Operations & Enablement

Overview

The Revenue Operations (RevOps) team at FTD is responsible for several mission critical tasks related to the marketing and sales processes, operations and enablement as well as the monetization strategy. The VP of RevOps will collaborate directly with Sales, Member Success, Marketing, and Finance teams to determine strategy, implement performance metrics, design and deliver enablement and training programs and influence alignment of all revenue operations. This intersectional role will drive revenue effectiveness by establishing measurable processes to improve sales and marketing efficiency and determine growth goals. RevOps supports and leads critical decisions for the future of FTD.

Key Responsibilities

Partner closely with Sales Leadership as well as Senior leadership to achieve growth objectives and collaborate cross-functionally to drive strong relationships and alignment with Sales in go-to-market strategy across acquisition, utilization, and retention.
Drive and lead all aspects of sales and marketing operations from GTM strategy, process optimization, technology stack, territory planning, commission and incentive plans, lead-to-deal processes, proposals, and sales enablement.
Establish and maintain operating cadence/rigor across all sales/field functions to ensure the health of the business on achieving key performance metrics including forecast accuracy, funnel analysis, and pipeline management.
Design and implement global training programs for sales, member success and go to market teams partnering closely with Sales, HR and Marketing teams to drive enablement from new hire onboarding to strategies for client expansion and retention strategies.
Propose and execute new revenue & business models for new products and features.
Propose and execute new Revenue Operations model supporting all internal functions across the company.
Lead the evaluation, scope and completion of new development requests.
Proactively oversee and strive to maintain high levels of quality, accuracy, and process consistency in the sales organization’s planning efforts.
Define key metrics and performance dashboards.
Build and drive process, change management, and operational efficiencies within go to market organizations.
Support executive deliverables such as Board Reviews, Executive QBRs, strategic planning, and more as needed.
Develop, lead, and oversee onboarding of member technology solutions.
Own and oversee the development and distribution of member forecasts.
Provide support, leadership, and guidance lead for key peak business periods for the member network.
Manage the profitability of the mercury network order system through order routing management.
Oversee sales calendar and enablement activities necessary for product and software launches.
Perform other duties as assigned.

Knowledge, Skills And Abilities

10+ years of experience in a Sales Operations, Marketing Operations, Strategy and/or Sales Leadership role in B2B SaaS (software-as-a-service) environments.
Ability to lead through influence, working alongside organizational leadership (Sales, Operations, Product Management, and Executive Team).
Proven track record of leading change management, building aligned tooling and developing methods to measure and systemize Sales KPIs for internal teams and customers.
Exceptional people leader: acquire, develop, and retain top industry talent to perform beyond expectations.
Deep understanding of standard business practices related to Marketing & Sales Operations processes and systems (sales cycle, CRM, Marketing applications, lead generation, reporting, forecasting, territory management, compensation planning and sales quotas).
Proficiency with Salesforce, Microsoft Excel, and Microsoft PowerPoint.
Ability to thrive in an ambiguous environment with a high degree of autonomy.
Ability to build productive and positive relationships across the organization at all levels.
Excellent communication skills, particularly with executive-level partners.
Expertise and experience with GTM tools including Salesforce.

DIRECT REPORTS (If Applicable) these will likely change

Director, Member Relations
Director, Sales Enablement
Director, Sales Operations

FTD

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