About Vendr
Vendr is forever changing how companies buy and renew SaaS. With over $2 billion in SaaS purchases across 2,300+ suppliers, the Vendr SaaS buying platform enables the world’s fastest-growing companies to purchase SaaS, without friction and at a fair price. Headquartered in Boston with a second location in Charleston and over 340+ employees, we are building a team that can take us to the future state of frictionless buying. Some customers include HubSpot, The Washington Post, and DraftKings.
The Vendr culture is one where kindness, teamwork, mutual support, and bold initiative are encouraged. Read more about our values.
In June 2022, we raised $150M in Series B funding at a $1B valuation, co-led by Craft Ventures and SoftBank with return investments from Tiger Global, Sound Ventures (Ashton Kutcher & Guy Oseary), Y Combinator, and others.
Since 2018, we have:
- Managed $2 Billion+ in software spend
- Saved $304M+ for our customers
- Given our customers thousands of hours back to focus on the important parts of their job
And we’re just getting started. This is your chance to join as we enter hyper-growth and make a massive impact, forever changing the way people buy and sell B2B SaaS.
Vendr is looking for a Director of RevOps, for its Operations organization.
The ideal candidate will bring hands-on Sales / Customer Success / Marketing Operations expertise, a knack for running a business cadence like clockwork with an eye for continuous improvement and driving change adoption, and a passion for hiring and developing top talent.
This is a leadership role that will partner closely with:
- Sales, Customer Success and Marketing leaders
- the Finance and Training & Enablement organizations
- fellow Operations team leaders: Systems & Tools, and Planning & Reporting
The right candidate will be a hands-on leader who is able to…
- roll up their sleeves and dive into the day-to-day reality of the business, to gain a first-hand understanding of specific challenges and inefficiencies
- rapidly “zoom back out” and identify improvement initiatives
- prioritize those initiatives that will drive the most impact - and direct their execution
- partner across the organization to manage change and drive adoption of the proposed new processes
You will:
- Build and shape the RevOps team, fostering a culture of collaboration and mutual support, accountability, velocity and data-driven decision making
- 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 Vendr 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
- Analyze 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 optimize 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
- analyze 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, organizational design and incentive structure
You'll need:
- 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
- Proven ability to lead and scale Sales/Revenue Operations of significant scope through growth periods
- Previously designed and implemented sales processes while leveraging data to drive influence and strategy
- Proficiency in Salesforce.com 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
Why Vendr - We’re rapidly growing, (2-3x growth YoY in ARR, 2x headcount growth YoY)
- We’re a disruptor, we’re changing the way saas is purchased and managed
- We have the right value proposition at this time, (we save companies time and money and help them grow efficiently)
- We’re a startup with durable growth, (25M+ ARR, 530+ active customers, financially backed with our recent Series B raise)
- We have great people and a strong culture, (check out our values here)
- Competitive pay & benefits **applicable to U.S. employees, ask our team for details on our International benefits**
- Medical, Dental, Vision with company paid premiums
- HSA contribution
- Flexible/unlimited PTO
- 12 paid company holidays in addition to PTO
- 4% 401k matching
- WFH stipend
- Education & wellness reimbursement
- All Mac environment
Vendr is proud to be an equal opportunity employer and is committed to maintaining a diverse and inclusive work environment. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, physical or mental disability, age, or veteran status or any other basis protected by federal, state, or local law. While we are interested in qualified applicants who are permanently eligible to work for any employer in the United States, we are unable to sponsor or take over sponsorship for employment visas at this time.
To all recruitment agencies: We do not accept unsolicited agency resumes and are not responsible for any fees related to unsolicited resumes.