Material Bank is a fast-paced, high-growth technology company and created the world's largest material marketplace for the Architecture and Design industry, providing the fastest and most powerful way to start and manage a design project. Learn more about us at www.materialbank.com or see below.

Material Bank is a fast-paced, high-growth startup that's driving change throughout the architecture and design industry. Learn more about us at www.materialbank.com or the 'About Material Bank' section below.

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We are looking for a VP of Revenue Operations to take a critical role within Material Bank. Initial focus will be on executing the GTM strategy of Material Bank North America then eventually will include other Geos and portfolio companies of Material Technologies (parent company of Material Bank) globally. They will work directly with the EVP Sales of MT to define and optimize the GTM organization, processes, operating cadence, and systems that enable the business to realize profitable growth objectives. This leader is a detail-oriented, hands-on, results-driven individual with proven communication skills and a strong work ethic who thrives in a challenging, fast-paced, energetic environment.

Revenue Operations leader's primary objective is to align cross-functional teams (Sales, Marketing, Product, Accounting, Finance and Services) under a single set of revenue metrics and KPIs. Revenue Operations leverages and streamlines tools and technology to centralize clean data and provide actionable insights to the business.

Partner with leadership to set KPIs, strategize, operationalize, and analyze the impact of business initiatives 
Oversee systems, data and tools to optimize data quality, analysis and reporting while ensuring the optimization of processes and infrastructure
Build and manage dashboards and communications to GTM teams, executives and the entire organization providing up-to-date and easily understandable insights into business health and growth

What You'll Do

You will lead and direct the revenue operations team responsible for go-to-market strategy & operations. Initially this role is focused on sales strategy & execution across the acquisition and retention teams including AEs, AMs, SEs, CSMs, and potentially SDRs. Coordination with counterparts in sales acquisition and retention, revenue enablement, marketing and customer success is a must. Technology solutions (primarily Salesforce) also are part of this team. There may be opportunities to broaden scope to include deal desk and marketing ops.

Responsibilities

Segmentation by vertical, category and region
Territory management including TAM, SAM, and SOM
Top-down and bottom-up AOP formulation and execution
Commission plan structure, quota management, and commission calculations (with finance)
Sales org planning including hiring plan
Forecasting, executive dashboards tracking attainment towards KPIs
Pipeline management
Goal setting & attainment measurement
Process definition - e.g., rules of engagement
Ongoing operations to support run-rate business plus new initiatives (led by business stakeholders)
Pricing & packaging
Sales technology including Salesforce and CPQ (configure-price-quote)

How You'll Succeed

Lead the Global Sales, Marketing, & Customer Success Operations organization.
Co-develop GTM Strategy with the EVP Sales: establish insights into performance, market opportunities, and manage cross functional planning processes.
Drive organizational change management: engage with senior stakeholders and own delivery on key projects to move the organization forward.
Define and manage the key performance indicators (KPIs) for the global sales, marketing, and customer success organization.
Enable a best-in-class sales forecast, pipeline, and renewal operating cadence. This will include everything from gathering data, improving predictive measures, running analysis, and facilitating forecast calls.
Track the efficacy of go-to-market initiatives and help implement the appropriate reporting and metrics to ensure desired results are being achieved.
Work hand in hand with Revenue Enablement including hiring, onboarding, process, and methodology approaches in a clear roadmap to improve sales efficacy.
Own and drive a handful of long-term change management initiatives each year. This will involve a mixture of project management skills, communication and presentation skills, strong collaboration across departments, and the initiative to push projects to completion.
Align and manage the roadmap for Operations enhancements (i.e. Sales & Marketing technology stack & tools).
Work with the EVP Sales, COO, CMO, CCO, and CFO to manage key relevant initiatives across the company.
Oversee the annual planning process for the Sales, Customer Success, and Marketing teams

💡 What You'll Bring

10+ yrs experience in global revenue operations role, preferably in a fast-paced SaaS/software company
5+ yrs of building a world-class Rev Ops team from ground up, from $50m - $200m growth stage.
Sales Management and/or Customer Success experience is highly desired
Deep experience in large enterprise and SMB go-to-market motion - e.g., $1M+ deal sizes, all the way down to $25K per year
Action-Oriented/Work Ethic.
Clear self-starter who revels in taking action, not the theoretical.
Fast paced, self-motivated, and results oriented.
Nose for value - honed instincts for what matters versus what can be deprioritized or ignored
Track record of positive impact on sales and marketing process
Experience building and leading a team across multiple projects and deliverables
20-30% travel

About Material Bank

Material Bank is the world's largest material marketplace for the architecture and design industry, providing the fastest and most powerful way to search and sample materials. Material Bank connects design professionals to hundreds of manufacturers through facilitating brand discovery, rep engagement, and material sampling.

Material Bank has transformed the way an entire industry discovers and samples materials. By removing the friction that exists in the process, we drive business between architects and designers (members) and our Brand Partners (clients).

Our powerful material database and proprietary robotic distribution facility allow members to order samples until midnight (ET) to be delivered free of charge anywhere in the US, in one box, by 10:30 AM the next morning.

Connect with us and discover your career at Material Bank.

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Material Bank is proud to be an equal opportunity employer. We value diversity, and all applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, age, national origin, veteran or disability status or other status protected under any applicable federal, state or local law.

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Vice President, Revenue Operations