Director, Revenue Execution

At Olo we develop an online food ordering platform used by many of the country's largest restaurant chains, reaching millions of consumers. Chances are if you've ordered directly from a restaurant brand's app or website, we've made that happen.
Reporting to our VP, Revenue Operations and Productivity, as Olo's Director of Revenue Execution, you'll play a key role in boosting our sales effectiveness and revenue growth. Your mission will be to partner closely with sales leadership, ensuring smooth deal flows, accurate sales forecasting, and clear visibility into bookings and renewals. You will spearhead new commercial strategies, develop pricing policies, and work with various teams to ensure sales excellence.
You can work remotely from anywhere in the U.S. or at Olo’s headquarters in NYC.

What You'll Do

• Deal Desk Management: Create and enhance the deal desk to facilitate quicker deal closures, focusing on effective processes and package offerings.
• Support for Deals and Contracts: Coordinate with legal and finance teams to streamline contracting processes, aiming for beneficial outcomes for both customers and Olo.
• Renewals Strategy: Develop strategies for contract renewals and subscription management to maximize customer retention and revenue.
• Customer References: Manage the process for providing customer references to potential clients, ensuring a good match between product offerings and customer needs.
• RFP Process Optimization: Improve the Request for Proposal (RFP) process to ensure timely, high-quality responses that open up future business opportunities.
• Sales and Revenue Process Enhancement: Refine the sales and revenue processes for better deal flow efficiency and accurate sales forecasting.
• Forecasting Accuracy: Implement systems and processes for more precise forecasting of sales bookings and renewals.
• Pricing and Packaging: Design and adjust pricing strategies to balance revenue maximization with market demand and customer satisfaction.

What We'll Expect From You

• 8+ years in a leadership role within revenue or sales operations, focusing on contract and order management, or deal desk functions.
• A deep understanding of QTC (Quote-to-Cash) processes, highlighting your ability to streamline and optimize these critical business functions.
• Demonstrated success in managing complex deal structures, negotiations, and contracts with enterprise-level customers, showcasing your ability to navigate and close high-value deals.
• Direct experience in the B2B SaaS sector, with a strong grasp of key SaaS metrics (e.g., ARR, MRR, churn rate) and their impact on deal structuring and company performance. 
• Exceptional analytical skills, including proficiency in analyzing pricing models, margin analysis, and various financial metrics to drive profitability and strategic decision-making.
• Strong communication and negotiation abilities, capable of effectively managing relationships with both internal stakeholders (including sales, finance, legal teams) and external customers to achieve optimal outcomes.
• Demonstrated ability to lead and mentor a deal desk team, fostering a collaborative work environment and aligning the team with overarching sales objectives.
• Strong problem-solving skills with the capability to manage and resolve complex deal scenarios under tight deadlines, ensuring business continuity and customer satisfaction.
• Legal and Compliance Knowledge: A solid understanding of contract law, with hands-on experience in contract negotiation and drafting, particularly related to software licensing and subscription agreements. 
• Knowledge of compliance issues, data privacy laws (e.g., GDPR), and other regulatory requirements affecting SaaS agreements is essential.
• Ability to strategically align deal processes with business objectives, identifying risks and opportunities in proposals, and implementing plans to improve deal velocity, profitability, and success rates.
• A commitment to continuous improvement, using data and feedback to refine and enhance deal processes and strategies effectively.
• Technological Proficiency: Experience with order management and quoting systems (e.g., CPQ & CLM) such as Salesforce (SFDC), Lexion, DocuSign, Subskribe, etc., demonstrating your ability to leverage technology for efficient deal management and operational excellence.

About Olo
Olo is the engine of hospitality powering the restaurant industry's digital transformation. As a leading open SaaS platform, we enable over 700 restaurant brands to jointly reach 85 million connected guests across approximately 80,000 locations. More than two million orders per day run on Olo's platform, allowing brands to maximize the convergence of digital and brick-and-mortar operations while raising the bar on hospitality. The result: bran