Pendo is looking for a Senior Director of global Revenue Operations.
Pendo has been rapidly scaling and is looking for a strategic, analytical, and process-oriented leader to help further operationalize and scale the business. Our Senior Director, Global Revenue Operations will lead a global team of Sales Operations and Deal Desk managers and ICs, and partner with senior leadership across Revenue, Marketing, Finance and Data to support end-to-end design and execution of our GTM motion.
This Senior Director will tackle some of Pendo’s most challenging business problems. You will be asked to tackle unstructured problems and drive them to actionable business insights and outcomes. The ideal candidate will be biased to act, a problem solver, and enthusiastic about the opportunity to partner cross-functionally to build programs that will support a high-growth, high-efficiency company. This person will report to the VP of GTM Operations and sit within the Revenue organization.
Role Responsibilities
- Establish and operationalize structured, scalable, and repeatable processes across our GTM funnel.
- Partner closely with senior Sales leadership to develop and execute thoughtful and data-driven strategies to drive growth
- Oversee the management of territories, account planning, pipeline generation, forecasting, and other cadences related to the success and productivity of our field.
- Deliver data insights, reports, and dashboards critical to understanding performance and drive operational efficiency.
- Uplevel and scale our Deal Desk function to support an ever-growing number of sales reps
- Partner closely with the Data, Finance, and Sales Systems teams to build more robust and accurate tracking and measurement of key metrics and to better integrate and streamline our data, systems, and processes to allow for scalable and consistent reporting
- Scale and mature our core operational processes, including ROE policies, territory planning, SFDC case management, account hierarchy management, etc
- Recommend and drive GTM optimization opportunities such as improving conversion, introducing verticalization, building more geo-based territories, and entering new markets.
Minimum Qualifications
- 10+ years of experience in B2B SaaS Ops/Strategy/Growth roles
- Proven track record of successfully orchestrating large-scale transformation projects
- Experience and understanding of leading and supporting a global team
- Exceptional analytical and problem-solving skills
- Excellent communication and presentation skills, including comfort with partnering closely with Executive Leadership
- Previous experience with Salesforce and related sales tech stack
Preferred Qualifications
- You have managed a global team
- You have experience going through an IPO / hyper-growth company AND a more mature public company.
- You have a strong grasp of sales tools like SFDC, LeanData, Clari, Gong, and ZoomInfo, as well as BI tools like Looker
Pendo Description
Pendo was founded in 2013 by former product managers, who combined their heads and hearts to build something they wanted but never had as product managers -- a simple way to understand and attack what truly drives product success. Our mission is to improve society's experience with software.
Come join one of the fastest-growing startups, supported by best-in-class institutions like Battery Ventures, Salesforce Ventures, Spark Capital and Meritech. You will gain experience in a diverse and exciting set of technologies and clients and have a real impact on Pendo's future. Our culture is passionate, dynamic, and fun.
EEOC
We are an equal opportunity employer and believe having diverse teams where everyone brings their whole self to Pendo is key to our success. We welcome all people of different backgrounds, experiences, abilities and perspectives.
Accessibility
Pendo is committed to working with and providing access and reasonable accommodation to applicants with mental and/or physical disabilities. If you require accommodation for any part of the recruitment process, send your request to accommodation@pendo.io. All requests for accommodations are treated discreetly and confidentially, as practical and permitted by law.
Compensation
Our salary ranges are based on paying competitively for our size and industry, and are one part of many compensation, benefits and other reward opportunities we provide.
The expected USD salary range for this role to be performed in
San Francisco is $204K - $254K; National, not SF or NY, is $178K - $220K; New York $186K - $232K
Individual pay rate decisions, including offers made within and over the expected salary range, are based on a number of factors, including qualifications for the role, experience level, skillset, and balancing internal equity relative to peers at the company.
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