Global Head of Revenue Operations

Our Story So Far:

Since our founding in 2019, Pigment has become one of the fastest-growing SaaS companies in the world today. Our product, a highly efficient Enterprise Performance Management (EPM) platform is helping companies achieve their financial goals by quickly responding to dynamic factors in their respective markets including Tech, Retail, CPG & Financial Services. 

In less than 5 years, Pigment has grown to over 400 employees across offices in New York, Toronto, London & Paris and attracted a total of $393M in investment from some of the top Venture Capital firms globally.

We serve companies including Unilever, Deliveroo, Gong and Brex to name a few!

What you'll do:

-Build, shape and lead the Global RevOps team, fostering a culture of collaboration and mutual support, accountability, velocity and data-driven decision making

-Be the business partner to the Heads of Sales, Marketing, and Customer Success, aligning GTM planning and execution to meet the internal targets

-Drive the revenue teams’ purposeful and focused execution of our Go-to-Market (GTM) strategy towards the company’s quarterly and annual targets

-Implement and operate a run-the-business cadence for Sales, Marketing, and Customer Success, including the weekly/monthly/quarterly forecasting process, large opportunity reviews, pipeline reviews, at-risk customer reviews, quarterly business reviews, etc

-Together with Sales, Marketing and Customer Success executives, hold sales, marketing and customer success team leaders accountable for their prep work and follow-up

-Ensure that these forecast review meetings are based on easily accessible, reliable data

-Keeping the best interest of Pigment and our customers at heart, ensure and enforce alignment with established processes (e.g. rules of engagement, SLAs…) provide regular updates to C-level leaders

-Enhance the productivity and operational effectiveness of revenue teams through continuous process improvement

-Analyze the prospect journey and the customer journey, identifying inefficiencies (e.g. poor conversion rates, low product / service adoption rates, missed SLAs…)

-Track leading indicators (inputs) and key results (outcomes); identify remediation actions (or areas to double-down on, where things go well!)

-Redefine and optimize relevant processes; drive change adoption

-Monitor the effectiveness and, as the business owner, drive the evolution of the GTM tech stack

-Continuously review, assess and evolve our GTM strategy

-Analyse pipeline generation and progression data, trends in win/loss and retention/churn rates by sales / success team, customer segment, type of deal, and other factors

-Enrich these quantitative insights with qualitative inputs from the field

-Develop, align, and implement new territory / account assignments, compensation plans, and targets / quotas

-Recommend, secure buy-in / approval, and drive implementation of change-the-business initiatives, inclusive of sales processes / methodologies, organizational design and incentive structure

Who you are

-Bachelor's degree or equivalent experience, advanced degree or MBA preferred

-15+ years of experience with 10+ years experience as a Sales/Marketing/CS/Revenue Operations Leader in an Enterprise -Software/SaaS company

-Experience contributing to the growth of a $100M/$200M+ ARR scale up is a plus

-Proven ability to lead and scale Sales/Revenue Operations of significant scope through growth periods

-Previously designed and implemented sales processes while leveraging data to drive influence and strategy

-Proficiency in Salesforce.com with expertise in leading Salesforce improvement efforts

-Experience with Data Warehouse technologies, Business Intelligence (BI) applications and reporting (e.g. Tableau, Looker)

-Fluency in other systems and sales tools, including CPQs, Prospecting and data tools (Salesloft, ZoomInfo, LinkedIn Sales Navigator), Sales Intelligence tools (Clari and Gong), Marketing tools (Marketo, Hubspot, etc.) and other tools that drive Sales/CS productivity (DocuSign, etc.)

-Proficiency with a variety of Sales methodologies, MEDDPICC background preferredYou are fluent in English, French is a plus

What we offer

-Competitive package

-Equity

-Healthcare

-Along with one company offsite every year, we have brand new offices at the heart of major cities including New York, Toronto, Paris, and London

-High-end equipment (based on stock/availability) to do your work in the best conditions.

How we work

-Thrive Together: We can only win as a team. We are all founders and do the right thing for our peers, Pigment customers, partners, and the planet

-Never Settle: We aim to become the best at what we do by delivering with rigor and ambition every day. Delivering means building a passionate Pigment community

-Go for it: We are biased towards action. Every action leads to learning and these learnings get us one step closer to our mission

-Be real, be humble: We are generous with our feedback, open to change our views and we approach it with empathy knowing everyone is trying to do the best for Pigment

Pigment is an equal opportunity employer. We believe diversity is a strength and fosters innovation. We are committed to enabling everyone to feel included and valued at the workplace. All qualified applicants will receive consideration for employment without regard to age, color, family, gender identity, marital status, national origin, physical or mental disability, sex (including pregnancy), sexual orientation, social origin, or any other characteristic protected by applicable laws. We may process your personal data in accordance with our HR Data Protection Notice.