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Senior Vice President of Revenue Strategy
2 months ago
Company Overview
Anomali stands as a leading entity in the realm of Security Operations, enhancing SecOps through a unique blend of advanced Security Analytics, top-tier Cyberthreat Intelligence (CTI), AI-driven automated threat hunting, alert orchestration, and incident response capabilities. Our mission is to empower CISOs and analysts, transforming them into formidable defenders against cyber threats.
The Anomali Platform encompasses a suite of innovative solutions, including 'Match' Next-Gen SIEM, 'Lens' AI Threat Hunter, 'ThreatStream' TIP, and more, all integrated with Anomali AI. We bridge the gap between disparate security solutions and legacy systems, providing cost-effective tools that enable rapid detection and response to threats.
Job Description
The Vice President of Revenue Operations plays a vital role within Anomali's Global Go-to-Market (GTM) leadership team, overseeing critical functions such as Deal Desk, Marketing Operations, and Customer Success Operations. This strategic position is essential for ensuring alignment and optimization across revenue-generating activities. Reporting to the Chief Operating Officer and collaborating closely with the Chief Revenue Officer, this role is focused on orchestrating all revenue-related initiatives.
Key Responsibilities
Operational Leadership
- Act as the primary operational contact for the Chief Revenue Officer, facilitating the execution and assessment of targets across Sales, Customer Success, Marketing, and other GTM teams.
- Establish a structured operational rhythm for sales forecasting and reporting in partnership with Finance and other departments.
- Drive strategic initiatives crucial for the company's growth, including cross-functional demand generation, market expansion, pricing strategies, and process improvements.
- Manage key projects that support the GTM organization, outlining strategy, requirements, and timelines.
- Develop and oversee territory plans that align with the company's go-to-market strategy, enhancing sales efficiency.
- Analyze and report on the performance of the company's revenue strategy, providing insights for ongoing improvement.
Deal Desk and Compliance
- Lead a team dedicated to RFP responses, pricing strategies, and contract negotiations, serving as the expert on back-office processes to streamline sales 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 motivate and reward sales team members for achieving specific objectives.
- Manage sales commissions and incentive plans, conducting data-driven analyses for territory and quota alignment.
Pipeline Management and Analysis
- Evaluate pipeline stages and the conversion of leads into customers, assessing the effectiveness of marketing efforts.
- Generate actionable insights to accelerate pipeline development and opportunity progression.
Data Analytics and Executive Reporting
- Analyze KPIs aligned with revenue objectives, including metrics related to pipeline health, sales performance, and customer retention.
- Prepare executive-level reports and dashboards summarizing key metrics and insights for senior leadership.
Team Leadership
- Build, manage, and mentor high-performing teams across revenue operations, marketing operations, and customer success.
Required Skills/Experience
- 8+ years of leadership experience in sales, revenue operations, customer success, and marketing operations.
- Experience in revenue operations for subscription-based SaaS products serving a global enterprise customer base.
- Proven track record in building and scaling revenue operations functions.
- Familiarity with current technologies and products in the industry.
- Strong leadership and teamwork skills, with a client-focused approach.
- Ability to thrive in a fast-paced startup environment.
- Passion for sales and pipeline development.
- Strong knowledge of lead qualification methodologies.
- Excellent communication skills, both written and verbal.
- Proficient in CRM and sales engagement applications.
Equal Opportunities Monitoring
We are committed to ensuring equal opportunities for all individuals based on their abilities and qualifications. Our selection process is 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
Please note that the annual base salary range is a guideline, and actual base pay will vary based on factors such as work location and the candidate's experience and skills. This position is also eligible for benefits and may include bonuses and/or equity.
