Vice President of Revenue Generation and Renewal, Amplify
$160-190k
+ Eligible for commission and an annual discretionary bonus
K-12 curriculum & assessment publisher
Job no longer available
K-12 curriculum & assessment publisher
1001+ employees
Job no longer available
$160-190k
+ Eligible for commission and an annual discretionary bonus
1001+ employees
Company mission
To help educators create the next generation of scientific innovators as well as citizens who are sceptical, curious, and evidence-based thinkers.
Role
Who you are
- College degree or equivalent experience
- 5+ years leading account management, renewals teams, or equivalent experience
- 7+ years of experience leading sales or revenue operations teams, including number-carrying sales professionals, sales or marketing operations, or equivalent experience
- 7+ years of CRM or Salesforce.com experience
- Track record of building reporting structures and leveraging insights within Sales and Marketing data sets to inform strategic decision-making
- Experience managing and supporting stakeholder relationships in a matrixed structure
- Travel required (about 10-15%)
Desirable
- MBA or other relevant advanced degree
- 10+ years of experience leading account management, sales or revenue operations teams
- 10+ years’ experience in the K-12 education space
- 10+ years of work experience in a fast-paced corporate environment
- Proven ability to collaborate and work effectively in a team environment with shared responsibilities
- Interest in enhancing industry and product knowledge through self-study, training, and experience, including adoptions, sales cycle processes, and business systems
What the job involves
- The Vice President of Revenue Generation and Renewals is instrumental in addressing the Sales organization's revenue operations and renewal needs
- The role will lead the Revenue Generation and Renewal team, which is made up of Business Development, Sales Development, Strategic Sales Support, and Renewals
- The objective of this role is to lead top-of-funnel development teams toward key metrics that develop pipeline opportunities for the Sales team
- The role also involves working in conjunction with Sales Executives and Customer Success Managers to drive renewal and expansion efforts in our customer base and support all revenue
- This position demands a strategic leader with a comprehensive understanding of revenue operations, a knack for optimizing sales processes, and a passion for enhancing the customer experience
- This role reports to the Senior Vice President of Sales Operations and Enablement
- Develop and implement a comprehensive revenue operations strategy aligned with company goals
- Drive the integration of Business Development, Sales Development, and Renewals teams to ensure streamlined operations and enhance team efficiency, productivity, and performance
- Build a high-performing team by developing and retaining top talent
- Partner with other Revenue Operations Leaders to optimize processes, improve data quality, and prioritize systems roadmap projects to meet our business goals of growing revenue and operational excellence
- Ensure that systems and processes align with the sales professionals' daily workflows, including, but not limited to, spending time in the field with the team and customers
- Work with the SVP of Operations to establish KPIs for pipeline integrity and management related to revenue operations
- Establish KPIs and metrics to evaluate the performance of revenue operations
- Generate regular reports to assess team performance and identify areas for improvement
- Foster a collaborative environment between revenue operations and other departments, such as Sales, Marketing, and Customer Success
- Communicate efficiently across departments to ensure alignment and drive a unified approach to revenue generation
- Build consensus among diverse stakeholders with differing needs and/or positions within the company
- Set and own an outbound prospecting number with the Business Development Manager
- Work with the team manager to ensure the team is hitting the goals and has the necessary tools and resources
- Work with other sales leaders to develop outbound strategy and deploy Business Development Representatives in the right markets as needed
- Envision, develop, and successfully delegate the implementation of a comprehensive renewal strategy to increase subscription renewals, gross renewal rates, and minimize churn rates
- Utilize data and analytics to monitor customer usage patterns, feedback, and behavior. Make data-driven decisions to enhance renewal rates and inform account revenue expansion
- Analyze reports and other data sources on renewal and retention metrics, presenting insights and recommendations for increasing recurring bookings
