Director, Revenue Execution

At Olo we develop an online food ordering platform used by many of the country's largest restaurant chains, reaching millions of consumers. Chances are if you've ordered directly from a restaurant brand's app or website, we've made that happen.

Reporting to our VP, Revenue Operations and Productivity, as Olo's Director of Revenue Execution, you'll play a key role in boosting our sales effectiveness and revenue growth. Your mission will be to partner closely with sales leadership, ensuring smooth deal flows, accurate sales forecasting, and clear visibility into bookings and renewals. You will spearhead new commercial strategies, develop pricing policies, and work with various teams to ensure sales excellence.

You can work remotely from anywhere in the U.S. or at Olo’s headquarters in NYC.

What You'll Do

• Deal Desk Management: Create and enhance the deal desk to facilitate quicker deal closures, focusing on effective processes and package offerings.
• Support for Deals and Contracts: Coordinate with legal and finance teams to streamline contracting processes, aiming for beneficial outcomes for both customers and Olo.
• Renewals Strategy: Develop strategies for contract renewals and subscription management to maximize customer retention and revenue.
• Customer References: Manage the process for providing customer references to potential clients, ensuring a good match between product offerings and customer needs.
• RFP Process Optimization: Improve the Request for Proposal (RFP) process to ensure timely, high-quality responses that open up future business opportunities.
• Sales and Revenue Process Enhancement: Refine the sales and revenue processes for better deal flow efficiency and accurate sales forecasting.
• Forecasting Accuracy: Implement systems and processes for more precise forecasting of sales bookings and renewals.
• Pricing and Packaging: Design and adjust pricing strategies to balance revenue maximization with market demand and customer satisfaction.

What We'll Expect From You

• 8+ years in a leadership role within revenue or sales operations, focusing on contract and order management, or deal desk functions.
• A deep understanding of QTC (Quote-to-Cash) processes, highlighting your ability to streamline and optimize these critical business functions.
• Demonstrated success in managing complex deal structures, negotiations, and contracts with enterprise-level customers, showcasing your ability to navigate and close high-value deals.
• Direct experience in the B2B SaaS sector, with a strong grasp of key SaaS metrics (e.g., ARR, MRR, churn rate) and their impact on deal structuring and company performance. 
• Exceptional analytical skills, including proficiency in analyzing pricing models, margin analysis, and various financial metrics to drive profitability and strategic decision-making.
• Strong communication and negotiation abilities, capable of effectively managing relationships with both internal stakeholders (including sales, finance, legal teams) and external customers to achieve optimal outcomes.
• Demonstrated ability to lead and mentor a deal desk team, fostering a collaborative work environment and aligning the team with overarching sales objectives.
• Strong problem-solving skills with the capability to manage and resolve complex deal scenarios under tight deadlines, ensuring business continuity and customer satisfaction.
• Legal and Compliance Knowledge: A solid understanding of contract law, with hands-on experience in contract negotiation and drafting, particularly related to software licensing and subscription agreements. 
• Knowledge of compliance issues, data privacy laws (e.g., GDPR), and other regulatory requirements affecting SaaS agreements is essential.
• Ability to strategically align deal processes with business objectives, identifying risks and opportunities in proposals, and implementing plans to improve deal velocity, profitability, and success rates.
• A commitment to continuous improvement, using data and feedback to refine and enhance deal processes and strategies effectively.
• Technological Proficiency: Experience with order management and quoting systems (e.g., CPQ & CLM) such as Salesforce (SFDC), Lexion, DocuSign, Subskribe, etc., demonstrating your ability to leverage technology for efficient deal management and operational excellence.

About Olo

Olo is the engine of hospitality powering the restaurant industry's digital transformation. As a leading open SaaS platform, we enable over 700 restaurant brands to jointly reach 85 million connected guests across approximately 80,000 locations. More than two million orders per day run on Olo's platform, allowing brands to maximize the convergence of digital and brick-and-mortar operations while raising the bar on hospitality. The result: brands do more with less and make every guest feel like a regular. With integrations to over 300 technology partners, our customers can build digital experiences with the largest and most flexible restaurant commerce ecosystem on the market. You have likely used Olo and not even known it! Learn more at olo.com.

We’re remote-friendly. Since 2015, we have been evolving our culture to continue to support a more distributed workforce and now over 75% of our team works remotely across the U.S. If you're in the New York City area, you can choose to work remotely or from Olo's headquarters, located in Tribeca.

We offer great benefits, such as 20 days of paid time off, 10 separate sick days, 11 holidays plus year-end closure, health, dental, and vision coverage for yourself and your family, a 401k match, remote-office stipend, company equity, a generous parental leave plan, volunteer time off, gift matching policy, and more!

Our best estimate of the compensation range for this opportunity is $129,419-$185,547 annually, depending on the experience you bring and your location. We look forward to discussing your salary expectations and our full total rewards offerings throughout the interview process.

We encourage you to apply!

We value diversity. At Olo, we know a diverse and inclusive team makes our workplace better. Don't meet every single qualification in the job description? Market data shows that women and people of color are less likely to apply to jobs unless they meet every single qualification. We are dedicated to building a diverse, inclusive, and authentic workplace that is free from discrimination and harassment; this allows us to make better decisions and better serve the communities we’re a part of. So if you're excited about this role but your previous experience doesn't align perfectly with every qualification in the job description, we encourage you to apply anyway. You may be just the right candidate for this or other roles.

All applicants receive consideration for employment. We do not discriminate on the basis of race, religion, color, national origin, gender identity, sexual orientation, pregnancy, age, marital status, veteran status, or disability status. 

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