Vice President, GTM (Sales & Marketing) Operations - Boston, USA

Our client is a fast growing, innovative and trusted provider of software that improve productivity and profitability for engineering, manufacturing and infrastructure industries. Our unique, resilient and open software platform allows subscribers to deliver sustainable performance with flexibility and agility to address evolving market requirements.

Why join this company

First and foremost is our open and collaborative approach. It’s about providing an environment that encourages personal growth and recognizes and rewards success. The company offers a clearly different employment experience than other global organizations. They don’t place limits on what people can achieve.

They do this by:

• Providing an exciting and challenging environment in a respected, highly successful and growing company where success is built by the people who work here

• Being performance-oriented: developing, recognizing and rewarding a ‘can-do’ approach, great performance and personal achievement

• Expecting colleagues to challenge each other and continuously seek opportunities to do things better

• Valuing people who solve problems and thrive on challenges

• Creating new opportunities for personal growth by supporting the training and development of our people

• Working collaboratively with others to achieve shared success

• Being open and transparent as an organization

• Encouraging people to make a positive contribution and express their point of view without fear

• Providing an environment in which people can shape their own career paths

• Nurturing courageous people who want to make big things happen – and providing them the environment to do it

• Gathering subscriber requirements and feedback, working with consultants and product managers to develop customer success

• Developing a trusted relationship with the customer through delivering their requirements

General Responsibilities

The VP GTM Operations will lead and build a team of highly specialized marketing and sales operations professionals. The VP GTM Operations will report to the Chief Revenue Officer. As such, she/he will play a critical role in the leadership of the business and leverage her/his business acumen, technology expertise, and operations & planning skills to lead and manage a team that will support the growth objectives of the company.

This leadership position will collaborate with and drive a strong team of passionate individuals who want to make a difference by working across functional areas, including sales & marketing, finance , corporate IT and senior company leadership.

The successful candidate will be a true team player, an exceptional strong operations professional who can demonstrate past success driving planning, analytics, pipeline management and leading a strong, integrated ops team can connect the customer data dots and assure technology is applied thoughtfully to automate processes & policies to make the entire life cycle seamless. This includes tracking metrics and providing insights.  This person will be adept at rigorously managing data quality, managing the pipeline and will be highly versed in marketing operations and technology to support the digital marketing and pipeline building strategy.

Key responsibilities include:

• Manages execution of the day-to-day marketing and sales operations for a Global business, including planning, tracking, analysis, and reporting of business goals and initiatives.

• Manages key projects as assigned by the CRO. Develops and/or drives forecasting, pipeline management & discipline and business reporting processes, including, but not limited to, productivity measurement, and dashboards.

• Works with global team to standardize and optimise sales & marketing processes, systems and tools usage, to make the Sales & Marketing Team more effective via successful implementation, coaching, tracking and management.

• Actively drives sales governance and processes in addition to communications. Maintains policy items that require review and approval by bodies.

• Takes an advisory role in executive communication, developing content, determining critical audience themes and methods of delivery

• Recommends improvements to business planning, governance and communication processes.

• Interprets incubation (marketing) and engagement (sales) business and organizational metrics, highlighting trends and develops intervention strategies to minimize negative and augment positive trends. May present intervention strategies to executive's staff.

• Manages annual goal planning. Facilitates activities from initial goal set, review of goals, to finalization of goals. Ensures that goals are communicated and reviewed on a periodic basis.

• May drive the execution of special initiatives and remedying plans including the integration of cross-functional teams to accomplish business objectives. Works closely with Finance and HR leads to drive the business forward both strategically and operationally

• Owns the sales and marketing data and technology stack (including CRM, content management, marketing automation, comm tools, analytics, enablement etc..) for the organization in close collaboration with the corporate IT team

Individual Education Profile:

Undergraduate University degree, preferably in Business, Marketing, Economics, Engineering or Computer Science.  An MBA, graduate degree in Business, Marketing, Engineering, Economics are considered a major plus.  Fluent English both verbal and written mandatory.

Experience:

Considerable management experience in an enterprise, subscription-based solution environment to targeted industries and accounts

• At least 10 years of proven global experience in fast growing software businesses in an ARR subscription environment

• Demonstrated international experience in EMEA, Asia and North American markets
• Proven work experience with an ideal mix of strategic planning & analytics, marketing and sales technology and operation, in a subscription & quarterly driven organization

Professional Skills:

• Leadership - Strong management and leadership skills. Ability to motivate, assemble, direct, coach and coordinate teams, in different locations and from different parts of the globe.  Proven ability to attract, develop and coach the very best talent in the market

• Strong knowledge of Sales operations and demand marketing technology to large, global multinational accounts in targeted industries

• Deep experience leading a global marketing and sales operations team to create and map the data that makes the customer’s journey in order to deliver business insight to the GTM teams (sales and marketing).

• Strategic planning experience combined with strong experience operationalizing key strategic initiatives.

• Creative, and disciplined individual who enjoys having a strong role in the development of strategy while being able to execute consistently

Personal Attributes:

• Possesses key leadership attributes: highly collaborative and team orientated, strong personal conviction, vision, strong emotional bonds, inspirational, risk taker, ability to drive a team to excel and be able to have difficult conversations when the team is not performing

• Have a proven track record in rapidly scaling high quality pipeline in a fast-growing environment

• Highly organized and disciplined with a self-starter attitude and the ability to work in a dynamic environment

• Stature and presence - the ability to interface with and command the attention and respect of senior industry executives and colleagues across functional areas

• Strong communications skills, both written and oral, ability to present at senior level

• Planning - Ability to develop, communicate and execute both tactical and strategic plans

• Natural born leader with impeccable work ethic, humble but confident

• Cultural sensitivity - Ability to bring together highly diverse teams to achieve superior results

• Judgment - Ability to think and act independently and exhibit consistently sound business judgment and an action-oriented ability to take measured risks and take responsibility for the consequences