Revenue Excellence Lead, Large & Mid Market Accounts

Company Description

About Shopify

Opportunity is not evenly distributed. Shopify puts independence within reach for anyone with a dream to start a business. Since 2006, we’ve grown to over 10,000 employees and generated over $500 billion in sales for millions of merchants in 175 countries. Every 28 seconds, an entrepreneur on Shopify makes their first sale.

This is life-defining work that directly impacts people’s lives as much as it transforms your own. This is putting the power of the few in the hands of the many, is a future with more voices rather than fewer, and is creating more choices instead of an elite option.

About you

Moving at our pace brings a lot of change, complexity, and ambiguity—and a little bit of chaos. Shopifolk thrive on that and are comfortable being uncomfortable. That means Shopify is not the right place for everyone.

Before you apply, consider if you can:

• Care deeply about what you do and about making commerce better for everyone
• Excel by seeking professional and personal hypergrowth
• Keep up with an unrelenting pace (the week, not the quarter)
• Be resilient and resourceful in face of ambiguity and thrive on (rather than endure) change
• Bring critical thought and opinion — and embrace differences and disagreement to get shit done and move forward

Job Description

We're looking for a Revenue Excellence Lead to coach and manage our Large Accounts/MM Revenue Excellence team. The Revenue Excellence Lead will manage a small team of global Revenue Excellence and Analytics professionals serving Shopify’s Large, Mid-Market, Cross-Sell sales segments. Revenue Excellence drives revenue confidence through building of sales assets, analytics, programs, process improvement initiatives globally that produces actionable sales insights, sales productivity improvement and mitigates risks in month / quarter / year relative to targets.

In this role you will

• Drives sales growth through business planning, partner with sales leadership, globally, on the outlook and performance of the business and leverage business insights to benchmark performance and make suggestions on current and future actions based on key drivers, opportunities, and/or risks
• Developing and executing sales programs and strategies that drive revenue delivery, confidence, and predictability in field actions
• Work with cross functional partners across revenue operations, data science, finance, sales leadership teams to identify programs and needed assets to drive revenue confidence
• Coach and manage a team of Revenue Excellence and Analytics professionals tasked with monitoring sales performance, identifying opportunities for improvement, creation of sales productivity, sales analytics assets and ultimately field enablement
• Build analysis of sales performance insights inclusive of both scaled and ad-hoc insights
• Identify opportunities for process improvement and work closely with regional Revenue Operations teams to develop and prioritize sales process improvement opportunities 

Qualifications

• Extensive experience in revenue excellence, sales operations, revenue operations, go-to-market strategy disciplines
• Experience managing a high performance global teams
• Proven track record of developing and implementing revenue and growth strategies for multi-product SaaS or eCommerce/FinTech businesses
• Analytical - You are able to dissect a sales forecast and identify the implications, risks, and inconsistencies and identify where actions / programs / analysis is needed
• Revenue Systems and Process Experience - You understand how B2B / SaaS sales processes and workflows run across the marketing, sales development and field sales funnels and their underlying systems
• Proven experience leading teams, unblocking for and growing careers of revenue operations professionals
• Experience with sales and analytics applications (Salesforce, Salesloft, Varicent, Looker Studio, Tableau, PowerBI) with SQL skills a “nice to have”
• Thrive on change - Commerce is always evolving, Shopify is ever-changing, and change is constant
• You love your craft - You have a demonstrated ability to influence and drive alignment and action with stakeholders across sales leadership, finance, data science, marketing, and revenue operations
• Merchant obsessed - You are customer-focused and do the right things the right way every time

Additional Information

We know that looking for a new role can be both exciting and time-consuming, and we truly appreciate your effort. And remember, we want to know what you're really interested in building and why you want to build it at Shopify, so please give us as much detail on this as you'd like in the answers on the next page.