Head of Revenue Operations

Company Description

Scaled Agile, Inc., (SAI) helps enterprises thrive in a world of change with SAFe, the most trusted system for learning and practicing agile ways of working. Together, SAFe Studio and the Scaled Agile Framework provide everything individuals and teams need to link evolving strategy and execution. SAFe works by building a culture of resiliency that engages employees and focuses on customers so organizations can work with agility. Backed by a global network of partners and community of professionals, SAFe promotes collaboration so today’s leaders can build a better future.

Based in Boulder, Colorado, SAI is a member of the Pledge 1% corporate philanthropy movement. Through this program, SAI contributes to the local community and seeks to inspire and encourage other companies to the same purpose.

Job Description

This person will lead Revenue Operations through strategic planning efforts and operational rigor across all segments: Enterprise (B2B), SAFe Professionals (B2C), and Partners (Channel). This role demands exceptional abilities to collaborate cross-functionally, proven expertise in leveraging data to drive decision-making, and the ability to motivate teams to crave growth at scale.  The balance is more on execution than strategy but hopefully the candidate brings both.

We seek a dynamic and results-driven Revenue Operations executive to join us, reporting to the Chief Commercial Officer.  This role will be pivotal in driving strategic sales efforts, instrumenting operating rhythms that facilitate transparency and alignment across the business, and optimizing tooling to support growth at scale.  Areas of focus are inclusive of:

• Sales Strategy: As the sales strategist, you will work with the team to ensure the creation and implementation of high-quality sales plays (specific offers and tactics). You will lead the charge in working with product, marketing, and the sales team to identify promising sales approaches, experimenting with new tactics, and ensuring both execution and effectiveness of the sales plays to stay ahead in a dynamic market. 

• Operational Rigor: The Revenue Operations leader will operationalize the business by instrumenting data-driven cadences and interlocks that deliver results, assure transparency, collaboration, and alignment across the business.  You will be instrumental in defining what “good” looks like, with the quantitative measures to support it.  You will work closely with cross-functional teams to ensure the effective deployment of people, processes, and tools that removes friction from GTM rhythms and are aligned with the broader business objectives and company vision. These metrics will identify execution gaps, which tactics are not working, alternative tactics that work better, and performance of individuals on the GTM team.   

• Analytics: The Revenue Operations leader is analytically driven and focused.  In every aspect of driving revenue, this leader must analyze trends to determine the most promising strategies for our organization, such as detailed and thorough analysis to optimize existing customer segments, open new market segments,  understand customers' preferences, and adapt to market trends.  This leader will use analytical skills to forge an innovative, data-driven segmentation strategy that accelerates customer acquisition, reduces attrition, and maximizes sales effectiveness.

• Global Monetization Strategy: The Revenue Operations leader will partner with product and sales leadership to define monetization and optimum GTM strategy for current and future prospects.  You must be comfortable analyzing large sets of data, conducting multiple experiments, and influence and shape packaging and monetization strategy. 

• Leadership and Development: You are responsible for cultivating high-performing sales professionals, emphasizing skill development, mentorship, and a collaborative work environment. Your leadership will inspire the sales team to excel in their roles and measurably contribute to the overall success of Scaled Agile.

What you will be doing:

• Sales metrics Management:

  • Develop programs aimed at growing sales from all accounts, increasing gross and net retention, and capturing more value.

  • Work with the partner team to build pipeline and expand how they leverage SAFe.

  • Measure the performance of each sales tactic, assessing progress in presenting to each client, assessing effectiveness in driving more revenue, determining what corrective actions are required.

  • Measure the effectiveness of each sales p