Head of Revenue Operations

Mapbox is the leading real-time location platform for a new generation of location-aware businesses. Mapbox is the only platform that equips organizations with the full set of tools to power the navigation of people, packages, and vehicles everywhere. More than 3.5 million registered developers have chosen Mapbox because of the platform’s flexibility, security and privacy compliance. Organizations use Mapbox applications, data, SDKs and APIs to create customized and immersive experiences that delight their customers. Whether you’re watching the delivery of your grocery order on Instacart, tracking your personal best mile on Strava, monitoring your gas budget on Metromile, or checking today’s forecast on The Weather Channel, Mapbox is the location and maps within those apps.

As Head of Rev Ops, you will report directly to the Head of Sales and lead a team responsible for supporting the sales deals closing and order administration, analyzing data to help make smart sales decisions, forecasting sales and pipeline, running sales commissions plans, and working with the Head of Sales to accelerate sales growth through continual sales process improvements and pricing strategy. This is both a manager role and a hands-on role for someone who has a bias for action and enjoys making incremental operational process improvements and diving into data. It’s a broad role that spans all important sales activities, involves cross-functional work and would require building consensus using data and persuasion. 

What You'll Do

• Develop, implement and administer annual sales planning with Sales Management, including assisting Head of Sales with sales strategy, investment and HC sizing, sales territories and quota definition, sales commission plan design.
• Manage forecasting process and ensure availability of relevant pipeline and forecast reports and dashboards to sales management.
• Lead sales deal desk, responsible for supporting the sales deals closing and order administration.  
• Lead data analytics regarding all things related to sales – forecasts, planning, pipeline development, investments, marketing ROI.  
• Track and analyze the overall sales pipeline funnel from lead to closed to identify improvement areas and design relevant programs. 
• Manage sales skills, processes and tools transformation projects.
• Administer annual sales compensation plans.
• Create and contribute to briefings for the Chief Financial Officer and Board of Directors regarding commercial performance.
• Lead a team of analysts and strategists who drive growth with strategies informed by data.

What We Believe are Important Traits for This Role

• A self-starter, motivated manager in the player/coach model who works well autonomously and effectively in an unstructured environment
• Be scrappy, move fast. You know insights are often the most valuable if we act on them quickly.
• Scope of influence. You know how to drive consensus across cross-functional large groups using data and persuasion.
• Operational Excellence and Process Improvement. Data integrity is vital to providing sound analysis. Focus on incremental operational process improvement.
• Hands-on experience with all the dimensions of Rev Ops: order administration, sales forecasting, strong analytics, troubleshooting, problem-solving, and project management.
•  Experience with SFDC and other analytics and BI tools that can be used to improve sales efficiency.
• 8-10 years Sales Ops experience
• Platform-as-a-Service and B2B experience preferred

What We Value

In addition to our core values, which are not unique to this position and are necessary for Mapbox leaders:

• We value high-performing creative individuals who dig into problems and opportunities.
• We believe in individuals being their whole selves at work. We commit to this through supportive health care, parental leave, flexibility for the things that come up in life, and innovating on how we think about supporting our people.
• We emphasize an environment of teaching and learning to equip employees with the tools needed to be successful in their function and the company.
• We strongly believe in the value of growing a diverse team and encourage people of all backgrounds, genders, ethnicities, abilities, and sexual orientations to apply.

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