The VP of Revenue Operations will report to the CRO and be a strategic and operational business leader who will be responsible for all aspects of Virtana’s growing Sales Operations function, including Strategic Go-to-Market Planning, Order Operations, Forecasting/Analytics, Systems/Tools and Compensation/Quota. This role sits at the epicenter of the commercial operations of the company. While this role owns a wide set of responsibilities, including people management, it is a hands-on role, requiring a person who understands the importance of team and relationship development. The successful candidate will be a strategic individual with 7-10 years of sales operations and management experience in a rapidly growing start-up environment. SaaS business experience is a must.
Role Responsibilities
Strategic Go-to-Market Planning:
- Partner with CEO, CFO, and CRO to develop planning cadence.
- Drive annual planning process.
- Work closely with senior leadership to develop and execute GTM transformation strategies that accelerate revenue growth.
Order Operations:
- Operational administration and management of the sales and booking process.
- Owns, defines and implements processes that the Sales Reps utilize when managing and closing sales opportunities.
- Oversight of sales processes, ensuring that the Sales Reps accurately and faithfully follow the Virtana sales process in their day-to-day sales tasks and when booking orders.
- Quote to Cash - Management of the booking process, from Order Form generation, liaising with Virtana legal, Deal Desk approval and opportunity approval, and collection and publishing of contract terms and post-sales metadata.
Forecasting:
- Reporting and analytics rely heavily on SFDC and Tableau.
- Owns scoping reporting and analytics to help build efficiencies and sales efficacy through standardized processes and reporting.
- Develops sales and management reports for daily, weekly and quarterly use, and develops process improvements as needed to support special requirements such as channel/partner transactions and global accounts.
Sales Compensation and Quota:
- Sets territories with the CRO and CFO.
- Develops a quota plan and incentives to accomplish company strategy and bookings targets with the CRO and CFO.
- Measures attainment against quota and work cross-functionally with Finance on commissioning.
Systems:
- Salesforce.com for SFA and Forecasting
- Tableau for reporting
- Salesforce CPQ
- Administration and operationalization of product/SKU list
Other Responsibilities:
- Work cross-functionally with Finance, Legal, HR, Sales, and Marketing building a collaborative team approach to problem-solving.
- Support the Business Operations and Accounting & Finance teams with ongoing improvement to sales processes.
- Administration of all sales process flows and information in salesforce.com and Salesforce CPQ.
- Training and support of Sales Reps to utilize Virtana sales tools and resources, and to ensure proper management of Accounts and Opportunities in salesforce.com
- Regular review of Accounts and Opportunities and in-process bookings with VP of Sales and Sales Reps
- Development of a variety of reports from salesforce.com, and management of commission calculations
- Continuous process improvement and efficiency design
Qualifications:
- 5-7 plus years of sales operations/business operations experience.
- Experience working in a growing start up environment strongly preferred.
- Recent experience as a Director/Senior Director of Sales Operations with global responsibility.
- Experience in a business with multiple business models and GTM segmentation.
- Bachelor’s degree.
- Strong organizational skills, attention to detail, ability to prioritize and meet deadlines.
- Experience in a SaaS business, ideally with business model transformation experience (migration to ARR).
- Ability to multi-task in a fast-paced environment with fluctuating priorities and deadlines.
- Ability to work without direct supervision, and efficiently manage tasks and time.
- Ability to effectively manage a direct team, both local and remote.
- Merger and acquisition experience.
About Virtana: Virtana delivers the industry’s only unified software multi-cloud management platform that allows organizations to monitor infrastructure, de-risk cloud migrations, and reduce cloud costs by 25% or more.
