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Head of Revenue Operations EMEA
Il y a 4 mois
Since our founding in 2019, Pigment has become one of the fastest-growing SaaS companies in the world today. Our product, a highly efficient Enterprise Performance Management (EPM) platform is helping companies achieve their financial goals by quickly responding to dynamic factors in their respective markets including Tech, Retail, CPG & Financial Services.
In less than 5 years, Pigment has grown to over 400 employees across offices in New York, Toronto, London & Paris and attracted a total of $393M in investment from some of the top Venture Capital firms globally.
We serve companies including Unilever, Deliveroo, Gong and Brex to name a few
What you'll do
- Build and shape the RevOps team, fostering a culture of collaboration and mutual support, accountability, velocity and data-driven decision making
- Be the business partner to the EMEA Head of Sales, aligning GTM planning and execution to meet the internal targets
- Drive the revenue teams' purposeful and focused execution of our Go-to-Market (GTM) strategy towards the company's quarterly and annual targets
- Implement and operate a run-the-business cadence for Sales and Success, including the weekly/monthly/quarterly forecasting process, large opportunity reviews, at-risk customer reviews, quarterly business reviews, etc
- Together with Sales and Success executives, hold sales and success team leaders accountable for their prep work and follow-up
- Ensure that these forecast review meetings are based on easily accessible, reliable data
- Keeping the best interest of Pigment and our customers at heart, ensure and enforce alignment with established processes (e.g. rules of engagement, SLAs...) provide regular updates to C-level leaders
- Enhance the productivity and operational effectiveness of revenue teams through continuous process improvement
- Analyse the prospect journey and the customer journey, identifying inefficiencies (e.g. poor conversion rates, low product / service adoption rates, missed SLAs...)
- Track leading indicators (inputs) and key results (outcomes); identify remediation actions (or areas to double-down on, where things go well)
- Redefine and optimise relevant processes; drive change adoption
- Monitor the effectiveness and, as the business owner, drive the evolution of the GTM tech stack
- Continuously review, assess and evolve our GTM strategy
- Analyse pipeline generation and progression data, trends in win/loss and retention/churn rates by sales / success team, customer segment, type of deal, and other factors
- Enrich these quantitative insights with qualitative inputs from the field
- Develop, align, and implement new territory / account assignments, compensation plans, and targets / quotas
- Recommend, secure buy-in / approval, and drive implementation of change-the-business initiatives, inclusive of sales processes / methodologies, organisational design and incentive structure
- Bachelor's degree or equivalent experience, advanced degree or MBA preferred
- 10+ years of experience with 5+ years experience as a Sales/Success/Revenue Operations Leader in an Enterprise Software/SaaS company
- Experience contributing to the growth of a $100M/$200M ARR scale up is a plus
- Proven ability to lead and scale Sales/Revenue Operations of significant scope through growth periodsPreviously designed and implemented sales processes while leveraging data to drive influence and strategy
- Proficiency in with expertise in leading Salesforce improvement efforts
- Experience with Data Warehouse technologies, Business Intelligence (BI) applications and reporting (e.g. Tableau, Looker)
- Fluency in other systems and sales tools, including CPQs, Prospecting and data tools (Salesloft, ZoomInfo, LinkedIn Sales Navigator), Sales Intelligence tools (Clari and Gong), and other tools that drive Sales/CS productivity (DocuSign, etc.)
- Proficiency with a variety of Sales methodologies, MEDDPICC background preferred
- You are fluent in English, French is a plus
- Competitive package
- Equity
- Healthcare
- Along with one company offsite every year, we have brand new offices at the heart of major cities including New York, Toronto, Paris, and London
- High-end equipment (based on stock/availability) to do your work in the best conditions
- Thrive Together: We can only win as a team. We are all founders and do the right thing for our peers, Pigment customers, partners, and the planet
- Never Settle: We aim to become the best at what we do by delivering with rigor and ambition every day. Delivering means building a passionate Pigment community
- Go for it: We are biased towards action. Every action leads to learning and these learnings get us one step closer to our mission
- Be real, be humble: We are generous with our feedback, open to change our views and we approach it with empathy knowing everyone is trying to do the best for Pigment
