Global Revenue Operations Leader

The Challenge

Our Revenue Operations team is responsible for overall productivity and effectiveness of the global field organization, partnering closely with the GTM team and teams across Qualtrics to drive initiatives and growth. We're looking for an experienced Revenue Operations Leader to scale Qualtrics’ next phase of growth to $3B and beyond. 

In this role, you will be a highly visible and independent thought leader and operator playing a key role in scaling the Revenue Operations team. You will manage key operational functions including GTM Planning including territory, quota, etc. You will also be responsible for Data Infrastructure, Insights & Analytics, Global Forecasting and Programs, Pipeline & Attribution Modeling, RFP Response and Deal Operations. This role will also manage the key business operations partners for each of the Sales Customer Units. You will work closely with Global Sales leadership to set sales strategy and medium/long term goals for the business. You will work on topics that range from transformational sales strategy to the nuts and bolts of sales operations.

This leader will augment our existing sales motions by challenging assumptions and influencing cross-functional stakeholders to develop and execute a winning GTM strategy that scales as we embark on this next phase in our journey. This is an exciting opportunity for a category leader poised in one of the most exciting growth segments of the enterprise SaaS market. This leader will report to our President of Worldwide Field Operations.

 

Job highlights

  • Own and set the vision for the Revenue Operations function, fostering a culture of collaboration and data-driven decision making, prioritizing an achievable roadmap for each team.
  • Manage the global field budget, in close partnership with Finance, to drive the annual planning process including budget goals and performance,  headcount and capacity management, quota & territory management, and compensation design and management.
  • Drive reliable global forecasting processes and support leadership in the understanding of pipeline, forecasts, account and opportunity management, lead routing, data hygiene and enrichment, customer health measurement, contract management and reporting, and renewal workflows while bringing best in class sales strategy & planning techniques to support leadership in maximizing sales and revenue.
  • Own all systems and tools related to our field sales teams with SFDC as our central hub. You will be responsible for the evaluation, improvement, and implementation of all tools and software that are leveraged by our sales teams.
  • Own the E2E seller experience from tech stack to day to day experience
  • Oversee all deal operations including RFP management, deal execution, etc
  • Drive programs and motions accelerating consumption and usage across the customer life cycle and ensure successful landing and adoption of consumption motions and support delivery.
  • Drive GTM strategies across all customer segments and Partner/Channel sales motions; collaborating cross-functionally to ensure sales, marketing and customer experience processes for each segment are efficient, aligned and following best in class practices.
  • Lead projects ranging from GTM health and overall progress, process definition and refinement, systems implementation, data infrastructure and value-added analytics.
  • This is a critical business role that looks left to right across the Global Field Sales and Revenue Operations business, calling and managing risk and upside, identifying/targeting high-value opportunities, accelerating partner co-sell, modeling our coaching culture transformation, and translating business insights into business models that accelerate business outcomes and customer/partner satisfaction.

 

Who are you

  • 15+ years of relevant experience in Revenue Operations, Sales Operations and/or Strategic Sales roles for high growth SaaS products including several years as a manager of senior leaders.  
  • Proven experience building a scalable Revenue Operations strategy for companies above $1B in annual revenue.
  • Strong Executive presence and ability to influence and work cross functionally with C-Level executives.
  • Established history of driving multiple complex projects at the same time to on-time completion in a fast-moving environment.
  • Strong quantitative skills and are highly data fluent – you’re able to develop and communicate penetrating insights that inform how we organize and scale our revenue teams.
  • Operate as an inclusive leader with a proven history of building and developing diverse & inclusive teams, and attracting, retaining and developing your senior leadership team. 
  • Have demonstrated leadership & interpersonal capability in driving cross-functional execution, leading global change management initiatives through ambiguity, and proven ability to influence across organizational boundaries.
  • Are customer obsessed and operate with a focus on delivering exceptional customer experiences.
  • Have experience at scaling high tech SaaS companies with both Enterprise and SMB go-to-market models and partners.
  • Expert in the Salesforce ecosystem and GTM tools like Marketo or Outreach & customer experience platforms like Gainsight and/or Totango. 
  • Have the ability to uplevel and build out the capabilities of Qualtrics’ teams and improve real-time insights & analytics, processes and automation.
  • Bachelor’s degree preferred
  • Location: Provo, Seattle, Dallas preferred though open to considering other locations