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VP, Revenue Operations
2 weeks ago
Who we are:
For over 20 years, Global Relay has set the standard in enterprise information archiving with industry-leading cloud archiving, surveillance, eDiscovery, and analytics solutions. We securely capture and preserve the communications data of the world's most highly regulated firms, giving them greater visibility and control over their information and ensuring compliance with stringent regulations.
Though we offer competitive compensation and benefits and all the other perks one would expect from an established company, we are not your typical technology company. Global Relay is a career-building company. A place for big ideas. New challenges. Groundbreaking innovation. It's a place where you can genuinely make an impact – and be recognized for it.
We believe great businesses thrive on diversity, inclusion, and the contributions of all employees. To that end, we recruit candidates from different backgrounds and foster a work environment that encourages employees to collaborate and learn from each other, completely free of barriers.
Your role:
Global Relay is continuing to build its Revenue Operations function to optimize go-to-market execution and provide scalable foundation for our continued growth. We are seeking a strategic, experienced, hands-on VP, Revenue Operations to lead this function.
Reporting to the Chief Financial Officer, you will be leading the Revenue Operations team and working with Sales, Sales Operations, Customer Success, Enterprise Systems, Marketing, and Finance & Accounting functions to efficiently scale and drive growth. This role will ensure that sales rules, processes, and guardrails are implemented, socialized, and enforced, which includes ensuring system rules are maintained and updated to ensure accurate sales reporting and forecasting. As VP, Revenue Operations, you will also collaborate closely with the Enterprise Systems team to ensure systems and processes support the Finance team's requirements for accurate revenue recognition, auditing, and financial reporting that scales with our growing business.
Your job:
- Design, launch, and oversee Deal Desk function to streamline complex deal structuring, pricing approvals, and contract governance across Sales, Finance, and Legal teams.
- Establish pricing guardrails, discounting thresholds, and escalation paths in collaboration with Finance to ensure alignment with revenue and margin objectives.
- Provide guidance as needed for RFPs and enterprise/strategic deal commercials.
- Develop and enhance internal data sources (e.g., CRM, customer success platforms, product usage data) to generate actionable insights that inform Sales and Customer Success strategies.
- Partner with cross-functional stakeholders to ensure pricing for new product launches is developed with defined and accurate usage data capture and reporting mechanisms.
- Develop an intimate knowledge of the workings of our sales tech stack, as well as system interfaces with the ERP, billing, and commissions.
- Collaborate with Sales Operation function on GTM support and reporting.
- Actively support and promote onboarding for new Revenue Operations, Sales, and Customer Success staff through the development of Standard Operating Procedures and Training Guides in collaboration with Sales Enablement.
- Work with Finance to build and maintain Product and Price Book configuration rules in Salesforce CPQ.
- Capture, collect, and analyze sales and marketing feedback on Product and Price Book configurations to suggest proposals for modifications that are relevant to market requirements
- Work with Finance and Enterprise Systems to build, use, and maintain databases and reporting in analytics software such as Tableau and NetSuite Analytics Warehouse and ensure any reporting is vetted and approved before releasing to other departments.
- Collaborate with the Marketing team to ensure aligned objectives, data and priorities.
- Mentor and guide the professional and technical development of Revenue Operations team members to support their career development.
About you:
- 10+ years of experience in a Revenue Operations role within a SaaS business, including direct reporting to the C-suite, with a demonstrated track record of leading remote and geographically dispersed teams
- Natural process thinker who can influence the path and direction of our process, workflows and systems development in support of GTM operations.
- Experience with Salesforce, CPQ, ZoomInfo, Demandbase, LinkedIn Sales Navigator, Excel, Miro, Tableau, and NetSuite Analytics Warehouse
- Impeccable organizational and project management skills, with excellent attention to detail
- Polished communication and executive reporting skills, solid business acumen and confidence in presentation in field, corporate and market situations
- Ability to exercise tact and discretion in handling sensitive and confidential information
What you can expect:
At Global Relay, there's no ceiling to what you can achieve. It's the land of opportunity for the energetic, the intelligent, the driven. You'll receive the mentoring, coaching, and support you need to reach your career goals. You'll be part of a culture that breeds creativity and rewards perseverance and hard work. And you'll be working alongside smart, talented individuals from diverse backgrounds, with complementary knowledge and skills.
Global Relay is an equal-opportunity employer committed to diversity, equity, and inclusion.
We seek to ensure reasonable adjustments, accommodations, and personal time are tailored to meet the unique needs of every individual.
To learn more about our business, culture, and community involvement, visit
