must be operationally equipped with keen focus on process and metrics with quantifiable results
In depth and hands-on experience with analysis, modeling, and reporting with advanced Excel skills
Experienced owning and driving process improvements across the GTM tech stack
Bachelor's degree
Open to travel

Preferred qualifications:
Experience in private equity companies
Experience within acquisitive companies and leading acquisition integrations
Direct ownership of strategic sales enablement function
MBA

Additional Information
All your information will be kept confidential according to EEO guidelines. Qualified applicants will be asked to complete a 30-minute online assessment as a part of your application.

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