VP of Revenue Operations

VP of Revenue Operations

The VP of Revenue Operations will report to the CRO and be a strategic and operational business leader who will be responsible for all aspects of Virtana’s growing Sales Operations function, including Strategic Go-to-Market Planning, Order Operations, Forecasting/Analytics, Systems/Tools and Compensation/Quota. This role sits at the epicenter of the commercial operations of the company. While this role owns a wide set of responsibilities, including people management, it is a hands-on role, requiring a person who understands the importance of team and relationship development. The successful candidate will be a strategic individual with 7-10 years of sales operations and management experience in a rapidly growing start-up environment. SaaS business experience is a must.

Role Responsibilities

Strategic Go-to-Market Planning:

• Partner with CEO, CFO, and CRO to develop planning cadence.
• Drive annual planning process.
• Work closely with senior leadership to develop and execute strategies that accelerate revenue growth.

Order Operations:

• Operational administration and management of the sales and booking process.
• Owns, defines and implements processes that the Sales Reps utilize when managing and closing sales opportunities.
• Oversight of sales processes, ensuring that the Sales Reps accurately and faithfully follow the Virtana sales process in their day-to-day sales tasks and when booking orders.
• Quote to Cash - Management of the booking process, from Order Form generation, liaising with Virtana legal, Deal Desk approval and opportunity approval, and collection and publishing of contract terms and post-sales metadata.

Forecasting:

• Reporting and analytics rely heavily on SFDC and PowerBI.
• Owns scoping reporting and analytics to help build efficiencies and sales efficacy through standardized processes and reporting.

Develops sales and management reports for daily, weekly and quarterly use, and develops process improvements as needed to support special requirements such as channel/partner transactions and global accounts.

Sales Compensation and Quota:

• Sets territories with the CRO and CFO.
• Develops a quota plan and incentives to accomplish company strategy and bookings targets with the CRO and CFO.
• Measures attainment against quota and work cross-functionally with Finance on commissioning.

Systems:

• Salesforce.com for SFA and Forecasting
• PowerBI for reporting
• Salesforce CPQ
• Administration and operationalization of product/SKU list

Other Responsibilities:

• Work cross-functionally with Finance, Legal, HR, Sales, and Marketing building a collaborative team approach to problem-solving.
• Support the Business Operations and Accounting & Finance teams with ongoing improvement to sales processes.
• Administration of all sales process flows and information in salesforce.com and Salesforce CPQ.
• Training and support of Sales Reps to utilize Virtana sales tools and resources, and to ensure proper management of Accounts and Opportunities in salesforce.com
• Regular review of Accounts and Opportunities and in-process bookings with VP of Sales and Sales Reps
• Development of a variety of reports from salesforce.com, and management of commission calculations
• Continuous process improvement and efficiency design

Qualifications:

• 5-7 plus years of sales operations/business operations experience.
• Experience working in a growing start up environment strongly preferred.
• Recent experience as a Director/Senior Director of Sales Operations with global responsibility.
• Experience in a business with multiple business models and GTM segmentation.
• Bachelor’s degree.
• Strong organizational skills, attention to detail, ability to prioritize and meet deadlines.
• Experience in a SaaS business, ideally with business model transformation experience (migration to ARR).
• Ability to multi-task in a fast-paced environment with fluctuating priorities and deadlines.
• Ability to work without direct supervision, and efficiently manage tasks and time.
• Ability to effectively manage a direct team, both local and remote.
• Merger and acquisition experience.

About Virtana: Virtana delivers the industry’s only unified software multi-cloud management platform that allows organizations to monitor infrastructure, de-risk cloud migrations, and reduce cloud costs by 25% or more.

Over 200 Global 2000 enterprise customers, such as AstraZeneca, Dell, Salesforce, Geico, Costco, Nasdaq, and Boeing, have valued Virtana’s software solutions for over a decade.

Our modular platform for hybrid IT digital operations includes Infrastructure Performance Monitoring and Management (IPM), Artificial Intelligence for IT Operations (AIOps), Cloud Cost Management (Fin Ops), and Workload Placement Readiness Solutions. Virtana is simplifying the complexity of hybrid IT environments with a single cloud-agnostic platform across all the categories listed above. The $30B IT Operations Management (ITOM) Software market is ripe for disruption, and Virtana is uniquely positioned for success.