Vice President, Sales and Revenue Operations

How you will impact the organization…

We are seeking an experienced VP of Sales Operations to build and lead our sales operations function. The VP of Sales Operations will report directly to the Chief Revenue Officer (CRO)/EVP Operations acting as their strategy advisor and sparring partner. This role will work closely with the SVPs of Sales, Marketing, and Services to measure, monitor, and maximize the performance and efficiency of all GTM functions, including but not limited to sales planning, forecasting, governance, analytics and reporting, deal desk, sales compensation, systems (Salesforce), sales enablement, and program management. The VP of Sales Operations will play a pivotal role in driving the strategic and operational success of our entire GTM organization. Responsible for designing, implementing, and managing processes, tools, and technologies that enable our Sales teams to achieve our revenue and margin targets efficiently and effectively.

The value you will deliver…

Sales Strategy and Planning:

• Collaborate with the CRO, SVP of Sales, SVP of Marketing, and other team members and senior leadership to define the sales strategy and objectives.
• Ownership of key operations function including, but not limited to:
• Governance and Cadence
• Sales and Revenue 
• Planning
• Analytics and reporting
• Forecasting
• Sales compensation
• Sales Tech Stack and Systems
• Sales methodology
• Deal desk, pricing & order processing
• Sales enablement & program management
• Develop annual sales plans, quotas, and budgets aligned with corporate and department goals.
• Develop and continuously improve the GTM framework for functional and cross-functional use, including detailed descriptions of processes, systems, organizational set-up, terminology, etc., for the key operations functions.

Sales Process Optimization:

• Assess and refine the sales processes to maximize efficiency and productivity. Implement best practices to streamline lead generation, qualification, and conversion in close collaboration with the sales leadership team.
• Ensure a smooth handoff between marketing and sales teams, e.g., by managing lead distribution, facilitating systems, and processes for optimal sales execution, providing detailed and transparent reporting, etc.

Analytics, Reporting, and Forecasting:

• Establish key performance indicators (KPIs) and sales metrics to measure and report on team performance down to the individual contributor level.
• Develop and implement strategies to improve customer and revenue retention. Analyze consumption data, usage behavior, churn reasons, and identify areas for improvement to recognize and prevent churn throughout the customer base.
• Develop accurate sales/bookings and revenue/consumption forecasting models to provide sales leadership and executives with relevant data about the future of the business.
• Proactively develop and provide regular reports and dashboards to senior leadership, offering insights and recommendations, taking into account different stakeholders' interests (GTM leaders, executive leadership, finance function, board of directors, and investors).
• In close collaboration with the FP&A team as well as with the PTG group, develop detailed revenue forecasts, capacity forecasts, and relevant insights to enable these stakeholders to make informed business decisions.

Sales Technology and Tools:

• Under rigorous cost management, proactively and continuously evaluate, select, implement, manage, and challenge sales technologies and CRM systems to support sales operations. Renew and maintain technology stack strictly based on usage and productivity metrics.
• Oversee training and adoption of sales tools among the sales team.

Sales Compensation and Incentive Programs:

• Design and administer competitive and motivating sales compensation plans in close collaboration with the HR and compensation functions.
• Continuously review and adjust compensation structures to align with company goals and market trends.

Sales Governance, Forecasting, and Pipeline Management:

• Develop and manage a forecasting and lead-to-cash pipeline management governance and cadence model, including cross-functions and balancing the strategic and tactical goals of the organization.
• Develop accurate sales forecasting models to support the sales management in driving their teams for success accordingly.
• Monitor and manage the sales pipeline, identifying opportunities and challenges.

Deal Desk, Pricing, and Order Processing:

• Manage and continuously improve the deal desk function, including but not limited to RFP management, contract management, deal pricing, order processing, etc.
• Closely align with legal and product marketing on this function to continuously improve customer experience by ensuring a fully compliant, scalable, and smooth deal flow for all functions.

Sales Training and Enablement:

• Develop and maintain sales training programs for general skills as well as methodology and product know-how and ensure continuous development of the sales team in close collaboration with HR and product marketing.
• Foster a culture of learning, continuous skill enhancement, and growth within the GTM organization.

Change Management Change Agent:

• Challenge and improve processes, systems, strategies, and deliverables.
• Challenge legacy thinking and culture and implement effective change management guidance.

Compliance and Risk Management:

• Ensure the sales team adheres to company policies, legal requirements, and industry regulations.
• Mitigate risks associated with sales operations
• Perform other duties and responsibilities as required, assigned, or requested. Consensus reserves the right to add or change duties at any time.

What you will bring to the table…

• Bachelor’s degree in business, sales, or a related field (Master’s degree preferred).
• 15+ years of proven experience in a senior go-to-market/sales/revenue operations or related role.
• 10+ years of leadership responsibility in SaaS/Cloud Services space.
• Proven ability to develop and implement comprehensive revenue operations strategies encompassing planning, forecasting, analytics and reporting, sales  process optimization, and technology implementation to drive revenue growth and operational efficiency.
• Experience in developing and managing sales planning processes, including quota setting, territory management, sales methodology implementation, and performance tracking to maximize sales productivity and goal attainment.
• Expertise in streamlining sales processes, including deal desk operations, pricing, order processing, and implementing systems and governance to ensure efficient and scalable revenue operations.
• Expertise in optimizing sales processes, implementing and managing sales technologies (CRM, sales enablement tools), and driving sales enablement programs to improve sales effectiveness and streamline operations.
• Proficiency in CRM systems, marketing systems, and sales analytics tools.
• Strong relationship builder who excels in cross-functional collaboration and alignment.
• Strong analytical and problem-solving skills.
• Excellent communication and interpersonal abilities.
• Knowledge of sales methodologies, strategies, and best practices.
• Demonstrated ability to manage and develop high-performing teams.
• Results-driven mindset with a focus on achieving sales bookings and revenue targets.

Additional details…

• Location requirements: Hybrid (Los Angeles, Bay Area or Las Vegas)
• Travel requirements: Up to 15% travel
• Physical requirements: Must be able to sit for long periods, as well as, handle long periods of screen time.
• Technology requirements: Reliable, high speed internet
• Eligible for sponsorship: No

The salary range for this role is $225,000 - $235,000 USD annually. The total compensation package for this position is negotiable and may also include [annual performance bonus, ESPP, enhanced time off packages and benefits.]