What You'll Do
- Partner closely with the Chief Revenue Officer to shape and execute go-to-market strategy across new business, expansion, and renewals.
- Improve sales effectiveness by enhancing win rates, pipeline coverage, and the efficiency of the sales cycle through cross-functional collaboration.
- Lead a growing team of revenue operations professionals, including analysts, systems specialists, and deal desk operators.
- Own the accuracy and integrity of revenue forecasts and pipeline reviews, ensuring transparency and accountability across leadership.
- Orchestrate the rhythm of business processes, including quarterly forecasting, pipeline inspections, executive briefings, and board-level reporting.
- Translate strategic goals into measurable objectives, KPIs, and initiatives tied to revenue growth, net revenue retention, and operational efficiency.
- Establish and maintain a unified source of truth for GTM performance metrics and analytics.
- Define and enforce commercial policies, overseeing a strategic deal desk that balances speed, risk, and economic sustainability.
- Design and manage performance-based compensation structures, including quotas, territories, accelerators, and incentives.
- Develop market coverage models that optimize account segmentation, geographic alignment, and sales rep productivity.
- Advance an AI-powered GTM technology stack to automate workflows, enhance data quality, and increase seller efficiency.
- Continuously refine go-to-market processes and enablement programs, serving as the connective layer between revenue teams and broader organizational functions.
Requirements
- 8–12+ years of experience in go-to-market strategy, revenue operations, or business operations within B2B SaaS or platform companies, with exposure to subscription or usage-based models.
- 5+ years leading diverse teams in sales or revenue operations, including analysts, systems managers, and operations leads.
- Proven track record managing large-scale revenue forecasting, pipeline analytics, and performance reporting with measurable improvements in predictability and visibility.
- Experience guiding commercial governance, including discounting policies, contract approvals, and cross-functional alignment with Finance and Legal.
- Hands-on experience designing and managing scalable sales compensation plans, quota frameworks, and territory strategies.
- Ability to thrive in fast-moving environments and lead teams through periods of change and growth.
Preferred Qualifications
- An MBA or advanced degree is a plus, though not required.
Benefits
- Culture of Innovation & Collaboration – Work in an environment that encourages creative problem-solving and teamwork.
- Drone Certification – Receive company-supported training and certification to gain hands-on experience with drone technology.
- Flexible Work Arrangements – Operate in a remote-first environment with scheduling flexibility aligned to U.S. time zones.
- Paid Family Leave – Access time off to support family needs during major life events.
- Comprehensive Healthcare Coverage – Benefit from medical, dental, and wellness plans tailored to support personal health.
- Career & Growth Development – Pursue continuous learning and internal advancement opportunities.
- Flexible PTO – Take time off as needed, with trust and autonomy in managing work-life balance.
- Employee Referral Bonus – Earn rewards for referring qualified candidates who join the team.
