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SVP Revenue Operations

SecurityScorecard

SecurityScorecard

Operations
New York, NY, USA · Remote
Posted on Thursday, May 30, 2024

About SecurityScorecard

SecurityScorecard is the global leader in cybersecurity ratings, with over 12 million companies continuously rated, operating in 64 countries. Founded in 2013 by security and risk experts Dr. Alex Yampolskiy and Sam Kassoumeh and funded by world-class investors, SecurityScorecard’s patented rating technology is used by over 25,000 organizations for self-monitoring, third-party risk management, board reporting, and cyber insurance underwriting; making all organizations more resilient by allowing them to easily find and fix cybersecurity risks across their digital footprint.

Headquartered in New York City, our culture has been recognized by Inc Magazine as a "Best Workplace,” by Crain’s NY as a "Best Places to Work in NYC," and as one of the 10 hottest SaaS startups in New York for two years in a row. Most recently, SecurityScorecard was named to Fast Company’s annual list of the World’s Most Innovative Companies for 2023 and to the Achievers 50 Most Engaged Workplaces in 2023 award recognizing “forward-thinking employers for their unwavering commitment to employee engagement.” SecurityScorecard is proud to be funded by world-class investors including Evolution Equity Partners, Sequoia Capital, GV and Riverwood Capital.

What You Will Do:

The SVP of Revenue Operations will drive revenue growth of the business through developing and supporting repeatable and scalable processes designed to expand marketplace presence and over-achieve annual revenue targets. The SVP of Revenue Operations will create and drive a culture of accountability and achievement for both short-term and long-term goals and objectives across sales, marketing, and customer success departments. Working collaboratively with the CFO, CRO and senior management team, the SVP of Revenue Operations will articulate, create, lead, and execute SecurityScorecard’s revenue plans. This is an opportunity to create a revenue operations community within the organization that will drive operational excellence and sustainable process improvement to deliver efficiency across the company.

  • Work closely with CFO and CRO as a strategic advisor, setting & tracking KPIs, forecasting, budgeting, and hiring cadence.
  • Define shared goals between marketing, sales, and success and execute on account-based revenue marketing strategies that efficiently build and accelerate both “land” and “expand” pipelines.
  • Align strategies and resources across marketing, sales, and customer success to achieve revenue engine goals
  • Optimize pipeline management to provide the leadership team and the board with dependable and accurate monthly revenue forecasts
  • Coach team to improve performance, reduce sales cycles and time to live, and forecast accuracy. Ensure that all components of the customer value proposition are mapped effectively and serve as an executive sponsor to drive higher close rates and increased average deal value
  • Create a culture of continuous learning and training in which wins are shared and replicated, and losses are shared and avoided.
  • Ensure product knowledge and sales and success delivery philosophy/strategy are established and understood across the go-to-market organization.
  • Identify team processes and skill deficiencies for ongoing training development to drive increased performance and success of reps and customer success managers.
  • Decrease time from hire to productivity by leading the development and implementation of a new training/onboarding program.
  • Using CRM, optimize processes for scale – ensure marketing investments, land & expand, and customer success practices are metrics-driven, provide actionable and accurate information for building, managing, and executing a balanced pipeline that supports the achievement of acquisition, expansion, and renewal targets.
  • Develop and implement a comprehensive revenue operations function, including accountability for pipeline management discipline, quota and compensation plan development and tracking, and development and tracking of comprehensive marketing, sales, and success management dashboard.
  • Create a culture of strong CRM hygiene, in which if it is not documented it didn’t happen, and one where the team is expected to enter complete and accurate data.
  • Build high-performing teams and lead them to success by developing repeatable Sales and Customer Success processes.
  • Develop staffing plans and hire “A” players that fit our go-to-market strategy.
  • Work closely with Product on positioning, enablement, and roadmap priorities.

What You Bring:

You are a self-starter with a willingness to learn, comfortable building a sales structure and team, rolling up your sleeves and engaging directly with prospects, and building relationships. You have experience and comfort working with executives and are excited to work for a venture-funded company where your efforts will have an impact and be rewarded.

  • 8+ years in diversified leadership roles, driving and implementing revenue growth in SaaS and/or technology sales
  • Proven experience developing and executing business strategy
  • Significant general management and P&L experience
  • History of decision-making based on business metrics
  • Strong technical experience with a robust CRM and other commercial tools
  • Batchelor's degree (required)
  • MBA or equivalent advanced degree (preferred)

Benefits:

Specific to each country, we offer a competitive salary, stock options, Health benefits, and unlimited PTO, parental leave, tuition reimbursements, and much more!

The estimated salary range for this position is $200,000 - $275,000. Actual compensation for the position is based on a variety of factors, including, but not limited to affordability, skills, qualifications and experience, and may vary from the range. In addition to base salary, employees may also be eligible for annual performance-based incentive compensation awards and equity, among other company benefits.

SecurityScorecard is committed to Equal Employment Opportunity and embraces diversity. We believe that our team is strengthened through hiring and retaining employees with diverse backgrounds, skill sets, ideas, and perspectives. We make hiring decisions based on merit and do not discriminate based on race, color, religion, national origin, sex or gender (including pregnancy) gender identity or expression (including transgender status), sexual orientation, age, marital, veteran, disability status or any other protected category in accordance with applicable law.

We also consider qualified applicants regardless of criminal histories, in accordance with applicable law. We are committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need assistance or accommodation due to a disability, please contact talentacquisitionoperations@securityscorecard.io.

Any information you submit to SecurityScorecard as part of your application will be processed in accordance with the Company’s privacy policy and applicable law.

SecurityScorecard does not accept unsolicited resumes from employment agencies. Please note that we do not provide immigration sponsorship for this position. #LI-DNI