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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 Lightspeed 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 adept SOC professionals.
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 integrated with Anomali AI.
We bridge the gap between disparate solutions (EDR, NDR, SSE, RMM, CAASM, etc.) and modernize legacy SIEMs at half the cost, equipping analysts with user-friendly tools for rapid detection and response. Anomali addresses the global cyber talent shortage by enabling analysts to swiftly contain, eliminate, and neutralize threats without complex queries or prolonged investigations.
Anomali operates as a proprietary platform and a disruptor in the security analytics landscape, capable of searching billions of logs in seconds and correlating millions of IoCs and IoAs across extensive telemetry and logs, often previously archived or deleted. At every stage of the cyber kill chain, Anomali empowers the SOC to identify, contain, and eliminate threats before they 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 position is essential for ensuring cohesive alignment and optimization across critical revenue-generating functions. Reporting directly to the Chief Operating Officer and with a dotted line to the Chief Revenue Officer, this strategic role is focused on orchestrating all revenue-related activities. Responsibilities include strategic planning, team leadership, and analytics aimed at fostering sustainable revenue growth.
Key Responsibilities
Operational Leadership
- Act as the primary operational liaison with the Chief Revenue Officer, assisting in the execution and assessment of weekly, monthly, and quarterly targets for Sales, Customer Success, Marketing, and other GTM teams.
- Establish and uphold operational rhythms surrounding sales forecasting and reporting, in collaboration 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 optimization, churn reduction strategies, process enhancements, and long-term forecasting.
- Oversee significant projects that support the GTM organization, defining strategy, requirements, and timelines.
- Develop and manage territory plans that align with the Company's go-to-market strategy while maximizing sales efficiency and effectiveness.
- Proactively analyze and report on the performance and health of the Company's Revenue strategy, providing actionable insights and recommendations for continuous improvement.
Deal Desk and Compliance
- Lead a team responsible for supporting RFP responses, pricing strategies, and contract negotiations. Serve as the subject matter expert guiding back-office processes to expedite sales, optimize revenue recognition, and standardize deal structures.
- Simplify the quote-to-order process and monitor compliance.
- Oversee approvals for non-standard transactions.
Compensation Plan Management
- Design, implement, and optimize compensation structures to incentivize and reward sales team members for achieving specific goals and driving revenue growth.
- Administer sales commissions and incentive plans and perform data-driven analysis for territory and quota alignment.
Pipeline Management and Analysis
- Analyze the pipeline stages and the conversion of leads into customers, as well as the effectiveness of marketing efforts at each stage of the pipeline.
- Generate actionable insights to accelerate new pipeline and opportunity progression.
Data Analytics and Executive Reporting
- Evaluate KPIs that align with revenue goals and objectives, including metrics related to pipeline health, sales performance, marketing effectiveness, customer acquisition, retention, and revenue growth.
- Prepare and present executive-level reports and dashboards that summarize 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 with subscription-based SaaS technology products supporting 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 managing a team through leadership, teamwork, client focus, and adaptability.
- A drive to thrive in a rapidly growing startup environment.
- A passion for sales and pipeline development.
- A competitive team player and leader.
- Strong knowledge of lead qualification methodologies (e.g., BANT, MEDDIC).
- Effective communicator, both written and verbal.
- Robust background in using 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. 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, as well as the knowledge, skills, and experience of the candidate. In addition to base pay, this position is eligible for benefits and may be eligible for a bonus and/or equity.
