The Elevator Pitch
Are you customer focused and able to operate in a fast-paced environment? Do you have a passion for building effective sales and revenue operations? Can you drive change successfully for cross-functional initiatives that deliver measurable value, while developing skills of others?
Evolv is looking for a proven revenue operations leader to optimize and scale the execution of our dynamic global go-to-market team and motion. As the VP of Sales Operations, you will assist our rapidly growing sales, channel, and customer facing teams with support to improve productivity, streamline operational processes, and deliver initiatives to improve the management of the overall business. In this role, you will lead a dedicated and growing operational excellence team. Success will require partnering with broader go-to-market organization (from marketing to support) to drive key initiatives such as pipeline management, sales operations and renewal support, effectiveness (Salesforce, education and enablement), deal desk, commissioning, budgeting and overall analytics / KPI and business improvement.
Success in the Role: What are performance outcomes over the first 6-12 months you will work toward completing?
In the first 30 days, you will:
- Develop a deep understanding of Evolv’s mission, understand our product, services, and values
- Learn about our go-to-market organization and build initial relationships across the company
- Assess the current state of Rev Ops programs and initiatives
Within 3 months, you will:
- Develop a solid baseline understanding of key processes such as: territory and planning, pipeline management, education and enablement, key operational processes (e.g., commissioning and budgeting), deal desk, data analytics and sales tool productivity
- Understand key initiatives for process and people improvement, and develop initial perspectives
- Identify priority workstreams and start initial rollout of opportunities
- Evaluate team and hiring needs to achieve objectives
By the end of the first year, you will:
- Establish the Sales and Revenue Operations function within Evolv as a key center of excellence
- Strengthen key operational processes for both Evolv and our channel partners
- Develop new governance, operational metrics, and processes to better manage our go-to-market team effectiveness
- Build relationships across the organization and with channel partners through deep collaboration
- Create a high performance and engaged operational team proactively addressing the challenges of scaling the business
The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?
- Drive the strategy and planning for the go-to-market organization
- Manage the operational execution of pipeline management processes in collaboration with the go-to-market organization
- Deliver a superior Certification program in conjunction with business and technical experts for Education and Enablement of the Evolv and partner organizations
- Align and drive adoption of key sales processes including Insight Selling and MEDDPICC
- Manage key sales processes such as Deal Desk and deal structuring, deal reviews, compensation, territory management, budgeting, etc.
- Build a data-driven culture for business analytics to improve go-to-market productivity along with identification and management of key scorecards, operational design and new sales tools
- Support a positive culture and help drive exceptional change management and learning
Leadership and Team Management:
- Ability to lead and grow an operational excellence team, fostering a high-performance culture.
- Skills in building and nurturing relationships across the organization and with channel partners.
- Competency in evaluating team and hiring needs to achieve objectives and address the challenges of scaling the business.
Strategic Planning and Execution:
- Proficiency in driving the strategy and planning for the go-to-market organization.
- Capability to manage the operational execution of pipeline management processes in collaboration with the go-to-market organization.
- Expertise in developing and implementing key sales processes, including deal desk management, deal structuring, compensation, and territory management.
Operational Efficiency and Process Improvement:
- Strong understanding of sales and revenue operations to optimize and scale the execution of a dynamic global go-to-market team.
- Ability to streamline operational processes, deliver initiatives to improve the overall business management, and strengthen operational processes for both Evolv and channel partners.
- Skills in identifying priority workstreams and rollin