We are looking for someone with a blend of operations and sales experience. Someone that has run a P&L, sales operations and is a leader in sales and has specifically helped drive scale in high-growth SaaS companies through a Series D and beyond (i.e., $50m revenue to $100m+ revenue). In this role, the VP of Revenue Operations will be a vital member of the Passport extended leadership team. A successful candidate must be a strong leader, winning others’ respect through professional excellence, personal integrity, commitment, and enthusiasm for company goals, objectives, actions, and values. This person must also inspire and motivate others naturally and continuously.
This role supports the functions essential to sales force productivity, go to market excellence, and client retention. These include, but are not limited to: reporting and analytics, quota setting and management, process optimization, prospect and customer engagement training, sales program implementation, compensation design and administration, CRM administration, contract lifecycle management and pricing strategy. The VP of Revenue Operations is a core member of the Passport revenue leadership team. This position is a critical role for Passport and will report directly to the Chief Revenue Officer.
Coordinates sales forecasting, planning, and budgeting processes used within the sales organization.
Proactively monitors and strives to maintain high quality, accuracy, and process consistency in the Revenue organization’s planning efforts. As needed, coordinates planning activities with other functions and stakeholders within the firm.
Supports sales force quota assignment and ensures optimal allocation of quotas to all sales channels and regions of interest for enterprise and SMB prospect and customer portfolios.
Analyze historical and potential future resource allocation & territory assignments to ensure maximization of booked and retained business.
Proactively identifies opportunities for sales process improvement. Works closely with sales management to inspect sales process quality and prioritize opportunities for improvement.
Partners with the legal team to drive efficient contract administration and records retention, balancing the needs of stakeholders; extracts meta-data to improve renewal rates and the client experience.
Drives pricing strategy in partnership with the Product organization and is responsible for implementation and management of future pricing technology (CPQ).
Proactively diagnoses the sales organization’s analytics requirements; design and deliver reporting to meet these requirements while providing cross-functional revenue leadership recommendations.
Monitors the accuracy and distribution of bookings reports to the executive team and sales organization.
Recommends revisions to existing strategy and processes either through the better use of existing tools or implementation of new tools.
Monitors the assigned sales organization’s compliance with the required standards for maintaining CRM data and drives the team’s Salesforce Administration.
Develop standards of performance and specific actions that drive sales activities at the territory level consistent with pre-defined success criteria for the sales organization; track and report on these activities periodically.
Assesses the learning needs of the sales force and delivers effective sales enablement learning and coaching solutions.
Coordinates observation-based training delivery to sales, sales management, and sales support personnel in the sales organization.
Provide input to senior leadership in the development and administration of sales incentive compensation programs. Working with Accounting, Finance, and Human Resources, assists with sales and customer retention incentive compensation on an as-needed basis.
Review sales goals and make recommendations to the senior management team to achieve objectives.
Drives systems, processes, and cross-functional engagement to produce reliable bookings forecasts.
Manages proposal operations team in support of new and renewing government accounts.
15+ years of experience in Sales Operations, Commercial Operations, Revenue Operations, Sales Management in a business-to-business software sales environment
Driven scale in go-to-market teams and has been a key contributor in companies scaling from $50m in revenue to $100m in revenue and beyond
Strategic thinker with strong analytical skills
High energy and comfort working in a fast-paced, results-oriented environment.
Experience using and administering Salesforce
Knowledge & experience of selling SaaS products; government sales experience is a plus
Experience in managing net new business sales in both software and services/solutions
Experience managing or partnering account management resources that drive incremental revenue in both software and services/solutions
Ability to develop productive C-level relationships
Recognized for adding value to the sales process
Ability to lead by actions and influence; effective in managing employee engagement toward improved employee performance
Excellent forecasting, reporting, communication skills
Excellent coach, mentor, sales leader, and thought leader
Committed to building a culture of inclusion and belonging
You are obsessed with getting stuff done, and you love improving processes. You are detail-oriented, organized. You know how to work with others and champion teamwork. You are confident working with people across all company levels and are great at thinking on your feet. You are resilient, and you learn from adversity. You measure everything. You can work as part of a dynamic team while demonstrating flexibility, autonomy, and initiative. You’re not afraid to roll your sleeves up and get your hands dirty with the details. You’re an energetic, self-motivated achiever with a strong bias for setting and achieving ambitious goals and objectives. You continuously seek to innovate, improve, execute, and “elevate the game.” You are intellectually curious and will seek out ways to create new value. You thrive on improvement and are comfortable with adaptation, change.
You’re a polished and effective communicator with superior verbal and written skills, plus the influence and interpersonal skills needed to build positive relationships with others. You’re capable of articulating issues, ideas, and positions clearly and effectively across diverse audiences, and persuasive in winning understanding and support among superiors, peers, subordinates, as well as customers, partners, and other key external audiences.
You’re excited to improve the overall revenue team and drive growth objectives at Passport.
Passport sets cities in motion, helping to create more livable, equitable communities. Based in Charlotte, North Carolina, Passport is a transportation software company, delivering the operating system that enables cities to manage vehicle interactions with streets and sidewalks. With Passport, city leaders increase convenience, efficiency and compliance today and tomorrow. Trusted by more than 1,200 cities, universities and agencies, including Chicago, Toronto, Los Angeles, and Miami, Passport is one of the fastest-growing companies on the Inc. 5000 and Deloitte Technology Fast 500 lists, and was named to Fast Company’s World’s Most Innovative Companies for 2020.
Passport provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, gender identity, national origin, age, disability, genetic information, marital status, amnesty or status as a covered veteran in accordance with applicable federal, state and local laws.