Vice President of Global Revenue Operations

As the Vice President of Global Revenue Operations, you will be responsible for managing a cross-functional organization that is the foundation of Omada’s go-to-market (GMT) strategy by providing the tools and infrastructure to drive and deliver exceptional sales results. As a seasoned executive, you will act as an advisor while counseling and directing the sales organization toward strategic goals and operational effectiveness by meeting corporate sales, revenue, operational and strategic goals as well as the professional growth, development, and success of team members. You will have accountability to assist sales teams to improve performance by assigning sales goals, quotas and compensation plans.

Your Impact

Sales Operations Drives excellence in the use of sales applications and processes centered around Salesforce.com, and ensuring quality in the opportunity management process

Sales Compensation Planning Develops, implements, and manages sales compensation plans and special incentives that drive intended sales behavior

Forecasting, Pipeline Management, and Reporting Manages & Supports the global booking, forecast, and pipeline management process. Closely collaborates with the Finance organization; managing historical data and providing analysis on business performance trends Commercial Approval and Risk Review Process Ensures that deals are evaluated correctly to manage risk, ensure appropriate approvals are obtained, facilitate alignment with Omada’s finance and legal departments

Planning Owns and drives the successful execution of the Company’s Annual Operating Plan (Pipeline Targets, Bookings Plan, Capacity, Comp, Quota, GTM/Segmentation Strategy, etc.) ensuring alignment across all cross functions.

Key areas of responsibility

• Partner with senior sales leadership to identify opportunities to simplify the sales process through optimization and automation. Facilitate successful implementation and adoption of new processes within the sales organization. Foster an organization of continuous process improvement.
• Design, implement and manage sales forecasting processes that provide accurate prediction into future revenue performance. Ensure forecasting efforts are appropriately integrated with other planning processes within the company.
• Work with Human Resources, Finance, and senior sales leadership to design sales incentive compensation programs that provide market-competitive pay, reinforce sales organization strategy, and align with business and sales organization objectives.
• Assign sales quotas and other sales objectives to ensure the company’s financial goals are allocated to all sales channels and resources.
• Own global deal desk; providing support in pricing, deal analysis, deal structuring, negotiation, and closure
• Assist all sales channels in overcoming business challenges to ensure ease of doing business while ensuring deal closure and revenue recognition.
• Ensure that all sales tools accurately represent sales information and are effectively utilized by sales personnel to process transactions and provide information about the status of the business.
• Provide financial information and resources for the development of business plans and analysis of sales department trends and activities.
• Establish and implement performance measures designed to track and report progress against the global sales strategy.
• Lead Sales Enablement programs built to standardize on boarding, shorten ramp times, and ensure that the field is always armed with the most up to date and relevant information required to be successful.

Your Experience

• 10+ years of experience with a proven track record of success in providing strategic guidance and operational oversight in Revenue Operations within a technology sales environment.
• Proven experience integrating SaaS tools to streamline and automate the sales process, integrating data science and analytics into every function within Sales to ensure greater predictability and productivity.
• Experience building models for Annual Operating Planning: Bookings, Capacity, Quota, Compensation, Pipeline, Forecast, etc.
• Experience building and leading Sales Enablement programs
• Expertise in contract management
• Financial background and/or experience in a subscription type environment.
• Experience developing, managing, and administering sales compensation models, cost structures, & plans.
• A proven ability to develop tactical initiatives that improve sales productivity and performance.
• Background of introducing performance metrics and improvement programs.
• Strong communication skills and ability to establish credibility and trust with all cross functional departments, building influential relationships with all internal partners: Finance, Legal, Marketing, HR, Alliances, Support, Product Marketing, Professional Services, etc.
• Understanding of both business and people, including their drivers and success factors.
• Excellent knowledge of software pricing and licensing practices.
• Understanding of sales methodologies and bookings process.
• Highly entrepreneurial and able to operate independently with minimum supervision.
• Heavily results-oriented; a strong track record in meeting and/or exceeding goals.
• Able to research, develop and execute sales tools and strategies in the field.
• Solid understanding of CRM systems, quote to cash management infrastructures and analytics around sales pipeline modeling.
• Deep knowledge/understanding of salesforce.com is a must.
• Familiarity with other tools, i.e. Xactly, Insight Squared, LeanData, Conga, Impartner, Kimble, Ombud, Yesware, Zoominfo, and DiscoverOrg is a plus

Seniority Level: Executive

Omada is an amazing place to work. We are a high-growth, cloud software company with phenomenal people, that is building the most innovative identity platform in the world. Your time at Omada will be worthwhile. You will experience tremendous growth and learning while being part of something you are helping to define and build from the ground up. Through challenging yet rewarding work, you will be able to directly impact our clients, all within a welcoming and positive work environment. If you're resilient and enjoy working in a dynamic high-growth environment, you belong with us!

Omada is an equal opportunity employer and qualified applicants will be considered without regard to race, color, religion, creed, sex, sexual orientation, gender identity, marital status, national origin, age, veteran status, disability or any other protected class.

At Omada, we are experts in cybersecurity, taking our customers by the hand, helping them to take identity and access management to the next level. We offer you the opportunity to work with passionate, competent people, experts within their field, in an informal and agile organization with a flat structure. We thrive on being challenged and everything we do is anchored in our core values of ambition, teamwork, constant care, and creating value.

The Omada product is rated as one of the very best in the world by analyst firms like Gartner, Forrester, and KuppingerCole and we have a high focus on keep developing our product to meet our customers’ business requirements