Heartland
SVP, Revenue Operations
Heartland, Oklahoma City, Oklahoma, United States, 73116
Every day, Heartland, a Global Payments Company, makes it possible for millions of people to move money between buyers and sellers using our products and unmatched services. Simply, we create meaningful technology centered experiences that enable our customers to prosper. If you want to work like an entrepreneur, support and serve entrepreneurs and bring your expertise to a dynamic team, then Heartland is for you. If it's in your nature to work with a passion to provide tangible solutions for everyone you interact with, then join us and let's see what we can do together.
Summary
The Vice President of Revenue Operations reports to the Chief Revenue Officer (CRO) of the NA Merchant business within Global Payments, and is a member of the senior revenue leadership team. This role is responsible for strategy and insights, sales enablement and revenue operations for a multi-billion enterprise with a diverse and robust revenue organization. This role will work closely with the CRO to align Marketing, Sales and the Business in revenue and sales outcomes.
Strategy and Insights
Provide qualitative and quantitative insights to drive strategic revenue-based outcomes and influence the Company’s overall GTM strategy; connects and aligns Marketing, Sales and the Business in said outcomes; uses insights to create Revenue Growth Plan, including channel strategies, sales budgets, forecasts and goals.
Sales Enablement
Enable, ready and ensure efficacy of Sales for GTM changes, new product, and feature launches; align, facilitate and coordinate with Product Marketing, Training, Recruiting, Commercial Operations, Program Management, Incentives and Operations to ensure success. Partner with HR and Training on new sales employee onboarding. Measure sales effectiveness and efficiency and adjust as necessary to drive GTM and revenue outcomes.
Revenue Operations
Provide operational, process and policy support to all sales channels and functions, ensuring proper and effective sales capabilities; own as a subject matter expert or center of excellence and advise/coordinate with functional partners as necessary in Sales Administration, Compensation, Business Intelligence, Sales Technology, Lead Management, Marketing, Communications, Legal, and more.
Duties
Implement and operationalize best-in-class revenue reporting metrics, pipeline management and sales cycle analytics, with a focus on accuracy and speed; providing executive and sales leadership with insights and guidance on the overall go to market strategy effectiveness.Own revenue analytics, reporting and insights, including product sales mix and revenue attribution, resource planning and channel efficacy; owns and leads sales budget processes to provide final recommendations to the NA Merchant President, CRO and sales leaders.Collaborate with the NA Merchant and Revenue senior leadership teams on the sales force’s overall performance, efficiency and efficacy, driving continuous improvement.Partner with Marketing and Sales on lead generation processes and assist in building processes and systems to enable revenue growth plan and sales objectives.Own sales compensation and incentive plan strategies and design processes; ensuring compensation programs are aligned with sales strategies and budget objectives.Own sales launch plans for new products and solutions, coordinate with Sales leadership and NA Merchant functional leads in Commercialization, Program Management, Product, Marketing, Business Intelligence, Technology, Operations and more. Monitor sales effectiveness and velocity while providing continuous feedback ensuring iterative improvements in the overall launch.Own sales enablement strategy and execution; lead, facilitate and coordinate among Product Marketing, Training, and Sales Operations functions establishing learning and development programs to enable sales capabilities and drive best-in-class performance, to include onboarding, certification programs, sales plays and more.Share ownership in communications functions for the Revenue organization, including overseeing and coordinating all sales calls, sales leadership calls, annual sales gatherings and events; own and/or coordinate presentations and agendas.Share ownership in sales technology strategy and execution, partnering with functional leaders in Technology, Marketing and Enablement, ensuring go to market and sales technologies and architecture support revenue objectives and enable sales teams in achieving their goals.Assist CRO and Revenue senior leadership team in P&L management.Design sales policy, processes and rules of engagement allowing the organization to optimize GTM, sales and revenue growth while minimizing conflict among sales channels and driving efficiencies through standardization.Own and manage the request for proposal (RFP) processes for the US Merchant business.Design and implement a global deal desk process that enforces company standards, which includes assisting sales teams with quotes.Own Sales Engineering functions, providing pre-sales technical support for both partner and merchants sales reps.Own Partner and Business Development operations, including contract management, providing proper support and service to the Business development team.
Skills, Knowledge And Abilities
5+ years of revenue operations experience within a robust, multi-channel revenue and sales organization.5+ years of experience in overseeing and managing multiple CRMs, including SalesForce, and/or other sales technologies for a large multi-channel (including a digital sales organization).Experience in designing, implementing and managing business processes such as forecasting, territory and quota setting, data management, including experience in the configuration and administration of the systems supporting such processes for large, multi-channel sales organizations.Experience in designing, implementing and managing policy, rules of engagement as well compensation and incentive programs for sales, business development and all related pre-sales and post-sales quota and goal bearing roles.Experience in a SaaS, Fintech or Technology organization highly preferred.Ability to develop close partnerships with cross-functional teams, including Commercialization, Program Management, Product, Marketing, Business Intelligence, Technology, Operations, Legal, Finance and HR and work within a large matrixed organization.Strong track record of driving both growth and efficiency for sales teams.Must enjoy solving complex problems and modernizing processes.Strategic thinker with an ability to provide a clear and credible vision and strategy for revenue operations.High business and financial acumen, with P&L responsibility is highly desirable.Effective communicator and leader through periods of change and transition, knowing when to win hearts and minds and when it’s time for moving forward.Ability to be resourceful to get things done, a results-oriented doer who can easily turn strategy into action and is not afraid to get their hands dirty.Comfortable with ambiguity, coping effectively with complexity and change.Ability to ruthlessly prioritize and say no to things of non-importance.
