Head of GTM Operations & Strategy

We are seeking an experienced Head of GTM Operations & Strategy who will be responsible for optimizing the effectiveness of the Revenue organization through the development, implementation, and maintenance of a range of sales operations functions. This person will work closely with key cross functional stakeholders to insert operational rigor into our revenue forecasting, deal management, revenue analytics, and data governance functions.

This role will report directly to the Chief Revenue Officer.

What You'll Do

• Lead global sales, customer success, and partnership operations
• Develop Go To Market strategy in partnership with the Chief Revenue Officer, providing data-based insights into performance, market opportunities, and potential threats
• Lead an enablement team to onboard and train for world class execution
• Own Go To Market strategy and analytics
• Manage the design, procurement, and ongoing function of the company’s business systems, including all Go To Market tooling
• Manage a high performance cohort of functional area directors, building strong culture, performance management, and career development frameworks

Operations, Enablement, and Analytics:

• Act as a primary business partner to the finance organization and Chief Financial Officer
• Own forecasting, productivity, and performance metrics across all revenue teams and drive accountability/results within GTM leader
• Own deal desk including: deal structure strategy, non standard deal, and discounting approval framework (in consult with Finance)
• Drive organizational change management processes to maximize impact while minimizing disruption to the business
• Oversee sales operations processes, including the process optimization, validation of orders, compensation, territory management,  pricing, contracts, and billing
• Oversee and enforce data and process governance, integrity, and hygiene
• Develop a best-in-class staff of analysts that serve as key business partners to revenue leaders who build key “source of truth” views

Strategy & Planning:

• Act as an intermediary between leadership, finance, and cross functional teams when modeling annual headcount planning, bookings targets, and other key annual planning modeling outputs.
• Strategically plan, manage, and maintain territories. Both to launch a new fiscal period but also as headcount growth occurs throughout a year.
• Strategically plan and implement incentive plans and targets in concert with Vanta’s revenue plan
• Work closely with senior sales executives, Head of Legal, and CFO
• Assist in providing analytics framework for regular business reviews and annual planning cycles

Systems:

• Provision reporting and business intelligence systems, including building “single pane of glass” visualization and providing standardized data reporting packages to leadership
• Drive systems change management processes for optimized performance and cost
• Oversee Salesforce integrations & data governance requirements

How To Be Successful In This Role

• Minimum 10 years of revenue operations experience in SaaS
• Experience in a high growth environment within a growth stage company
• A world class written and verbal communicator with the ability to present at all levels
• A proven history of being able to influence and rally diverse stakeholders using both qualitative and quantitative insights
• Ability to not only dive into details to drive execution but also zoom out to contextualize specific recommendations/initiatives within the broader Vanta strategy
• Ability to multi-task by prioritizing work and coordinating required support across various functions to achieve project goals and objectives
• Experience implementing and scaling initiatives across globally dispersed teams
• Experience in designing and implementing sales and success programs for technology, channel, and services partners
• Foster a team environment where team understands operational vision and career growth strategy

Additional Desirable Skills

• Experience leading distributed operations teams across multiple global timezones
• Experience with product-led growth business models

Pay Range: $281,000-$330,000; If you are offered the position, your offer amount will be based on your experience.

What You Can Expect As A Vantan:

• Industry-Competitive Salary and Equity
• 100% covered Medical, Dental, and Vision Benefits with Dependents Coverage
• 16 Weeks Fully Paid Parental Leave for All New Parents (Moms, Dads, Adoptive, Foster)
• Health & Wellness Stipend
• Remote Workspace Stipend
• 401(k) Matching Plan
• Flexible Work Hours and Location
• Open & Encouraged PTO Policy
• 9 Company Paid Holidays
• Free Memberships to Online Wellness Platforms (One Medical, Ginger, Headspace, and more!)
• Virtual Team Building Activities, Lunch and Learns, and other Company-Wide Events
• Offices in SF and NYC with Hubs of Vantans forming across the US, including but not limited to, Seattle, Austin, Indianapolis, LA, Boston, and more!

At Vanta, we are committed to hiring diverse talent of different backgrounds and as such, it is important to us to provide an inclusive work environment for all. We do not discriminate on the basis of race, gender identity, age, religion, sexual orientation, veteran or disability status, or any other protected class. As an equal opportunity employer, we encourage and welcome people of all backgrounds to apply.