Vice President, Revenue Operations

Elemica is seeking a Vice President of Revenue Operations to oversee all aspects of Go-to-Market (GtM) operations for our commercial teams.

The right candidate will oversee operations activities for sales, marketing, and customer success, including GtM design (territories, quotas, and coverage model); rules of engagement for field (sales, success) roles; compensation strategy and commission plans for commercial roles; enablement strategy, content and operations for commercial roles; territory and account planning processes and quarterly business reviews; market strategy reviews; business ownership of the marketing/sales/customer tech stack; and forecasting, reporting and analysis for commercial metrics including marketing funnel metrics (lead-to-opportunity), sales funnel progression (sales stages and cycle times, win rate), and customer metrics (GRR, NRR).

The role requires close coordination and partnership with key corporate functions, including Finance, HR, and IT, as well as alignment with Product Management and Solution Architecture. The successful candidate will help Elemica meet business growth objectives, working in partnership with Sales, Customer Success, and Marketing. Reporting to the Chief Commercial Officer, the Vice President of Revenue Operations will manage a Commercial Operations & Enablement team.

This position can be based anywhere in North America, the United Kingdom, Netherlands, and Germany

What’s in it For You?

• Competitive Total Reward Packages
• Health & Voluntary Insurance Options
• Paid Time Off & Holidays
• Retirement Savings Program & Bonus Program
• Quarterly Employee Engagement Events
• Wellness & Mental Health Initiatives
• Generous Employee Referral Program

The Ideal Candidate Will Deliver:

• Strategic leadership in developing and executing GtM strategies that drive revenue growth and market share
• A high-performing commercial operations function, including associated processes and enablement
• Metric development and measurement across new business, renewal, and expansion opportunities
• A customer-centric mindset, ensuring that all commercial activities are focused on delivering exceptional value to our customers
• Territory planning that maximizes Elemica’s revenue opportunity across channels
• Exceptional CRM user adoption, technical innovation, and sales measurement

What You’ll Do

• Design and execute Commercial Operations strategies to deliver revenue and growth targets
• Manage Commercial Operations team, Salesforce admin, reporting, sales/commercial enablement and project management
• Collaborate with internal teams to develop and execute GtM strategy
• Partner with sales, customer success & marketing to optimize the marketing and sales funnel, ensuring high lead conversion and win rates, and improving GRR, NRR and CSAT
• Understand how to impact key commercial metrics, including SaaS Magic Number/LTV-to-CAC, lead conversion and demand gen, sales funnel progression and win rate, cycle times, average deal size and contract length, GRR, and NRR using a multi-modal approach that includes enablement, market strategy, territory/account planning, operational reviews, and compensation plans
• Ensure that the commercial team is enabled to meet or exceed targets for pipeline value, pipeline volume, pipeline quality/mix, bookings, revenue, profitability, and customer satisfaction
• Develop sales compensation plans, territory/account planning processes to drive effective sales coverage
• Oversee the Deal Desk and ensure streamlined commercial processes
• Support M&A activities and develop plans to integrate new commercial teams and customers
• Deliver precise performance reporting to the Marketing, Sales, & CS leadership teams
• Partner with HR and product management to deliver an end-to-end Sales Enablement program including Onboarding, Product Certification, and ongoing Training
• Coordinate events including Sales Kickoff, QBR, and other meetings to ensure productivity and value
• Provide regular reports and updates to senior leadership on the performance of the commercial team
• Partner with the CCO to refine strategies and help Elemica reach growth objectives

What We’re Looking For:

• 10+ years of Sales Operations experience (or Marketing Ops or RevOps)
• Familiarity with SaaS metrics required
• Commercial Operations Metrics and Analysis:
• Experience in capturing, reporting, and analyzing key commercial metrics, encompassing marketing funnel metrics, sales funnel metrics, and customer success metrics such as:
  • Marketing funnel progression/L2O
  • Cost per lead/win
  • Return on Marketing Investment (RoMI) or Return on Advertising Spend (RoAS)
  • Sales funnel progression/cycle times
  • ADS (Average Deal Size)
  • ACL (Average Contract Length)
  • Productivity metrics
  • GRR (Gross Revenue Retention)/NRR (Net Revenue Retention)
• Sales Forecasting and Alignment with Finance/FP&A:
  • Proficiency in sales forecasting methodologies and ensuring alignment with Finance/Financial Planning & Analysis (FP&A) functions.
  • Demonstrated success in developing Sales Strategy and leading Sales Planning
  • Expertise managing Salesforce.com and sales reporting tools
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