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GTM Operations
Confirmed live in the last 24 hours
Locations
San Francisco, CA, USA
Experience Level
Entry
Junior
Mid
Senior
Expert
Desired Skills
Data Analysis
Leadership
Marketing
Sales
SQL
Requirements
  • Experience working in a PLG SaaS company. We're looking for a world-class talent in GTM Operations with multiple years of experience growing and developing functions in a PLG SaaS business, ideally with both self-serve and high-touch motions, and executing against aggressive revenue growth goals
  • An outstanding communicator. You'll be highly capable of driving cross-functional and complex programs of work through to completion at a high level of quality in a timely manner
  • Experience working cross-functionally. You'll have experience working with Marketing, Growth, Business Development, Sales, Customer Success and Support to build and optimize inbound lead funnels as well as sales, expansion and renewal cycles
  • Humility and willingness to question prior held assumptions. You'll be in the pursuit of constant improvement
Responsibilities
  • Improving the efficiency of our operations. You'll partner closely with our Revenue leadership team to assess and proactively improve the efficiency of our current processes with a data-driven lens. You'll help to identify trends in data that enable us to better understand customer behavior, team productivity and create proactive scoring that alerts us to certain behaviors (e.g customer health scores, PQLs, expansion potential). You're analytically minded and can surface the data needed to make decisions with confidence. You'll partner extremely closely with GTM Enablement to develop and implement solutions to the inefficiencies you surface. You'll proactively find problems and be backed to solve them with autonomy
  • Tracking and influencing our effectiveness. You'll establish KPIs for our functions and track their performance consistently. You have seen first-hand the impact of effective incentive plans, you'll help to create and operationalize the optimal incentive plan across our various functions to drive sustainable Net ARR growth
  • Focusing our functions on the market opportunity. You'll define our target customer segmentation, setting the direction for Sales, Customer Success and Support teams. You'll own and define territory design for our Sales and Customer Success teams, optimizing for coverage that will drive the greatest impact on Net ARR growth. You will also partner closely with our Growth team to help analyze freemium sign-up and conversion rates and the knock-on implications for our high-touch motion
  • Planning for future success and owning operational rigor. You'll establish the Sales, Customer success and Support operating cadence required for driving accountability and predictable revenue. You will help us plan for success by leading initiatives such as strategic planning; collaborating with leaders on our Revenue team on the inputs for success and the financial implications behind their decisions. You'll provide insights and analytics to aid in function level decision-making and use data to track the success of our defined strategy and initiatives
  • Driving our systems strategy. You'll work cross-functionally with Demand Generation, Product Marketing, Growth, Sales, GTM Enablement, Customer Success and Support to build out and optimize the contact to contract process. You'll have an in-depth understanding of the funnel and will be constantly looking for inefficiencies and areas for improvement. You'll have a great understanding of how systems should be best set up, integrated and maintained to track customer interactions on a single pane of glass. You'll act as the connective tissue across functions within our Revenue team and provide context to the broader business on the overall health of our Net ARR growth
Desired Qualifications
  • Excellent analytical abilities. With the communication skills to explain complex concepts and make insights surfaced actionable. Some experience with using SQL across commercial databases to answer business and revenue questions is a plus
Dovetail

51-200 employees

User research & customer feedback analysis software
Company Overview
Dovetail’s mission is to improve the equality of everything by empowering the world to design. The company is rapidly growing globally and is focused on helping organizations improve the quality of their products and services through their customer feedback software that raises customer understanding.
Benefits
  • Equity for everyone
  • Annual retreats
  • Equal parental leave
  • Flexible work life balance
  • Development & growth opportunities
  • Extra paid days off
  • Medical, dental & vision coverage
Company Core Values
  • Put the customer first
  • If we do it, we nail it
  • Stay humble
  • Do the thing
  • Open by default