Senior Vice President of Revenue Strategy

1 week ago

Redwood City, California, United States Anomali Full time

Company Overview

Anomali stands as a leading force in the realm of Security Operations, enhancing SecOps through a blend of advanced Security Analytics, premier Cyberthreat Intelligence (CTI), AI-driven automated threat hunting, alert orchestration, and incident response capabilities. Our mission is to empower CISOs and transform analysts into formidable defenders against cyber threats.

The Anomali Platform encompasses: "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By bridging the gap between disparate solutions and replacing outdated SIEMs at a fraction of the cost, Anomali equips analysts with intuitive tools for rapid detection and response. We address the global cybersecurity talent shortage by enabling analysts to swiftly contain and neutralize threats without the need for complex queries or prolonged 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 all revenue-generating functions. Reporting directly to the Chief Operating Officer and indirectly 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 improvement, and long-term forecasting.
  • Manage key projects that bolster the GTM organization, defining strategy, requirements, and timelines.
  • Develop and oversee territory plans that align with the Company's go-to-market strategy, maximizing sales efficiency.
  • Proactively evaluate and report on the performance of the Company's Revenue strategy, providing actionable insights for ongoing enhancement.

Deal Desk and Compliance

  • Direct a team responsible for 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 while ensuring compliance.
  • Oversee approvals for non-standard transactions.

Compensation Plan Management

  • Design and optimize compensation structures to incentivize 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

  • 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 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 leadership experience in sales, revenue operations, customer success operations, and marketing operations.
  • Experience in revenue operations for subscription-based SaaS technology products serving a global enterprise customer base.
  • Proven track record in building and scaling a revenue operations function.
  • Familiarity with current technologies and products in the industry.
  • Experience in team management through effective leadership, collaboration, and client focus.
  • Adept at thriving in a fast-paced startup environment.
  • Passionate about sales and pipeline development.
  • Strong knowledge of lead qualification methodologies (e.g., BANT, MEDDIC).
  • Effective communicator, both written and verbal.
  • Proficient in using CRM and sales engagement applications.

Equal Opportunities Monitoring

Our policy ensures that all eligible individuals have equal opportunities for employment and advancement based 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

This salary range serves as a guideline, with actual base pay varying based on factors such as work location and the candidate's knowledge, skills, and experience. In addition to base pay, this position is eligible for benefits and may include bonuses and/or equity.

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