Company Description

Take a seat on the Xplor rocketship and join us as the VP of RevOps in Atlanta, GA to help people succeed across the world.

From dropping your kids off at childcare, getting something at home repaired, going to the gym or a fitness studio, to picking up your dry cleaning — our software, payments, and commerce-enabling solutions help everyday life businesses to overcome obstacles and form great relationships with their customers.

Job Description

Xplor is seeking a VP of Revenue Operations to lead our growing global Revenue Operations team, which supports our everyday life software and payments verticals.

The Revenue Operations team collaborates with commercial leaders to strategize and operationalize optimal end-to-end systems and business workflows that deliver predictable revenue growth across marketing, sales, contract renewals, and expansion through system enablement, rigorous processes, and data visibility.

The right candidate will drive the creation of the global revenue operations strategy across three verticals that span markets, go-to-market models, and global geographies (North America, Europe, and Asia-Pacific). The strategy includes the selection and roll-out of the optimal commercial technology stack supported by workflows and KPIs needed to support revenue growth plans. They will also manage the day-to-day Revenue Operations function ensuring the team is delivering the necessary data intelligence to key stakeholders (business unit general managers, sales & marketing leaders, etc.) driving performance transparency, accountability, and predictability through all levels of the commercial organization.

Primary duties and responsibilities

• Act as a trusted business partner to commercial leaders (i.e., software vertical CROs) across the organization providing strategic counsel on all topics related to driving revenue growth
• Drive the development and execution of a strategic vision for Revenue Operations, leveraging prior experiences to create the evolution roadmap for this function and, equally important, with passion and credibility, effectively gain support for this vision throughout the organization
• Work with revenue owners to develop the supporting infrastructure (processes, systems, KPIs) necessary to support the sales go to market (GTM) models necessary to meet or exceed financial targets
• Lead and support the revenue operations team, using a hands-on player-coach model, ensuring they are effectively supporting the holistic revenue organization, including actively tracking key trends in lagging/leading metrics, including lead pipeline, full funnel conversion rates, staff productivity, weekly forecasts, churn, and expansion indicators
• Develop, maintain, and standardize revenue related KPIs across all vertical software business units to ensure established revenue targets are achieved
• Lead the correct adoption of Salesforce and other supporting systems to ensure maximum data visibility into performance trends
• Oversee Sales Planning, Pipeline Management & Forecasting such as partnering with Revenue leadership to design and manage territories and books of business or designing the optimal comp plan structure to drive desired behaviour
• Partner with Finance to ensure commercial operational targets and actuals (i.e., bookings and/or commission expense) feeds into financial model for accurate translation to recognized revenue and expense 
• Ensure pricing, discounting and legal guidelines are followed and that internal processes run smoothly to support achieving company growth objectives
• Partner with the CIS/IT team to drive the proper selection, deployment and adoption of commercial enabling tools (such as Salesforce) across diversified businesses globally
• Help identify, design, and deliver system implementations projects, processes and tools that drive revenue and enable commercial teams (sales, marketing & customer success) to achieve objectives
• Help create a repeatable process for maintaining data quality of accounts in SFDC and connected business systems
• Create processes and controls to ensure data integrity and promote operational efficiency
• Closely align with all commercial functions to create a holistic view of full funnel performance by channel, starting with leads to paying customers with the goal of minimizing customer acquisition costs and allocating investment based on channel ROI
• Improve sales & marketing efficiency by enforcing processes, policies, change management protocol, business requirements, and data governance to ensure effective and scalable processes
• Build and maintain an inclusive, diverse, high-performing team by driving effective onboarding, on-going training, retention with a strong hybrid (remote and in-office) culture
• Build strong working relationships with executives and key leaders across GTM teams (i.e., product, engineering, marketing, information technology and finance) and influence the goals and priorities of stakeholders
• Support executive deliverables such as Board Reviews, Executive QBRs, strategic planning, and more as needed

Leading people at Xplor

 Leaders at Xplor are tasked with bringing our culture and values to life. The Xplor culture is rooted in inclusive, innovation, personal growth, and impact. As a leader at Xplor you will:

• Attract, develop, inspire, and retain a high performing team
• Exhibit a desire to help their team members succeed and invest time in their development and growth
• Collaborate and openly debate with the team to manage projects, solve problems, discuss challenging issues, or learn more about critical issues as a group
• Delegate tasks thoughtfully to free up capacity to work at a strategic level
• Work with Xplorers in the team to establish clear, challenging performance goals and metrics for the year
• Use the Xplor performance management and goal setting process to monitor projects and deliver results that exceed expectations and regularly review team progress against plans
• Act as an enterprise leader sharing best practice and driving Xplor wide initiatives

Qualifications

• 5+ years’ experience leading an effective Revenue Operations team in a demonstrated growth SaaS technology company using a Salesforce technology stack 
• Demonstrated experience in building an effective revenue operations function from ground-up, based on Salesforce, in an organization with multiple product lines and go-to-market models.
• Highly skilled in the Salesforce platform with the proven ability to converge the system capabilities with optimal internal processes to deliver end-to-end data intelligence (starting with lead capture and spanning through the customer life cycle) needed to meet targets and drive revenue growth.
• Ability to evaluate existing processes (i.e., sales motions) and procedures (i.e., discounting) and re-engineer them to optimize productivity and revenue growth
• Ability to provide consultative input to revenue owners regarding commercial performance and productivity analysis and suggest optimal solutions for problem areas.
• High attention to detail and ability to lead team in delivering clear and concise insights and recommendations to stakeholders.
• Proactive, self-motivated learner and team player with a strong drive to achieve personal goals and team goals.
• Motivated by a fast-paced matrix environment where you will have to constantly adapt - no two days are the same!
• Puts team before self to ensure the organization is delivering for our key stakeholders (customers & investors)
• You align with our four core values, and you are simply a good human

Additional Information

What does it mean to work for Xplor?
Our four core values - Make life simple, build for people, move with purpose and create lasting communities - are key to who we are and guide us from how we hire to how we recognize our team members.

Some of the perks of working with us: 

• Flexible PTO
• 4% 401k Match
• 12 weeks Gender Neutral Paid Parental Leave for both primary and secondary career
• Unlimited access to Udemy for Business and time devoted to growing you and your career
• Unparalleled opportunities to learn and accelerated career development
• Access to mental health support
• A collaborative, team environment with people who truly love what they do
• Fully flexible work arrangements

More about us
We’ve recently expanded our reach by merging the two software and payments powerhouses TSG and Clearent. The resulting company is Xplor Technologies serving over 82,000 businesses that processed over $27 billion in payments, operating across 158 countries in 2020. Xplor is headquartered in the United States in Atlanta, GA, with operations across North America, Australasia, Europe, and the United Kingdom. We now have over 2,000 Xplorers, working across five “everyday life” verticals: Education, Health and Fitness, Boutique Wellness, Field Services and Personal Services

All your information will be kept confidential according to EEO guidelines.

Sheryl Sandberg once said, “If you're offered a seat on a rocket ship, don't ask what seat! Just get on.” We couldn't agree more. So, are you ready to get on board?

To learn more about us and our products, please visit www.xplortechnologies.com/us/careers. 

Xplor is proud to be an Equal Employment Opportunity employer. We're dedicated to attracting, retaining and developing our people regardless of gender identity, ethnicity, sexual orientation, disability, veteran status and age. Applications are encouraged from all sectors of the community. 

All Information will be kept confidential according to EEO guidelines. 

We promote flexible working wherever we can, so whether you prefer to be fully remote or in an office, the choice can be yours. 

We’re committed to replying to each application and look forward to getting in touch with you soon.