Head of Revenue Operations

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.

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 person.

• Revenue Operations & Analytics:

  • Manage sales budgets, resources, and tools for optimal operational efficiency.

  • Manage sales operations teams who support activities such as forecasting, reporting, territory planning, quota setting, compensation planning, and tooling. 

  • Manage Customer Engagement Desk and Monetization Strategy.

  • Collaborate with internal teams for a cohesive and effective approach to sales operations.

  • Provide quarterly revenue and customer impact reports for ELT and SAI Board.

A successful candidate will have: 

• 15+ years of Sales and Operations experience; 7+ years in a management role.

• Extensive experience in demand generation, focusing on B2B, B2C, ABM, and channel driven sales.

• Highly analytical, with a unique ability to leverage operating data as a roadmap to customer and revenue growth.

• Proven ability to cultivate and lead a best-in-class Revenue Operations team supporting aggressive growth at scale.

• Strong skills in communication, analysis, and program management.

• Proficiency in CRM (especially SalesForce) and analytics tools.

• Bachelor’s degree in Marketing, Business, or related field.

Culture Index Survey: As part of our recruitment process, we are utilizing Culture Index. To proceed with your application, please click on the link provided to fill out the survey: https://go.cultureindex.com/s/5Gl1qSthKY

Where you’ll be working:  We proudly support a collaborative remote environment for our globally distributed teammates, while also using our Boulder office as a resource. #LI-Remote

Compensation: Scaled Agile is committed to fair and equitable compensation practices. The target salary range for this role is $160,000 - $180,000. Final compensation for this role will be determined by various factors such as a candidate's relevant work experience, skills, and certifications.

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

SAI is committed to providing opportunities for professional growth. This position is also posted internally. 

Employees of Scaled Agile are also compensated with a competitive benefits package including medical, dental, vision, optional insurance products including identity protection and pet insurance, 401K with a match, flexible paid time off, and company paid sabbatical after six years of service, bonus plan, and equity options.

Wondering if you should apply?

As a company that helps organizations embrace and turn change into opportunity, we’re looking for teammates with diverse experiences who thrive on applying their knowledge in new ways. You don’t need to meet every listed qualification to apply. If you’re motivated by an iterative approach to growth, learning, collaboration, and relentless improvement, we want to hear from you.

Work Differently. Build the Future.