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Senior Vice President of Revenue Strategy
2 months ago
Company Overview
Anomali stands at the forefront of Security Operations, enhancing SecOps through a combination of advanced Security Analytics, premier 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. Our mission is to empower CISOs and transform analysts into effective SOC defenders.
Our platform includes innovative solutions such as "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.
We bridge the gap between disparate point solutions (EDR, NDR, SSE, RMM, CAASM, etc.) and replace outdated SIEMs at a fraction of the cost, providing analysts with user-friendly tools for rapid detection and response. Anomali addresses the global cyber talent shortage by equipping analysts to swiftly contain, eliminate, and neutralize threats without the need for complex queries or lengthy investigations.
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 alignment and optimization across critical revenue-generating functions. Reporting to the Chief Operating Officer and with a dotted line to the Chief Revenue Officer, this role is focused on coordinating 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 targets for Sales, Customer Success, Marketing, and other GTM teams.
- Establish and uphold operational rhythms for sales forecasting and reporting in collaboration with Finance and other departments.
- Lead strategic initiatives crucial for the Company’s growth, including cross-functional demand generation, market expansion, pricing strategies, churn reduction, process improvements, and long-term forecasting.
- Manage key projects that support the GTM organization, defining strategies, requirements, and timelines.
- Develop and oversee territory plans that align with the Company’s go-to-market strategy while enhancing sales efficiency.
- Proactively analyze and report on the performance and health of the Company’s Revenue strategy, offering actionable insights for continuous improvement.
Deal Desk and Compliance
- Lead a team focused on RFP responses, pricing strategies, and contract negotiations, serving as the subject matter expert to streamline sales processes and optimize revenue recognition.
- Simplify the quote-to-order process and ensure compliance.
- Oversee approvals for non-standard transactions.
Compensation Plan Management
- Design, implement, and refine compensation structures to motivate and reward sales team members for achieving specific objectives and driving revenue growth.
- Administer sales commissions and incentive plans, conducting data-driven analysis for territory and quota alignment.
Pipeline Management and Analysis
- Examine pipeline stages and the conversion of leads into customers, assessing the effectiveness of marketing efforts at each stage.
- Generate actionable insights to expedite new pipeline development and opportunity progression.
Data Analytics and Executive Reporting
- Analyze KPIs aligned with revenue goals, including metrics related to pipeline health, sales performance, marketing effectiveness, customer acquisition, retention, and revenue growth.
- Prepare 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.
- Experience in revenue operations within subscription-based SaaS technology products supporting a global enterprise customer base.
- Proven track record in building and scaling a revenue operations function.
- Familiarity with current technologies and products utilized in the industry.
- Experience in team management emphasizing leadership, collaboration, client focus, and adaptability.
- A strong desire to thrive in a rapidly growing startup environment.
- A passion for sales and pipeline development.
- A competitive team player and leader.
- Solid understanding of lead qualification methodologies (e.g., BANT, MEDDIC).
- Effective communicator, both written and verbal.
- Strong background in utilizing CRM and sales engagement applications.
Equal Opportunities Monitoring
We are committed to ensuring that all eligible individuals have equal opportunities for employment and advancement based on their abilities, qualifications, and aptitudes. We select candidates solely on merit, without regard to disability, race, color, religion, sex, sexual orientation, gender identity, national origin, age, or veteran status.
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. This position is also eligible for benefits and may qualify for a bonus and/or equity.
