Vice President of Revenue Operations, IANS Research
Information security insights & CISO guidance
Job no longer available
Information security insights & CISO guidance
201-500 employees
Job no longer available
201-500 employees
Company mission
To provide experience-based security insights for Chief Information Security Officers and their teams.
Role
Who you are
- This role requires a deep “leader-doer” expertise, combining exceptional strategic thinking and operational excellence as we continue to build the function internally
- 10+ years’ experience in Sales Operations, Revenue Operations or GTM management
- Experience creating and implementing successful sales process/methodology/sales playbook initiatives, with demonstrated knowledge of best practices
- Strong aptitude and experience using CRM to measure and drive performance and reporting (CRM Admin certification is a plus)
- Measurable experience with having a positive impact on business outcomes – win rate, quota attainment,
- Experience in executing change management initiatives with established approaches, using data-driven insights to improve sales productivity and performance, including owning the analysis, defining key objectives, and problem solving cross-functionally to achieve short and long term results
- Pursues win-win solutions with persistence, compromise, and respect
- Work collaboratively across functions, channels, and categories to align priorities, optimize resources and drive effective execution for growth
- Evaluate business trends, buyer insights and competitive activity using customer consumption and other available data to inform growth avenues
- Collaborative approach to establish strong relationships with HQ’s cross-functional teams to ensure success of initiatives and desired outcomes. These relationships depend on mutual trust and integrity in order to achieve expected results
- Exceptional time management and prioritization skills with the ability to streamline processes to execute projects and deliver results faster
- Agile innovator that thrives on change with demonstrated ability to identify opportunities for, and deliver results on, sales process automation resulting in increased sales productivity
- Strong communications and influencing skills - able to manage up or down in the organization
What the job involves
- As the VP of Revenue Operations, you will report to CFO and play a key role in aligning Processes, Systems, Analytics and Enablement, across all of our Revenue Teams (Marketing, Sales, CS) and product lines
- The VP of Revenue Operations has a multidisciplinary skill-set as it relates to people, management, organization and development and owns the productivity and efficiency of the entire Revenue Teams, partnering with leadership to reduce friction in the selling and growth process
- This role also works cross-functionally to manage & refine our CR/Tech ecosystem & data strategy, working cross-functionally to design processes aimed at increasing the efficiency of handoffs between our internal teams, in an effort to optimize the customer experience to fuel optimal revenue growth
- You will own and support across 4 critical functions of revenue operations: Strategic Planning, Process Improvements, Data & Insights, Systems & Tools:
- Strategic Planning: territory planning, quota setting, etc
- Process Improvements: sales process, compensation/commissions modeling, etc
- Data & Insights: revenue analytics, full funnel reporting, executive reporting, field performance management, etc
- Systems & Tools: CRM, Marketing & Sales automations, conversation intelligence, content management, etc
- Build the Revenue Operations roadmap (critical priorities and deliverables), ensuring it fully aligns and supports the wider company initiatives
- Manage functions essential to increase sales force productivity - territory planning, reporting, quota setting and management, sales process optimization and sales program
- Support the marketing, sales and CS teams with process improvement, enablement, reporting, and analytics relevant to their specific charters; and ensure all processes support our product strategy and deliver ideal customer experience
- Focus on quantitative and qualitative analysis to identify actionable insights, measure progress, and impact to recommend necessary ongoing enhancements
- Responsible for deploying programs and initiatives that enable customer-facing teams to execute the core-aspects of their jobs more effectively, especially as it relates to selling and revenue performance
- Fosters an environment of continuous process improvement and prioritizes investments in enabling technologies in support of sales organization productivity
- In partnership with the relevant team members, manage our CRM and related systems (revops tech stack) implementation, administration and roadmap, focusing on successful integration across teams and customer facing business units
- Develop innovative processes and shortcuts within our tools to encourage adoption, reduce redundant steps, validate & ensure proper flow of data, and streamline handoffs between
- Reduce friction and roadblocks in CRM for sales/CS teams
- Partner with Marketing, Sales and Customer Success to guide efforts in database cleansing, data enrichment, and CRM efficiency
- Manage key aspects for sales training and enablement of all existing and new
- Evaluate performance and effectiveness of sales efforts with an emphasis on ROI attribution, quota attainment, TAM analysis, forecasting, and actionable metrics
- Enable and maintain reporting on all KPIs for sales and customer success, for review in weekly staff meetings
- Assist the sales leadership team with pipeline and opportunity policy adherence, tied back to KPIs
- Partner with Finance to create and maintain “single source of truth” dashboards and support ad hoc analysis efforts for sales and leadership teams
- Ensure all necessary reporting is available and actionable, consistent with the needs outlined by marketing, customer success, and sales
Our take
Amidst the escalating threats and regulatory demands in the cybersecurity sector, Chief Information Security Officers (CISOs) face a daunting array of challenges. IANS Research steps in as a trusted ally, offering tailored solutions to address these pressing issues.
Through its practitioner-led model and collaboration with seasoned experts, IANS provides independent research, advisory services and a community platform. It provides CISOs with subscription-based support content, professional development opportunities and consulting services, enabling them to navigate the complex cybersecurity landscape with confidence.
With a strategic investment from the Apax Digital Funds, IANS is poised for accelerated growth and innovation. This partnership will fuel product development, expand the company's value proposition and enhance its go-to-market strategies, solidifying its position as the leader in the InfoSec decision support space.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Few candidates hear
back within 2 weeks
Company
Company benefits
- 401(k) Program
- Employee Recognition
- Health Coverage
- Pre-Taxed Benefits
- Volunteer Opportunities
- Work Environment
- Work/Life Balance
Company values
- Grit
- Results
- Initiative
- Passion
- Positivity
Company HQ
Downtown, Boston, MA
Articles
Leadership
Phil Gardner
(CEO)Founded IANS in 2001 and has served as the CEO ever since. Prior to this, they founded Provant where they served as the Vice President. They also worked as an Associate at McKinsey & Company.
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