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Vice President, Revenue Operations

Company: Foursquare
Location: New York
Posted on: May 16, 2022

Job Description:

Foursquare is the leading independent location technology and data cloud platform, powered by dedicated to building meaningful bridges between digital spaces and physical places. Our proprietary technology unlocks the most accurate, trustworthy location data in the world, empowering businesses to answer key questions, uncover hidden insights, improve customer experiences, and achieve better business outcomes. A pioneer of the geo-location space, Foursquare's location tech stack is being utilized by the world's largest enterprises and most recognizable brands.

Foursquare's flexible building blocks include technology to maximize marketing impact and drive incremental real-world engagement (Attribution, Audience, Proximity, SDK); data to deeply understand points of interest and real-world behavior patterns (Places and Visits), and tools to conduct advanced analysis, data enrichment, unification and visualization (Unfolded Studio).

About The Team

Foursquare's Revenue Operations function sits within the Global Operations Organization, which collectively oversees the operational rhythm of the company while driving all operational capabilities in support of revenue-generating teams (Sales, Customer Success, Client Services, and Business Development). In addition to Revenue Operations, the Global Operations Org also includes Business Operations, Business Analytics, Facilities and Workplace Operations, and Executive Operations teams.

About Our Vice President Of Revenue Operations Role

The Vice President of RevOps is a key leadership role that will report to the SVP of Global Operations. Foursquare is looking for a leader with the right combination of Sales/Revenue Operations domain expertise, experience hiring and developing top talent to drive growing teams, and a passion for systems and process improvement. In this role, you will oversee Sales/CS Operations, Partner Operations, Go-To-Market (GTM) Systems, Data Warehouse, GTM Compensation, Deal Desk, and Sales Development (SDRs).

This individual will own the setting of the vision and will collaborate closely with Sales, Customer Success, Marketing, Finance, Legal, and Executive leadership to optimize the strategies, processes, systems, and talent that will accelerate FSQ's ability to realize the company's full potential. The right candidate will quickly become a trusted operating partner and strategic advisor to Foursquare's Chief Revenue Officer, and will ensure successful delivery of Sales planning, Sales and CS compensation design and administration, forecasting, pipeline management, account assignments, territory planning, GTM rules of engagement definition, Sales and CS performance reporting, quota setting and management, process optimization, and talent development.

Responsibilities Of The Role

  • Hiring and developing top talent, which will help Revenue Operations achieve its near-term goals and long-term potential
  • Working closely with Revenue Leaders to drive go-to-market strategies, and collaborate cross-functionally with Marketing, Finance, and Product to achieve growth goals
  • Owning and setting the vision for the RevOps function, fostering a culture of collaboration and data-driven decision making, and prioritizing an achievable roadmap for each of its teams
  • Keeping customer, lead, revenue, and other corporate data aligned and accurate across the organization
  • Focusing on the productivity of the Sales, Customer Success, and Client Services teams and envisioning a tooling and systems roadmap for continuous improvement
  • Mapping out and delivering on improvements to Foursquare's quote-to-cash processes
  • Ensuring Foursquare's technology infrastructure scales to keep pace with growth
  • Collaborating with Revenue Leaders to develop, align, and implement regional and/or territory assignments and sales plans, and set and manage quotas and compensation plans
  • Partnering with FP&A and Sales Leadership to drive effective forecasting processes and driving predictable sales intelligence
  • Collaborating with Business Operations and Business Analytics teams to identify team/individual/segment performance trends through the proactive analysis of reports and dashboards, helping to translate the intelligence into actionable plans that will help Revenue Leaders to best take advantage of growth opportunities and manage risks
  • Creating a Deal Desk function that will both (1) help to optimize the structure and terms of contracts in order to drive consistency and contractual outcomes, and (2) offload manually intensive activities off of the Sales/CS Reps shoulders
  • Overseeing a growing team of Sales Development Representatives who drive inbound lead qualification and outbound prospecting campaigns, partnering closely with Marketing on lead generation and with Sales to handoff leads most effectively
  • Partnering closely with Enablement to ensure that processes and tools are adopted effectively and that maximum productivity can be achieved through training and coaching activities
    Qualifications
    • Bachelor's degree or equivalent experience, advanced degree or MBA preferred
    • 15+ years of experience with 5+ years experience as a Sales/Revenue Operations Leader in an Enterprise Software/SaaS company
    • Proven ability to lead and scale Sales/Revenue Operations of significant scope through growth periods
    • Proficiency in Salesforce.com with expertise in leading Salesforce improvement efforts
    • Fluency in other systems and sales tools, including CPQs, Prospecting and data tools (Salesloft, ZoomInfo/RingLead, LinkedIn Sales Navigator, D&B), Sales Intelligence tools (Clari and Gong), and other tools that drive Sales/CS productivity (Docusign, etc.)
    • Proficiency with a variety of Sales methodologies, Challenger and MEDDIC/MEDDPICC background preferred
    • Deep experience with Business Intelligence (BI) applications and reporting
    • Demonstrated ability to design and implement sales processes and infrastructure
    • Experience with cross-functional collaboration with Finance, Legal, and Marketing
    • Results-oriented with strong decision-making skills and the ability to prioritize multiple objectives while meeting aggressive deadlines
    • Excellent verbal and written communicator, with the ability to influence Executives and other Leaders through the earning of credibility based on domain expertise and a track record of getting things done
    • Ability to multitask and manage multiple projects on tight timelines
    • Analytical in nature, leveraging data to drive influence and strategy
      Perks And Benefits
      • Learning and development programs from individual contributors to managers
      • Individual, professional coaching for all full-time employees
      • Flexible time off - rest and recharge when you need it!
      • Comprehensive and competitive health, vision, dental, life insurance
      • 401(k) with company match
      • Home office setup: you get all necessary hardware and internet reimbursement
      • Family planning programs via Carrot and Maven
      • Employee Resource Groups to help you stay connected
        Foursquare is proud to foster an inclusive environment that is free from discrimination. We strongly believe in order to build the best products, we need a diversity of perspectives and backgrounds. This leads to a more delightful experience for our users and team members. We value listening to every voice and we encourage everyone to come be a part of building a company and products we love.

        Foursquare is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected Veteran status, or any other characteristic protected by law.

Keywords: Foursquare, New York , Vice President, Revenue Operations, Executive , New York, New York

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