Vice President, Revenue Operations

Company Description

At Revalize, we build the software and technology that powers sales of manufactured, complex products. Our customers rely on our software to select and sell everything from commercial ovens, to specialized pumps and valves, to grain elevators, and more. We are the global leader in sector-specific software solutions that help manufacturers optimize revenue operations through design applications, engineering simulations, product selection, CPQ, PIM, visualization, and data analytics.

Headquartered in Jacksonville, FL, we serve over 8,000 customers across the globe.

Revalize is a portfolio company of TA Associates.

Job Description

Summary

The Vice President of Revenue Operations reports directly to the Chief Revenue Officer and plays a crucial role within the GTM team in driving sustainable, organic revenue growth. The position leads the revenue operations team, processes, and tools to drive world-class GTM team productivity and serves as a strategic partner to the GTM leadership team. The candidate’s team will be responsible for several key areas that are critical to our success including annual planning, forecasting, segmentation & territory design, development and implementation of reporting and analytics across GTM functions, and sales enablement.

The successful candidate will be highly motivated with a high degree of focus on detail, process, and applied experience across all functions of an organic growth engine. The candidate will be an accomplished executive with experience leading this function, building and implementing strategy and leading growth-programs, but will also be comfortable and familiar being hands on and ‘in the details’ to ensure that every aspect of the GTM team is functioning well and operating flawlessly. For example, you’ll be as comfortable in the innards of your forecasting models as you are when presenting to CEO, CFO and CRO your recommendations for sales capacity investments during annual planning season.

Key Responsibilities

• GTM Strategy: Manage and optimize the go to market strategy and growth-oriented programs alongside the CRO to best position and deploy growth teams around our opportunity
• Organization Design & GTM Orientation: Lead prospect & customer segmentation and align with a robust sales territory design to ensure the sales team is focused on the highest value opportunities; build sales compensation & incentive plans that are competitive and compelling, while in alignment with company objectives and maintaining financial predictability
• Change Agent & Program Management: Create and lead cross-functional teams focused on improving the speed, efficacy, and predictability of our organic growth. You’ll connect output from data analytics and GTM reporting with recommendations into the CRO & ELT on strategies or initiatives to drive the growth of the business, some of which you will own as program lead
• Acquisition Integration: GTM owner for acquisition integration efforts, ensuring acquired company sales & marketing teams are integrated onto our systems, into our processes, and are trained and enabled accordingly to thrive and contribute to our growth
• GTM Operating Cadence & Analytics: Design, implement and manage sales & marketing forecasting processes, establishing a high degree of quality, accuracy and process consistency. Build and scale a robust analytics capability that allows us to measure, inspect, and improve the GTM operation
• Sales Enablement & Training: Lead and scale a world-class enablement function focused on maximizing the productivity of our team, ensuring that our sales motions become predictable engines in pipeline creation and bookings contribution, and shortening the time to productivity for new hires
• GTM Tech Stack: Ensure our GTM systems are effectively deployed, utilized, and trained on to maximize sales productivity, in partnership with the VP Business Systems. Leverage the power of integrated systems to enhance sales & marketing performance and visibility into their respective processes, and extract data-driven insights for informed decision-making and process optimization

Competencies

To perform the job successfully, an individual should demonstrate the following competences:

• Analytical – Experienced in analyzing situations, problems, and data to inform strategic decisions; hands on and ‘in the details’, able to articulate the situation and identify solutions
• Program Management – Proven ability to plan, execute, lead cross-functional teams, establish accountability from others, and deliver outcomes on programs spanning the GTM organization
• Adapt