VP, Revenue Operations - Buffalo - BetterCloud

    BetterCloud
    BetterCloud Buffalo

    6 days ago

    Description

    The VP of Revenue Operations will be a key senior leader in ACV's sales organization, responsible for leading a team in the development, implementation, and execution of the company's sales strategies, operational processes, best practices and systems in order to consistently achieve predictable sales growth. This role is instrumental in driving operational excellence and enabling our sales team to achieve their targets while meeting revenue goals across ACV's growing portfolio of transaction and subscription services.

    Responsibilities & Accountabilities:

    • Set the overarching Sales Revenue and Operations strategy across the organization aligning priorities for Sales Process, Planning, Analytics, Pricing, Deal Desk, Go-to-Market, and Execution in partnership with Sales leaders.
    • Drive a performance and sales attainment driven culture within the overall Sales Team and within Revenue Operations; viewed as a data and AI driven leader, delivering insights for territory and sales functional planning and execution.
    • Identify, document and implement best practices for operational excellence across ACV integrated sales functions (outside, inside sales and enterprise functions).
    • Develop and continuously refine ACV's sales forecasting process vs plan that identifies risks and upside opportunities. Calibrate performance vs expectations by monitoring key KPIs and trends related to revenue, mix and volume. Keep sales leadership and finance apprised of deviations and updates to key assumptions while managing risks/opportunities.
    • Cultivate a high-performing team through effective leadership. Promote a culture of accountability, collaboration, and continuous improvement.
    • Set overarching sales pricing strategy to advise and support Sales, Finance, and the Pricing team on the execution of Pricing and Deal Management. Define authorization structure or matrix for pricing approvals and input into our Legal/contracts team.
    • Lead Sales Analytics processes, including providing strategic leadership and tactical oversight to sales forecasting, territory planning and execution, and quota planning.
    • Work with multiple stakeholder partners, such as Product and Marketing, to ensure delivery and execution of go-to-market strategy, product development and sales are aligned with business revenue goals, contributing to the overall company strategy.
    • Work with the Sales leadership team and colleagues to enable, improve, and automate accurate business planning and account and territory management, sales forecasting, and methodology adoption to track sales results with periodic metrics/KPI reporting and insights.
    • Partner with Finance to establish revenue, margin, and profit expectations for all major forecast cycles, including quarterly and AOP.
    • Leverage aggregate sales data to aid in forecasting estimates, budgets, and long-range plans. Develop, maintain and continually forecast annual sales budget.
    • In partnership with ACV's Data team, lead team to identify, implement and/or build AI-driven technologies and solutions to automate routine processes, create predictive analytics models, and improve efficiencies. Continuously measure ROI of AI tools, reconfigure for efficiency and improve adoption, as needed.
    • Support Sales leadership on key projects including preparation of Board Materials, Sales Kickoffs, etc.
    • Perform other duties as assigned.

    Requirements:

    • Bachelor's degree in Business, Analytics, or a related field required. Advanced degree strongly preferred.
    • 12+ Years of experience in developing strategies and leading highly effective teams to operational excellence.
    • 8+ Years of experience in sales and/or revenue operations in a growth company.
    • Experience working in a publicly traded company required.
    • In-depth knowledge of revenue operations and sales operations with experience bringing these two functions together to scale and grow a company to meet their goals.
    • Strong aptitude for utilizing technology and adoption of AI into business processes.
    • Exceptional analytical skills and data-driven approach to decision making with ability to present clear and conscious solutions.
    • Travel up to 50% of the time.

    Compensation: $230,000 - $280,000 annually. Please note that final compensation will be determined based upon the applicant's relevant experience, skillset, location, business needs, market demands, and other factors as permitted by law.

    No immigration or work visa sponsorship will be provided for this position.


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