VP – Customer Retention

About Turn/River

Turn/River Capital is a private equity firm that applies a proprietary growth engineering strategy to investing, partnering with software businesses to accelerate growth and build enduring value. The firm’s team of equal parts investors and operators provides hands-on operational support and the flexible capital to systematically scale marketing, sales and customer success at its portfolio companies. Founded in 2012 and based in San Francisco, Turn/River has $5.6bn in committed capital and invests globally with a focus on North America and Europe.

About the Role

We are looking for the next Sales Leader to join Turn/River's Operations team. This person will have two primary responsibilities:

1. Alongside the other Turn/River Sales Leads, own and continuously contribute to the Turn/River sales playbook. This playbook serves as the best practices guide for our network of portfolio companies in how to accelerate each element of renewal sales, from 6 months before contract expiration to a closed renewal sale, in a SaaS/ B2B environment. 
2. Partner with sales leaders (CROs to line managers) from a subset of Turn/River’s portfolio companies and support them to over-achieve their renewal sales targets. You can do this by structuring improvement to focus on key growth levers, categorized by Turn/River as either Volume (% of renewals with expansion and price increase), Conversion (Gross Retention %) or Price (Net Retention % and Contract Terms). 

Key Responsibilities

• Support analysis of companies during the due diligence process, developing a deep understanding of the existing sales organization’s process, efficiency, and team performance
• Partner with the sales leaders at Turn/River portfolio companies to drive revenue growth; provide guidance and support implementation of best practices
• Continuously test and contribute to Turn/River’s renewal sales best practices, and share internally for application across the Turn/River portfolio
• Foster a sales culture focused on repeatable and predictable processes
• Work closely with Marketing, New and Expansion Sales, and Customer Success functional counterparts at Turn/River to ensure a cohesive revenue generation strategy and execution 

Qualifications

• 10+ years of experience building and leading sales teams in the B2B software / SaaS space
• Experience scaling sales teams to 50+ sellers
• Previous experience in a highly quantitative role, including but not limited to RevOps, PE/VC, consulting, sales strategy, banking, or engineering
• Experience across all end-customer segments (SMB, Mid-Market, Enterprise) and sales cycles (High Velocity and Enterprise)
• Deep understanding of the critical elements to grow a sales organization as a company scales such as hiring, team composition, and org structure/design
• Proven ability to create predictability in the renewal sales funnel through implementing process best practices  
• Experience leading teams that have sold through various pipeline sources: Inbound, Outbound (BDR-sourced, AE-sourced), Channel 
• Highly analytical. You take a data-driven approach to sales optimization.
• Strong project management, organizational skills, and process management
• Nice to have: deep knowledge of AI applications for software sales

Location

• San Francisco, hybrid work model

Compensation

• The annual base salary for this role is $340,000 taking into account numerous variable factors that are considered in making compensation decisions including but not limited to skill sets, experience, training, licensure, certifications, and organizational requirements.
• This role is eligible to participate in the Turn/River carry program and a discretionary bonus program.