- Use Salesforce Dashboards and Reports to oversee the inputs of renewal forecasts, ensuring accurate and timely reporting to senior leadership
- Lead and mentor a team of Renewals and Retention managers, providing guidance, support, and performance metric guidelines
- Establish and monitor KPIs to measure the effectiveness of initiatives and model performance management strategies to drive continuous improvement
- In collaboration with Sales and Customer Success, envision, develop, and delegate a comprehensive cross-sell and upsell strategy to increase account revenue expansion
- Collaborate with Sales Systems to identify enhancements to CRM and sales engagement tools to increase recurring bookings and efficiencies and meet targets
- Identify and implement process improvements for opportunity management with our National Strategic Sales Team
- Establish and monitor performance metrics for the strategic sales team
- Coach the strategic sales team on proven selling strategies throughout the customer lifecycle and ensure the team has the necessary program content knowledge to sell Amplify Products effectively
- Establish and implement with the Strategic Sales Team best practices and processes for leveraging organizational resources on their behalf, including:
- Presentations
- Sampling strategies
- Leads follow-up and ROI
- RFP and bid proposals
Our take
Since launching as Wireless Generation in the year 2000, before rebranding in 2012 after News Corp acquired the company, Amplify has grown into one of the leading providers of K-12 curricula, assessment and supplemental programs for ELA (English Language Arts), Math and Science.
The EdTech market has been growing rapidly for the last decade and more, and its value is expected to surpass 230 billion by 2030. This growth means that the company has plenty of competition from the likes of Khan Academy and Kaplan Test, but the fact that Amplify is used by around 10 million students puts it in a very strong position.
After a major growth funding round in 2021, Amplify acquired digital math tools developer Desmos. This is in keeping with its commitment to strategically acquire high-performing education companies in order to expand its own tech and product offerings.
Freddie
Company Specialist at Welcome to the Jungle
Insights
23% employee growth in 12 months
Company
Funding (last 2 of 3 rounds)
Oct 2021
$215m
GROWTH EQUITY VC
Mar 2021
$0.1m
GRANT
Total funding: $263.3m
Company benefits
- Full benefits: Our health insurance options include health, dental, and vision coverage for spouses, domestic partners, and children—effective on your date of hire. We make a generous contribution to all employee HSA plans, which can be used to cover eligible health expenses. We offer unlimited paid time off, a 401(k) plan with an employer match, long- and short-term disability, and employer-sponsored employee life insurance. We offer paid parental leave, backup childcare and backup eldercare. On top of all that, we also provide our full-time employees with a robust voluntary benefits program that includes coverage options for everyone in the family, including pets.
- Opportunities for inspiration: Amplify believes in the importance of supporting charitable nonprofits in the communities where we live and work. We encourage employees to support organizations that promote the welfare of children and families in the areas of education, health, and social services. One way for employees to give back is through our Volunteer Time Off program, which allows employees to take 16 hours each year to contribute to an eligible charitable or nonprofit organization.
- Tuition reimbursement: Full-time employees who are enrolled in an accredited college or university course related to their areas of work are eligible to receive tuition reimbursement.
Company HQ
Dumbo, NY
Leadership
Larry Berger
(Co-Founder & CEO)Co-founded Wireless Generation in 2000 and was CEO until News Corp bought the company in 2010, becoming President and then CEO of Amplify post-acquisition. Serves on the boards of Touch Press, the Academy of American Poets, Lapham’s Quarterly, the Institute for Sustained Attention, and the Southern Education Foundation.
Catherine Mackay
(COO & President)Catherine joined Amplify in 2014 as a Consultant of Amplify Learning. She quickly moved into the role of GM and SVP of Middle School ELA, then CEO of Amp,ify New Curriculum before becoming COO in 2018. Prior to Amplify, she spent 8 years at Tablet Hotels (acquired by Michelin) as the Head of Business Development and Director of the Operating Board.
LaShon Ormond
(CIO)LaShon joined Amplify in 2011 as a Project Manager. While at the company, she's held a number of roles and moved into the role of Chief Impact Officer in 2023.
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