Senior Vice President – Sales Operations

Senior Vice President – Sales Operations

Requirements

• 12+ years of progressive experience in Sales Operations, Revenue Strategy, or Go-to-Market leadership within high-growth B2B or B2C organizations
• 8+ years in leadership roles, managing matrixed teams with multiple senior direct reports
• Proven success leading global Sales Operations or Revenue Operations at scale in fast-paced, dynamic environments
• Deep expertise in enterprise forecasting, territory design, sales compensation, pricing, and go-to-market optimization
• Experience driving enterprise CRM implementations and transformation initiatives (Salesforce, CPQ, Xactly/Performio, BI tools)
• Exceptional executive presence, with strong experience presenting to C-suite, Boards, and cross-functional stakeholders
• Bachelor’s degree required; MBA or equivalent advanced degree strongly preferred
• Inspirational people leader with a proven track record of building and scaling high-performing, diverse teams
• Technical Skills: Advanced Excel skills, Power BI/Tableau, Salesforce required. Basic knowledge of Xactly, Performio, and other related tools a plus

Responsibilities

• Set the overarching Sales Operations strategy across the Sales Operations and Pricing & Deal Management functions, aligning priorities for Sales Process, Planning, Pricing and Execution in partnership with Sales leaders
• Lead sales analytics and sales compensation processes, including providing strategic leadership and tactical oversight to pipeline forecasting, territory planning, quota & compensation planning, and commissions payouts
• Work with the Sales leadership team and colleagues to enable, improve, and automate accurate business planning and territory management, pipeline forecasting, and methodology adoption to track sales results with periodic metrics/KPI reporting and insights
• Advise CRM (SFDC) implementation and improvements from a business perspective, supporting the organization in realizing best practices to support effective use of the system for leadership and sales management to ensure timely and appropriate processes to enhance sales results
• Report on current and future quarter’s pipeline across a variety of dimensions, utilizing insights from the data to advise sales leadership on performance management, staffing, and revenue management opportunities
• Set strategy for and drive forward procedures and systems to ensure high quality, informative order processes, tracking, opportunity identification, quotations, expenses, invoicing and billing, from prospect to cash
• Support sales teams’ tactical execution with consultative support for client proposals, including preparation of RFP responses, developing negotiation strategies and financial models
• Set overarching Pricing strategy and advise and support Sales, Finance, and the Pricing Committee on the execution of Pricing and Deal Management
• Drive business process adoption in partnership with sales leadership, ensuring the teams are working within the SFDC CRM management system
• Work with multiple stakeholder partners, such as Product and Marketing, to ensure delivery and execution of go-to-market strategy, product development and sales are aligned with business revenue goals, contributing to the overall company strategy
• Develop, propose and administer consistent global sales targets and strategies, policies, business goals working with HR & Legal to ensure support to both corporate needs and regional requirements
• Support Revenue team leaders on key projects including preparation of Board Materials, Sales Kickoffs, etc.
• Build a cohesive team culture, ensuring consistent focus on talent management, employee engagement, and development, addressing areas of concern where required, with impactful succession plans, internal and external best in class candidate hiring and selection
• Embrace and uphold Ibotta’s Core Values: Integrity, Boldness, Ownership, Teamwork, Transparency & A good idea can come from anywhere

Preferred Qualifications

• MBA or equivalent advanced degree strongly preferred
• Basic knowledge of Xactly, Performio, and other related tools a plus