VP of Revenue Operations (Remote)

About KnowBe4

Join the cybersecurity company that puts security first; literally and without compromise. At KnowBe4, our AI-driven Human Risk Management platform empowers over 70,000 organizations worldwide to strengthen their security culture and transform their workforce from their biggest vulnerability into their strongest security asset. As the undisputed industry standard with unusually high customer retention rates and recognition as a Leader by G2 and TrustRadius, we're not just providing security awareness training - we're redefining what it means to be a trusted security partner in an increasingly complex threat landscape.

Our team values radical transparency, extreme ownership, and continuous professional development in a welcoming workplace that encourages all employees to be themselves. Whether working remotely or in-person, we strive to make every day fun and engaging; from team lunches to trivia competitions to local outings, there is always something exciting happening at KnowBe4.

The Vice President Revenue Operations directs the Company’s investments in Go To Market (Sales, Customer Success, Marketing, SDR/BDR) effectiveness and manages functions essential to GTM productivity. These include strategic planning (TAM analysis and prioritization), execution planning (marketing and sales investment), reporting, quota setting and management, sales pricing and margin strategies,  sales process optimization, sales compensation design and administration.  The VP RevOps is responsible for the overall productivity and effectiveness of the go to market organization. Reporting to the Chief Operating Officer, the VP RevOps directly supports the Company’s CRO and fosters close working relationships with internal and external stakeholders to ensure the GTM organization’s efficient operation and success.

Responsibilities:

• GTM strategy
• Segmentation analysis and strategic prioritization/ investment recommendations
• CapDB strategy and implementation to optimize sales CAC and accelerate ARR growth 
• Marketing Operations
• Marketing forecasting and investment strategy; gearing expectations, etc
• Marketing results reporting
• Partner with CMO and digital marketing team to rationalize and maximize MarTech stack investments.
• Optimize ad spend effectiveness and ROI in partnership with digital marketing team
• Create and maintain reporting that optimizes marketing message effectiveness. 
• Sales Operations
• Coordinates / Optimizes sales reporting, forecasting, planning, and budgeting. Proactively monitors and strives to maintain high levels of quality, accuracy, and process consistency in the sales organization planning efforts. As needed, coordinates planning activities with other functions and stakeholders within the company. 
• Weekly bookings forecast and compliance processes.
• Monitors the accuracy and efficient distribution of sales reports and other intel essential to the sales organization. Recommends revisions to existing reports, or assists in the development of new reporting tools as needed.
• Revenue and Margin Optimization
• Responsible for translating the overall value proposition into pricing and contracting approach that is aligned with KB4’s overall business strategy
• Optimize the deal modeling process to generate analytics to create guidelines for comparable deals
• Seeks opportunities to optimize the Company’s goals and tradeoffs between growth, revenue/share, and margin.
• Works in conjunction with the FP&A team and optimizes the pricing tools to meet the targeted sales objectives
• Participates in analysis of competitive and economic landscape to evaluate threats or opportunities, and develops pricing and margin strategies to optimize growth
• Analyzes current and historical results to identify actionable opportunities, develops ideas, and make recommendations to improve pricing performance at the customer, segment and product level
• Drives analytical support for sales, marketing and product leadership of the key drivers of sales and contribution margin performance at a customer, segment and product level
• Reporting and Compliance
• Board material development. 
• Work closely with the Company’s Director of Strategic Projects (DSP) to develop and implement best operational business practices.
• Compensation Strategies
• Optimize sales incentive compensation structures and related quotas to meet company objectives.
• Supports the equitable assignment of sales force quotas and ensures quotas are optimally allocated to all sales channels and resources. 
• Sales Enablement and Optimization
• Support  the development of sales