Head of Revenue Operations

Summary

Join Forma as their Head of Revenue Operations and lead a team of four RevOps professionals. You will be responsible for all go-to-market operations, partnering with senior leaders to develop and implement strategies. This player/coach role requires managing the team while also engaging in deep execution and building work. You will oversee various areas, including process enablement, revenue acceleration initiatives, forecasting, GTM planning, infrastructure, commissions administration, customer lifecycle, and business intelligence. The ideal candidate has extensive experience in Enterprise SaaS RevOps, strong people management skills, and a results-oriented mindset. Forma offers a remote-first work environment and a comprehensive benefits package.

Requirements

• A strong background in Enterprise SaaS RevOps with 7+ years of experience
• 3+ years of people management experience
• Builder with a bias towards action and a results-oriented mindset — you build great programs and are known for measurable impact
• Experienced with sales and marketing functions in high-growth startups, and in teaming effectively with multiple revenue functions — you know the standard playbooks but build for situational impact
• First class problem-solver — can quickly translate ambiguity into insight and actionable recommendations; you come to the table with a strong point of view, but are willing to be proven wrong
• Excellent people manager — you take the time to listen & learn, and are known for your ability to coach, mentor, and grow your team
• You have empathy for reps and are invested in their success at each stage of the sales cycle
• Top-tier analytics skills: understand the importance of data and acumen and have the chops to run your own analyses, including building complex models
• Excellent communicator: crafting clear, concise, effective and well-supported recommendations in meetings, presentations, and emails — to provide clarity and drive decisions with executives, managers, and teams
• Proficient across the Salesforce, forecasting tools, workflow infrastructure; you understand SFDC admin capabilities (validation rules, flows, etc.) — and can help guide the team and build yourself when needed
• Excellent collaborator and humble expert

Responsibilities

• Oversee and contribute to Enablement function — creating, delivering, and enforcing enablement programs for new initiatives
• Support day-to-day operations of the sales org, responding to questions and triaging/prioritizing ad-hoc requests
• Empower leaders, teams, and reps to self-serve into solutions
• Partner with GTM leadership team to identify and launch net-new strategic initiatives each quarter in areas such as: territory quality, partnerships strategy, pipeline quality, customer journey evolution
• Own and evolve the RevOps initiative roadmap — committing to execution on high-impact projects that move the needle on revenue growth
• Owner of forecasting accuracy and operational rhythm
• End-to-end owner GTM planning process across target setting, coverage model, team design, quota modeling and incentive plans, etc
• Accountable for quality and scalability of Salesforce data architecture and revenue reporting
• Own monthly/quarterly commissions administration for our Sales team
• Identify systems opportunities, propose new processes and capabilities
• Support Deal Desk team in day-to-day operations, with a focus on increasing efficiency through standardization and automation
• Ideate and evaluate hypotheses for improving outcomes across our revenue funnel
• Continually demystify our prospect to customer journey — turning data-based insights into actionable learnings

Benefits

• Remote-first working environment
• Medical, dental and vision insurance plans
• Employee wellness program
• One-time home office stipend
• 401(k) savings plan
• Flexible PTO policy
• 12 weeks Parental Leave + 4 additional weeks for the Birthing Parent