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Senior Vice President of Revenue Strategy
2 months ago
Company Overview
Anomali stands as a premier leader in the realm of Security Operations, enhancing SecOps through the integration of advanced Security Analytics, top-tier Cyberthreat Intelligence (CTI), AI-driven automated threat hunting, alert orchestration, automated threat detection, incident response (TDIR) blocking, community intelligence sharing, exposure management, and dark web protection. This transformation empowers CISOs and analysts alike, turning them into formidable defenders against cyber threats.
Anomali's comprehensive platform includes: "Match" Next-Gen SIEM, "Lens" AI Threat Hunter, "ThreatStream" TIP, Anomali Integrator, Anomali ISAC, Anomali Attack Surface Management, and Anomali Digital Risk Protection, all enhanced by Anomali AI.
By bridging the divide between disparate solutions (EDR, NDR, SSE, RMM, CAASM, etc.) and replacing outdated SIEMs at half the cost, Anomali equips analysts with user-friendly tools that facilitate rapid detection and response. The platform addresses the global cyber talent shortage by enabling analysts to swiftly contain, eliminate, and neutralize threats without the need for complex queries or lengthy investigations.
Anomali operates as a proprietary platform and disruptor within the security analytics landscape, capable of searching billions of logs in mere seconds and correlating millions of Indicators of Compromise (IoCs) and Indicators of Attack (IoAs) across extensive telemetry and logs, often previously archived or deleted. At every stage of the cyber kill chain, Anomali empowers Security Operations Centers (SOCs) to identify, contain, and eradicate threats before they can impact the organization.
Job Description
The Vice President of Revenue Operations plays a vital role within Anomali's Global Go-to-Market (GTM) leadership team, overseeing Deal Desk, Marketing Operations, and Customer Success Operations. This strategic position is essential for ensuring effective alignment and optimization across all key revenue-generating functions. Reporting directly to the Chief Operating Officer and with a dotted line to the Chief Revenue Officer, this role emphasizes the coordination of all revenue-related activities.
Key Responsibilities
Operational Leadership
- Act as the primary operational liaison with the Chief Revenue Officer, supporting the execution and assessment of weekly, monthly, and quarterly targets for Sales, Customer Success, Marketing, and other GTM teams.
- Establish and uphold an operational rhythm around sales forecasting and reporting, collaborating closely with Finance and other departments.
- Lead strategic initiatives crucial for the Company's growth trajectory, including cross-functional demand generation, market identification and expansion, pricing strategies, churn reduction, process improvements, and long-term forecasting.
- Oversee significant projects that bolster the GTM organization, defining strategies, requirements, and timelines.
- Develop and manage territory plans that align with the Company's go-to-market strategy, maximizing sales efficiency and effectiveness.
- Proactively analyze and report on the performance and health of the Company's Revenue strategy, offering actionable insights and recommendations for ongoing enhancement.
Deal Desk and Compliance
- Lead a team responsible for supporting RFP responses, pricing strategies, and contract negotiations, serving as the subject matter expert to streamline back-office processes that expedite sales, optimize revenue recognition, and standardize deal structures.
- Simplify the quote-to-order process while ensuring compliance.
- Oversee approvals for non-standard transactions.
Compensation Plan Management
- Design, implement, and refine compensation structures that incentivize and reward sales team members for achieving specific objectives and driving revenue growth.
- Administer sales commissions and incentive plans, conducting data-driven analyses for territory and quota alignment.
Pipeline Management and Analysis
- Analyze pipeline stages and the conversion of leads into customers, assessing the effectiveness of marketing efforts at each stage.
- Generate actionable insights to accelerate new pipeline development and opportunity progression.
Data Analytics and Executive Reporting
- Evaluate KPIs aligned with revenue goals, including metrics related to pipeline health, sales performance, marketing effectiveness, customer acquisition, retention, and revenue growth.
- Prepare and present executive-level reports and dashboards summarizing key metrics, trends, and insights for senior leadership.
Team Leadership
- Build, manage, and mentor high-performing teams across revenue operations, marketing operations, and customer success operations.
Required Skills/Experience
- 8+ years of comprehensive business leadership experience in sales, revenue operations, Customer Success Operations, and Marketing Operations.
- Proven revenue operations experience with subscription-based SaaS technology products serving a global enterprise-class customer base.
- Prior experience in building and scaling a revenue operations function.
- Familiarity with the latest technologies and products utilized in the industry.
- Experience in team management through leadership, collaboration, client focus, and adaptability.
- Motivation to thrive in a rapidly growing startup environment.
- Passion for sales and pipeline development.
- Competitive spirit as a team player and leader.
- Strong understanding of lead qualification methodologies (e.g., BANT, MEDDIC).
- Effective communicator, both written and verbal.
- Solid background in utilizing CRM and sales engagement applications.
Equal Opportunities Monitoring
Anomali is committed to ensuring that all eligible individuals have equal opportunities for employment and advancement based solely on their abilities, qualifications, and aptitudes. We select candidates for appointment solely based on merit, without regard to disability, race, color, religion, sex, sexual orientation, gender identity, national origin, age, or status as a protected veteran. Monitoring is conducted to ensure the effective implementation of our equal opportunity policy.
Compensation Transparency
$200,000 - $250,000 USD
Please note that the annual base salary range is a guideline, and for candidates who receive an offer, the base pay will vary based on factors such as work location, knowledge, skills, and experience. In addition to base pay, this position is eligible for benefits and may qualify for a bonus and/or equity.
