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 driving 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.
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