Globality, Inc.
Head of Revenue Operations
Palo Alto, CA
Sponsorship not specified$200k-$300kDetected 7 days ago
SQLHubSpotSalesforceCRMNegotiationForecastingProcurementCustomer SuccessCadenceLeadership
About the role
- Globality is unifying Marketing, Sales, and Customer Success under a single Go-to-Market organization.
- As we bring these functions together, we are architecting a single, trusted operating layer that gives GTM leadership an accurate view of the business and one unified rhythm of metrics that Marketing, Sales, and Customer Success are all accountable to.
Responsibilities
- Build the executive reporting layer for the GTM organization - a unified, comprehensive dashboard leadership can use to run the business
- Design the cascading metrics framework that connects company-level revenue targets down through function-level goals, team-level targets, and individual quotas - so every level of the organization is working against numbers that ladder up to the same top-line target
- Design account segmentation and territory logic that works across CS, Sales, and Partner territories
- Partner with GTM leadership on quota-setting, capacity planning, and comp plan design so incentives stay aligned to the metrics the organization is managing to
- Build the operational infrastructure for land-and-expand - usage/adoption signals, expansion triggers, and renewal risk indicators that give Sales and CS a shared, timely view of when an account is ready to expand or at risk of churning
- Partner with Product and Finance on the operational mechanics behind pricing and packaging, including consumption-based/usage pricing - ensuring quoting, billing, and revenue recognition processes can support whatever pricing model leadership adopts, especially for new offerings coming to market
- Own the GTM systems and data roadmap in partnership with IT - audit current CRM, marketing automation, and CS platforms, close integration and data-hygiene gaps, and rationalize the tech stack over time
- 8+ years in Revenue Operations, GTM Operations, or equivalent, including experience building the function from an early or fragmented state
Requirements
- Strong track record influencing senior functional leaders and ELTs
Compensation
- The anticipated annual base salary range for this position is $200,000 - $300,000.
Benefits
- Own the forecasting model and cadence for the combined GTM organization, including pipeline coverage ratios, conversion benchmarks by stage, and the rhythm of forecast calls and business reviews with leadership
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