Head of GTM Operations & Strategy, Vanta

• 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

Desirable

• 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