Tackle is the leading solution built to help software companies generate revenue through a data-driven Cloud go-to-market (Cloud GTM). Our Platform and our team come together to help our customers identify the right buyers, grow cloud co-sell relationships, and transact efficiently at scale through AWS, Google Cloud, and Microsoft.
Tackle works with more than 500 software companies including Auth0, CrowdStrike, HashiCorp, Lacework, New Relic, Snyk, VMware, and many more at every stage—from companies scaling their go-to-market to the largest software companies in the world. We are venture backed by three of the world's top SaaS investors—a16z, Bessemer Venture Partners, and Coatue—to execute on our mission to positively transform the way that software is sold.We are seeking an experienced and strategic Director of Revenue Operations to lead and uplevel our Revenue Operations (RevOps) function.
This role is crucial for optimizing our cloud go-to-market (GTM) strategy and enhancing our growth and efficiencies. The ideal candidate will have extensive capabilities in driving GTM strategy, operational excellence, scaling revenue, and fostering strong cross-functional collaboration at the highest levels of the organization.
Leadership & Strategy:
- Drive the vision, strategy, and design of the GTM system across ICP, Marketing, Partner Business Development, Sales, Presales and Customer Experience.
- Collaborate with senior leadership to align RevOps strategies with overall business goals.
- Be an extension of the CRO to drive strategy, planning, operations and drive overall GTM improvement in growth and efficiency.
Operational Excellence:
- Design and implement scalable, efficient processes and systems to enhance sales productivity and effectiveness across the organization.
- Optimization of the lead-to-cash process, ensuring seamless integration and alignment across marketing, sales, and customer success.
- Oversee CRM management (e.g., Salesforce), RevOps tech stack and sales analytics tools to ensure data integrity, accuracy and trend analysis.
- Support CRO in critical SLT cadences including Board Prep, SLT strategy and operation planning, Company Kickoffs and All Hands events
- Run the Operating Cadence of GTM, including ownership GTM Kickoffs, QBRs, GTM Leadership standups, weekly GTM huddles, forecast reviews and EOQ deal desks reviews.
Performance Management:
- Develop and manage key performance indicators (KPIs) to monitor and improve sales performance and overall revenue operations.
- Implement advanced dashboards and reporting tools to provide actionable insights to marketing, sales, executive teams, and key stakeholders.
- Lead robust ICP design, segmentation, territory design and AE franchise health (QBRs, Pipeline, Forecasting)
GTM Enablement:
- Design onboarding programs to equip new GTM hires with the necessary knowledge, skills, and tools to succeed quickly.
- Define, document, and refine GTM processes to create efficiency and ensure a consistent buyer journey and clear swimlanes
- Conduct regular assessments and feedback loops with teams to identify bottlenecks or barriers in the revenue process, adjusting as needed to drive performance.
- Maintain a centralized knowledge hub of ongoing training and assets related to GTM processes, product knowledge, and marketing assets in partnership with product marketing.
Partner Business Development:
- Enhance and scale partner business development with partners to drive joint sales efforts and maximize revenue opportunities.
- Develop and lead partner enablement programs, fostering strong relationships with partner sales teams to maximize revenue opportunities.
- Ensure alignment and collaboration with partners to achieve co-sell targets and objectives.
Cross-functional Collaboration:
- Work closely with marketing, product, finance, people and customer success teams to ensure cohesive GTM strategies and execution.
- Facilitate effective communication and alignment across the GTM team and other departments, promoting a culture of collaboration.
- Drive continuous improvement initiatives, leveraging best practices to streamline workflows and enhance organizational productivity.
You Should Have:
- 7-10+ years of experience in Revenue Operations, Sales Operations, or a related role, with significant experience in cloud GTM strategies.
- Exceptional strategic thinking, analytical, and problem-solving skills.
- Proven leadership experience with a track record of building and managing high-performing teams and influencing at the senior leadership & executive level.
- Deep understanding of CRM systems (e.g., Salesforce) and advanced sales productivity and analytics tools.
- Outstanding communication and interpersonal skills, with the ability to influence and collaborate across all levels of the organization.
- Extensive experience working with cloud service providers and understanding of partner business development is highly desirable.
- Demonstrated ability to thrive in a fast-paced, dynamic environment and manage multiple priorities simultaneously.
$220,000 - $290,000 a year(Range is OTE)The salary information shown is a general guideline only. Any offer extended to a candidate will be based upon multiple factors including local currency, knowledge, skillset, experience and internal equity.
Full-time employees currently enjoy these amazing perks and benefits:
· Work remotely from anywhere within the US & Canada· Competitive salary· Equity package· Health, dental and vision coverage· Company off-site summits· Monthly wellness reimbursement· Internet and phone reimbursement· $1000 home ergo/office set up· Generous vacation plan & flexible work hours· 401k + matching· Technology tools to do your best work· Company surprises and swag· Awesome co-workers
TACKLE VALUES:
Start with the customer - We succeed when our customers succeed. That's why every role at Tackle leads to the customer. We exist to support, guide, and empower our customers. Explore and experiment - We are curious and creative at work, always looking for innovative ways to improve. We continuously iterate and push the boundaries of what's possible. Tackle is a safe place to try new things. Learn and grow as a team - We seek and share knowledge across Tackle. We actively connect and collaborate with others.
We welcome different perspectives and invite healthy debate. Celebrate wellness - We value work-life harmony and personal well being. We share and appreciate stories of wellness every day. We are remote by design, so all Tacklers have the freedom to be their best selves. Tackle together - We work openly and transparently at Tackle. We are caring, empathetic, and kind. Every Tackler plays a part in our welcoming, inclusive culture.
The Hiring Process:
We have a transparent and streamlined hiring process that can typically be completed in one to two weeks: • Phone screen• 3 additional video chat interviews (on occasion there may be opportunities for in-person interviews)• Some positions may require a take home test or additional steps throughout the process (this will be communicated to the candidate)We are a welcoming, diverse team with a wide range of backgrounds and experiences. We were born and built remote and welcome others who believe remote companies are the way companies will be built into the future.
At this time, we can only accept applicants who reside within the United States and Canada.Tackle.io is proud to be an Equal Opportunity-Affirmative Action Employer – Minority / Female / Disability / Veteran / Gender Identity / Sexual Orientation. Tackle makes hiring decisions solely based on qualifications, merit and business needs at the time. We hope to empower and support every individual and celebrate the diverse cultures, perspectives and experiences in our teams. Our Equal Opportunity policy applies to all employment practices within Tackle.Apply for this job
