VP, Global Revenue Growth Operations

Company Description

Rapid7 (Nasdaq: RPD) is advancing security with visibility, analytics, and automation delivered through our Insight cloud. Our solutions simplify the complex, allowing security teams to work more effectively with IT and development to reduce vulnerabilities, monitor for malicious behavior, investigate and shut down attacks, and automate routine tasks. Over 9,300 customers rely on Rapid7 technology, services, and research to improve security outcomes and securely advance their organization. For more information, visit our website, check out our blog, or follow us on LinkedIn.

The Opportunity

We are looking for an experienced, passionate and transformational executive to join Rapid7 in a new role as the Vice President, Global Revenue Growth Operations. In this position, you will lead and develop a best-in-class revenue operations team and work collaboratively across the organization to make an impact on our growth path to $1b+ company. 

Reporting to the Senior Vice President, Business Operations, this highly visible and key leadership position will enable you to help create a vision of where we want to be and to help to set the direction to get us there. Partnering with Sales, Customer Success, Marketing, Finance teams, among others, you will drive and influence Go-to-Customer strategy and effectiveness, including all processes, technology, metrics, reporting and data management. As a business operations executive, you should be excited about shaping all aspects of the organization: setting priorities, hiring and developing talent, nurturing a team culture of innovation, deeply collaborating cross-functionally, and driving transformation across the revenue organizations. 

The ideal candidate is someone with energy, dedication, intellect and drive that can bring new ideas along with an analytical mind, process savvy, and a commitment to growing a dynamic, evolving business on the path to being a $1b+ company. You could be the leader that can assist this team in achieving massive impact!

The Role

The VP, Global Revenue Growth Operations leads a diverse team that supports our revenue teams and handles performance management, sales processes, forecasting, pipeline management, commission planning, quota and territory design, sales tooling, data management, channel operations and deal support. 

• Partner closely with Rapid7 Global Revenue Leaders to drive go to market strategies, and collaborate cross-functionally with Marketing, Finance and Product Practices to achieve our growth goals. 

• Set overall vision and foster a culture of innovation in RevOps practices, tooling, and methodologies that help our revenue teams succeed in accelerating Rapid7’s growth trajectory.

• Guide and develop an impact-driven, innovative revenue operations team that embraces data-driven decision making. Ensure employee satisfaction through consistent communication, feedback and career development, and a sense of purpose and community. 

• Create and optimize go to market strategies, and cohesive processes, systems and infrastructure that drive productivity and efficiency. 

• In conjunction with revenue leadership, develop, align and implement regional and/or territory assignments and sales plans, and deploys sales quotas and compensation plans.

• Oversee Revenue planning and goaling, including capacity planning, coverage and rules of engagement within the selling organization.

• Identify and assess critical strategic needs, and partner to translate them into actionable improvements to achieve ARR goals. Focus on durability of operational processes and conduct quantitative and qualitative analyses to deepen our understanding of revenue and growth performance.

• Partner with Marketing to develop strategies to drive pipeline and conversion. Monitor performance and drive actions that accelerate conversion from lead to deal.

• Partner closely with Growth Enablement to guide and lead programs that elevate the development of our salespeople and sales leadership talent. 

• Partner with the Rapid7 data strategy team to inform and collaborate across functions to develop an analytics strategy and roadmap to achieve our customer acquisition and expansion strategy. 

• Lead strategic initiatives and support executive deliverables such as Board Reviews, Executive QBRs, and strategic planning as needed.

Qualifications and Traits

• 15+ years of experience and proven success in go-to-market strategy and operations roles across the revenue funnel in SaaS environments; experience with the cybersecurity industry is a plus.

• BA or BS required; MBA preferred

• 8+ years of experience leading sales operations teams; demonstrated experience leading and supporting global teams

• Proven track record of leading change management, excellent communication skills, with the ability to simplify the complex and effectively interface at all levels

• Passion for leading people, including the ability to work with diverse skill sets; and proven success building, coaching and developing high performing teams 

• Resilient & resourceful individual that enjoys leading teams to solve complex problems 

• Quick learner who is naturally curious and thrives in the face of the unexpected, ambiguity, and change

• Cares deeply about culture and values and can be a steward for transparency, collaboration, diversity and inclusiveness, impact and innovation

• Demonstrated experience with interpreting data analytics to derive insight and actions

• Ability to translate business objectives to actionable and measurable strategies

• Demonstrated strategic and impactful executive leadership in highly collaborative environments

• Ability to form solid cross-functional relationships and influence others to drive to a common goal

• Strong work ethic and customer service mentality.