Heartland is an equal opportunity employer. Heartland, a Global Payments Company, provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex (including pregnancy), national origin, ancestry, age, marital status, sexual orientation, gender identity or expression, disability, veteran status, genetic information or any other basis protected by law. Those applicants requiring reasonable accommodation to the application and/or interview process should notify a representative of the Human Resources Department.
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Summary
The Vice President of Revenue Operations reports to the Chief Revenue Officer (CRO) of the NA Merchant business within Global Payments, and is a member of the senior revenue leadership team. This role is responsible for strategy and insights, sales enablement and revenue operations for a multi-billion enterprise with a diverse and robust revenue organization. This role will work closely with the CRO to align Marketing, Sales and the Business in revenue and sales outcomes.
Strategy and Insights
Provide qualitative and quantitative insights to drive strategic revenue-based outcomes and influence the Company’s overall GTM strategy; connects and aligns Marketing, Sales and the Business in said outcomes; uses insights to create Revenue Growth Plan, including channel strategies, sales budgets, forecasts and goals.
Sales Enablement
Enable, ready and ensure efficacy of Sales for GTM changes, new product, and feature launches; align, facilitate and coordinate with Product Marketing, Training, Recruiting, Commercial Operations, Program Management, Incentives and Operations to ensure success. Partner with HR and Training on new sales employee onboarding. Measure sales effectiveness and efficiency and adjust as necessary to drive GTM and revenue outcomes.
Revenue Operations
Provide operational, process and policy support to all sales channels and functions, ensuring proper and effective sales capabilities; own as a subject matter expert or center of excellence and advise/coordinate with functional partners as necessary in Sales Administration, Compensation, Business Intelligence, Sales Technology, Lead Management, Marketing, Communications, Legal, and more.
Duties
Implement and operationalize best-in-class revenue reporting metrics, pipeline management and sales cycle analytics, with a focus on accuracy and speed; providing executive and sales leadership with insights and guidance on the overall go to market strategy effectiveness.Own revenue analytics, reporting and insights, including product sales mix and revenue attribution, resource planning and channel efficacy; owns and leads sales budget processes to provide final recommendations to the NA Merchant President, CRO and sales leaders.Collaborate with the NA Merchant and Revenue senior leadership teams on the sales force’s overall performance, efficiency and efficacy, driving continuous improvement.Partner with Marketing and Sales on lead generation processes and assist in building processes and systems to enable revenue growth plan and sales objectives.Own sales compensation and incentive plan strategies and design processes; ensuring compensation programs are aligned with sales strategies and budget objectives.Own sales launch plans for new products and solutions, coordinate with Sales leadership and NA Merchant functional leads in Commercialization, Program Management, Product, Marketing, Business Intelligence, Technology, Operations and more. Monitor sales effectiveness and velocity while providing continuous feedback ensuring iterative improvements in the overall launch.Own sales enablement strategy and execution; lead, facilitate and coordinate among Product Marketing, Training, and Sales Operations functions establishing learning and development programs to enable sales capabilities and drive best-in-class performance, to include onboarding, certification programs, sales plays and more.Share ownership in communications functions for the Revenue organization, including overseeing and coordinating all sales calls, sales leadership calls, annual sales gatherings and events; own and/or coordinate presentations and agendas.Share ownership in sales technology strategy and execution, partnering with functional leaders in Technology, Marketing and Enablement, ensuring go to market and sales technologies and architecture support revenue objectives and enable sales teams in achieving their goals.Assist CRO and Revenue senior leadership team in P&L management.Design sales policy, processes and rules of engagement allowing the organization to optimize GTM, sales and revenue growth while minimizing conflict among sales channels and driving efficiencies through standardization.Own and manage the request for proposal (RFP) processes for the US Merchant business.Design and implement a global deal desk process that enforces company standards, which includes assisting sales teams with quotes.Own Sales Engineering functions, providing pre-sales technical support for both partner and merchants sales reps.Own Partner and Business Development operations, including contract management, providing proper support and service to the Business development team.
Skills, Knowledge And Abilities
5+ years of revenue operations experience within a robust, multi-channel revenue and sales organization.5+ years of experience in overseeing and managing multiple CRMs, including SalesForce, and/or other sales technologies for a large multi-channel (including a digital sales organization).Experience in designing, implementing and managing business processes such as forecasting, territory and quota setting, data management, including experience in the configuration and administration of the systems supporting such processes for large, multi-channel sales organizations.Experience in designing, implementing and managing policy, rules of engagement as well compensation and incentive programs for sales, business development and all related pre-sales and post-sales quota and goal bearing roles.Experience in a SaaS, Fintech or Technology organization highly preferred.Ability to develop close partnerships with cross-functional teams, including Commercialization, Program Management, Product, Marketing, Business Intelligence, Technology, Operations, Legal, Finance and HR and work within a large matrixed organization.Strong track record of driving both growth and efficiency for sales teams.Must enjoy solving complex problems and modernizing processes.Strategic thinker with an ability to provide a clear and credible vision and strategy for revenue operations.High business and financial acumen, with P&L responsibility is highly desirable.Effective communicator and leader through periods of change and transition, knowing when to win hearts and minds and when it’s time for moving forward.Ability to be resourceful to get things done, a results-oriented doer who can easily turn strategy into action and is not afraid to get their hands dirty.Comfortable with ambiguity, coping effectively with complexity and change.Ability to ruthlessly prioritize and say no to things of non-importance.
Heartland is an equal opportunity employer. Heartland, a Global Payments Company, provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex (including pregnancy), national origin, ancestry, age, marital status, sexual orientation, gender identity or expression, disability, veteran status, genetic information or any other basis protected by law. Those applicants requiring reasonable accommodation to the application and/or interview process should notify a representative of the Human Resources Department.
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