Director of Revenue Operations

About Vibes

Vibes is a leader in mobile engagement, empowering brands to connect with their customers through personalized and innovative channels like SMS, MMS, RCS, and mobile wallet. Our platform drives significant revenue for global brands by delivering impactful and hyper-personalized consumer experiences. Trusted by leading brands, Vibes is the go-to solution for creating meaningful and lasting connections between consumers and the brands they love. To learn more about Vibes, visit www.vibes.com.

We are a group of passionate business developers dedicated to driving value for enterprise brands and evangelizing the power of mobile engagement for top-performing teams. We use data and strong processes to remove friction from the sales process, which empowers our Go-To-Market team to inspire prospects and enlist them in the future of mobile marketing.

You are an experienced Revenue Operations professional who can derive insights from data quickly, create strategic solutions, and lead the organization towards greater effectiveness. You care deeply about using data to empower teams to do their best work and are equally comfortable creating global strategy for go-to-market optimization as you are executing analysis to optimize day-to-day processes. You’re passionate about collaborating to understand business problems and partnering with stakeholders to create effective, clear, transparent practices that drive go-to-market performance.

Vibes cares about character and culture as much as competency. We strive to build a workplace where people are excited to come to work every day and feel empowered and motivated to do their best work.

This is a full-time remote position and reports to the Vice President of Finance, Revenue Operations, and Strategy. Vibes has been recognized in 2024 as a Built In Best Places to Work.

Responsibilities:

• Strategy & Insights
• Drive accountability across teams for revenue by making metrics-based connections between processes and revenue results; cultivate transparent data-sharing and provide insights that drive revenue growth
• Architect GTM funnel metrics to provide timely information to drive strategic decisions - enable efficient, clear direction on where to enhance vs. redirect investment
• Utilize effective data visualization to drive clarity and accurate understanding for stakeholders
• Act as liaison between Product and our GTM team – ensure our product enhancements can be rolled into our GTM cadence for new business, upsell, and renewals.
• Evaluate and improve our Pricing & Packaging strategy – improve cadence for review of our current rate cards, drive effective strategy for new products
• Operational effectiveness
• Run Deal Desk – meet with Sales and Customer Success teams to structure effective deals aligned with our pricing & packaging strategy
• Provide all GTM Reporting for the business – create a useful cadence that meets the needs of all stakeholders; complete ad hoc reports, as necessary
• Manage all contracts – ensure contracts are simple, effective, and consistent with template from legal
• Drive Sales enforcement – partner with GTM and Executive leadership to ensure compliance and clean data hygiene
• Own CPQ tool to accelerate and simplify pricing and negotiation practices
• Manage all GTM Tools & Tech – manage tech strategy, implementation, and vendor relationships
• Compensation planning & execution
• Create compensation plans for all Sales and CS team members aligned with business objectives and SaaS best-practices
• Oversee accurate tracking and payment of all sales-oriented variable compensation

Requirements:

• At least 8 years’ experience in Revenue Operations for a SaaS company
• Experience in quota-carrying direct sales preferred
• Experience in margin-based commission planning preferred
• Deep experience with GTM Technology Tools (CRM, Marketing automation, Customer Success), must have experience implementing at least one system scratch
• Demonstrated ability to identify strategic opportunities for businesses and drive change through partnership and effective advocacy – must be able to create the right idea for the business and earn buy-in from stakeholders.
• Deep experience and proven track record in technical sales operations (tech startup experience strongly preferred); demonstrated ability to execute the technical execution of go-to-market performance analysis, reporting and executive presentation, as well as all other GTM planning and finance objectives
• Strong technical execution and mastery of the following:
• Productivity Planning (Data/Outcome Modeling, Targeting analysis, headcount/ramp and budget modeling)
• Pipeline/bookings/revenue calculations and analysis
• Revenue systems data execution
• Partnering with and guiding IT and systems engineers
• Demonstrated mastery of key tools (e.g. Excel/pivot tables, Salesforce admin, PowerPoint graphics)
• Basic- to advanced understanding of Marketing Operations (e.g. demand generation KPIs & data tracking, lead lifecycle analysis, SEO and web trends, B2B MarTech tools)
• Basic understanding of Services/Customer Success operations, leading indicator KPIs and systems/data management
• Experience owning Sales Finance, Planning and Compensation in a small to mid-sized organization
• Deep experience as Hubspot administrator required

Our Core Values:

• Respect, Honesty, and Integrity for All Stakeholders
• Relentless Focus on the Customer
• Create Value
• Always be Learning
• Never be Satisfied
• Seek Accountability and Ownership

Compensation and Benefits

The compensation range for this role is $150,000 to $170,000 plus a performance-based bonus plan. Final compensation will be determined by factors such as relevant work experience, skills, and certifications. Vibes offers a full slate of benefits from competitive salaries, options, medical, dental and vision coverage, short and long term disability, life insurance, 12 paid holidays, flexible vacation, summer Fridays, Winter Holiday break, commuter benefits, a 401(k) plan and match, and a paid parental leave program.

Equal Opportunity

Vibes is proud to be an Equal Opportunity Employer and provides equal employment opportunities to all employees and applicants regardless of race, color, religion, gender, gender identity, age, national origin, disability, parental or pregnancy status, marriage and civil partnership, sexual orientation, veteran status, or any other characteristic protected by law. Reasonable accommodations will be made to meet the requirements of the Americans with Disabilities Act and will be provided as requested by candidates taking part in all aspects of the selection process.