Vice President Of Revenue Operations

Company Overview Anomali, a world-renowned platform leader in Security Operations, supercharges SecOps by fusing Lightspeed Security Analytics, Industry-Leading Cyberthreat Intelligence (CTI), AI-based automated threat hunting, alert orchestration, automated threat detection and incident response (TDIR) blocking, community intelligence sharing, exposure management, and dark web protection. Transforming CISOs into superheroes and analysts into SOC terminators.   Anomali's Platform offers: “Match” Next-Gen SIEM, “Lens” AI Threat Hunter, “ThreatStream” TIP, Anomali Integrator, Anomali ISAC, Anomali Attack Surface Management, and Anomali Digital Risk Protection, infused with Anomali AI.    Anomali bridges the gap between point solutions (EDR, NDR, SSE, RMM, CAASM, etc.) and replaces legacy SIEMs at 50% the cost, giving analysts easy-to-use tools that enable lightspeed detection & response. Anomali addresses the global shortage in cyber talent by empowering analysts to contain, eradicate, and block threats in seconds without complex SIEM queries, manual blocks, or long investigations.    Anomali delivers as a proprietary platform and disruptor to the security analytics world. Anomali can search billions of logs in seconds, correlating tens of millions of IoCs and IoAs across years of telemetry and logs often deleted or moved to cold storage.  At every point across the cyber kill chain, Anomali supercharges the SOC to detect, contain, and eradicate threats before organizational impact.  

Job Description The VP of Revenue Operations is a critical member of Anomali's Global Go-to-Market (GTM) leadership team overseeing Deal Desk, Marketing Operations, and Customer Success Operations and is pivotal in ensuring seamless alignment and optimization across key revenue-driving functions. Reporting to the Chief Operating Officer with dotted reporting to the Chief Revenue Officer, this strategic role focuses on coordinating all revenue-driven activities. The position encompasses a range of responsibilities, including strategic planning, team leadership, and analytics to drive sustainable revenue growth.

Key Responsibilities Operational Leadership o   Serve as the main operational liaison with the Chief Revenue Officer, aiding in the execution and measurement of weekly, monthly, and quarterly targets for Sales, Customer Success, Marketing and other GTM teams. o   Establish and maintain operational cadence around sales forecasting and reporting, in collaboration with Finance and other departments. o   Spearhead strategic initiatives critical for the Company’s growth trajectory, such as cross-functional demand generation efforts, market identification and expansion, pricing optimization, churn reduction strategies, process enhancement, and long-term forecasting. o   Oversee key projects that support the GTM organization, defining strategy, requirements, and timelines. o   Develop and manage territory plans that align with the Company;’s go-to-market strategy while maximizing sales efficiency and effectiveness. o   Proactively analyze and report on the performance and health of the Company’s Revenue strategy, providing actionable insights and recommendations for continuous improvement.

Deal Desk and Compliance o   Lead a team responsible for supporting RFP responses, pricing strategies, and contract negotiations. Serve as the subject matter expert guiding back-office processes to expedite sales, optimize revenue recognition, and standardize deal structures. o   Simplify the quote-to-order process and monitor compliance. o   Oversee approvals for non-standard transactions.

Compensation Plan Management o   Design, implement and optimize compensation structures to incentivize and reward sales team members for achieving specific goals and driving revenue growth. o   Administer sales commissions and incentive plans and perform data-driven analysis for territory and quota alignment.

Pipeline Management and Analysis o   Analyze the pipeline stages and the conversion of leads into customers and the effectiveness of marketing efforts at each stage of the pipeline. o   Analyze and create actionable insights to accelerate new pipeline and opportunity progression. Data Analytics and Executive Reporting o   Analyze KPIs that align with revenue goals and objectives which includes metrics related to pipeline health, sales performance, marketing effectiveness, customer acquisition, retention, and revenue growth. o   Prepare and report executive-level reports and dashboards that summarize key metrics, trends, and insights for senior leadership.

Team Leadership o   Build, manage, and mentor high-performing teams on revenue operation, marketing operation and customer success operation.

Required Skills/Experience o  8+ years of overall business leadership experience in sales, revenue operations, Customer Success Operations and Marketing Operations.  o  Revenue operations experience with subscription based SaaS technology products supporting a global enterprise class customer base o  Prior experience building and scaling a revenue ops function. o  Working knowledge of the most current technologies and products used in the industry. o  Experience managing a team through leadership, teamwork, client focus, flexibility. o  Drive to work in an exceptionally fast-growing start-up. o  Passion for sales and pipeline creation. o  Competitive team player and leader. o  Strong knowledge of lead qualification methodologies (e.g. BANT, MEDDIC) o  Competent communicator - written and verbal. o  Strong background using CRM and sales engagement applications.