Revenue Operations Lead, Middesk

Salary not provided
Salesforce
Hubspot
Senior and Expert level
New York
San Francisco Bay Area
Middesk

Business credit check and verification services

Open for applications

Middesk

Business credit check and verification services

21-100 employees

FintechCredit ScoringB2BEnterpriseFinancial ServicesIdentity

Open for applications

Salary not provided
Salesforce
Hubspot
Senior and Expert level
New York
San Francisco Bay Area

21-100 employees

FintechCredit ScoringB2BEnterpriseFinancial ServicesIdentity

Company mission

To accelerate the economy by scaling trust between businesses.

Role

Who you are

  • 8+ years in revenue operations/sales/revenue strategy, or a similar role; 3+ years of management experience
  • Recent experience at a growth-stage (scaled from product market fit to 100M ARR preferred) B2B SaaS company
  • Strong analytical skills with the ability to derive actionable insights from complex data sets and influence GTM strategy decisions, including experience with BI tools (e.g. Mode)
  • Experience developing and implementing compensation, territory, and capacity models
  • Success leading strategic initiatives through to completion across a growing GTM organizationAbility to influence and collaborate with stakeholders across GTM as well as Business Technology, Data, Deal Desk, Engineering, Product, and Finance
  • Experience building and leading a high-performing team that attracts and retains team members
  • Excellent leadership and communication skills, with the ability to motivate and inspire a team
  • Experience with CRM systems (e.g., Salesforce, Hubspot), CPQ , and sales execution tech
  • Team player who is able to operate at an executive level and also roll up their sleeves and working with their team and stakeholders on day-to-day operations

Desirable

  • Experience with a usage-based SaaS revenue model
  • Experience in a hyper-growth start-up is strongly desired

What the job involves

  • As the Revenue Operations leader, you will report directly to the Head of Finance.
  • In this role, you will be responsible for leading our Revenue Operations team, which includes Sales, Marketing, and Account Management.
  • You will work closely with Finance, GTM Leadership, and other cross-functional partners to grow and scale the GTM organization.
  • We are seeking an individual who is ready to roll up their sleeves, build on our foundation, and help us scale as our business enters its next stage of growth
  • You’ll work with GTM leaders to set targets and drive accountability across teams, proactively analyze what is and isn’t working, monitor market dynamics, synthesize ideas and insights from across the company, and integrate customer feedback into various decisions.
  • This unique role requires a strategic mindset, strong analytical skills, grit and hustle, and the ability to manage a wide range of stakeholders effectively
  • Lead, mentor, and grow a high-performing revenue operations team
  • Operationalize the revenue team through pipeline management and reporting, bookings and revenue forecasting, territory definition and management, and target setting
  • Manage operational cadence around pipeline, bookings and revenue forecasting and reporting, goal setting and lead the GTM annual planning process
  • Design and implement our commission strategy and quota plans in partnership with Finance, Sales, and Marketing to align incentives and performance
  • Own Sales, Account Management, and SDR headcount capacity models; understand market sizing and leading indicators to help build a GTM engine to achieve long-term top-line goals while balancing sales efficiency KPIs
  • Establish KPIs , dashboards, and reports to measure full-funnel efficiency
  • Design a tech ecosystem and integration strategy that encompasses all the system touch points across the GTM, including our CRM (Salesforce)
  • Surface key insights to Leadership; monitor trends across the competitive landscape, understand core drivers, identify gaps, and prioritize areas of focus across the GTM organization
  • Partner closely with Leadership on the enablement strategy for our GTM team, this includes how we onboard sellers as well as partner with Marketing on enablement for product updates and releases
  • Own the pipeline and sales forecast for the GTM business and identify and implement revenue optimization opportunities through data-driven analysis and strategic initiatives
  • Partner with Finance to develop and maintain pricing models and strategies. Provide pricing recommendations based on market trends, competition, and company objectives. Ensure consistency in pricing across different sales teams and regions
  • Use Configure, Price, Quote (CPQ) tools to generate accurate quotes and proposals, ensuring compliance with company policies and approval workflows

Our take

Middesk helps businesses screen, verify, and run risk and compliance checks on customers and other businesses. The founders developed the business after experiencing first-hand the often laborious process of manual identity verification, a process which has proven a pain point for many businesses historically.

This hands-on experience helped land Middesk seeding from heavyweight investors Sequoia and Accel. The company's focus is on businesses with stringent regulatory risk requirements, with a special focus on businesses involved in financial aspects like credit and payroll. Middesk’s focus on this sector opens them up to a growing, lucrative market as more businesses than ever are demanding services comparable to retail banking, credit unions and community banks.

Testament to the value of their offering is Middesk’s recent partnership with challenger bank tech platform Agora Services. The challenger bank sector is taking off fast too, and if Middesk can establish a strong reputation for servicing this burgeoning industry, they stand to win big.

Kirsty headshot

Kirsty

Company Specialist at Welcome to the Jungle

Insights

Top investors

Few candidates hear
back within 2 weeks

3% employee growth in 12 months

Company

Funding (last 2 of 4 rounds)

Jun 2022

$57m

SERIES B

Mar 2021

$16m

SERIES A

Total funding: $77.2m

Company benefits

  • Healthcare: We take care of you premiums for medical, dental, and vision
  • Unlimited PTO: We have an unlimited PTO policy and encourage you actually to use it
  • Ownership: We offer a stake in the company to every full-time employee through stock options
  • 401(k): We make it easy to save money for retirement
  • Parental leave: We offer three months of paid parental leave to any parent
  • Hybrid work: We have offices in San Francisco and New York and also offer the ability to work remotely
  • Catered lunches: We offer catered lunches on days that you're in the San Francisco or New York office

Company values

  • Be customer-first: Stay motivated by solving real customer problems. Make each interaction meaningful and embrace the path to help our customers succeed
  • Be an owner: Identify and tackle problems, take pride in your work, and measure impact. When you find an opportunity to improve the status quo, take it on!
  • Act with urgency and purpose: Move quickly and simplify. Solve the problems we have today in ways that allow us to move even faster in the future
  • Drive results together: Choose teamwork. Share your opinion, ask questions, understand where others are coming from, and move forward as a unified front
  • Embrace the journey: Dream big and be open to taking risks. Innovation happens through optimism, positivity, rigorous thinking, and hard work

Company HQ

Financial District, San Francisco, CA

Leadership

Kyle Mack

(Co-Founder & CEO)

Previously worked at AnyPerk as an Account Executive and Sales Team Lead, and at Checkr as a Sales Lead, Director of Strategic Sales, and Director of Solutions. They have served as a Scout at Sequoia Capital since 2020.

Kurt Ruppel

(Co-Founder)

They studied Cognitive Science at Berkeley before working as a Software Engineer at multiple companies, including Zendesk.

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