Overview
The Vice President of Revenue Operations is a key partner for the marketing, sales, account management and customer success departments. This leader will work closely with other Origami leaders to drive business initiatives, customer satisfaction and revenue growth. This role will be responsible for managing all revenue and sales operations functions for Origami across both operating Divisions. Working with all Revenue Teams (Marketing, Proposal Management, Inside Sales, Sales, Account Management, and Customer Success) as well as cross-functional (Service, Legal, Finance, Product), Revenue Operations is accountable for driving business efficiencies, productivity, bookings growth and net dollar retention.
Responsibilities
Strategy, Analytics, and Reporting:
- Establishes a robust analytics framework to provide insights into essential revenue metrics, customer behaviors, and market trends.
- Utilizes data-driven methods to identify patterns and trends, enabling proactive revenue optimization strategies.
- Manages stakeholder relationships for standardized reporting packages to enhance communication of KPIs.
- Analyzes dashboards and reports, offering explanatory narratives on lead generation, conversion ratios, and pipeline velocity and growth trends by channel and product.
- Escalates risks and concerns where necessary to appropriate business leaders.
- Ensures report accuracy and relevance, adapting them as needed to meet stakeholder requirements.
- Develops and maintains Origami's demand generation and sales data models for accurate and effective reporting.
- Collaborates with strategic insights, sales, and product teams to evaluate and improve pricing models, ensuring alignment with market trends and competition.
- Implements data-driven lead assignment rules that consider factors like lead source, territory, and expertise, enhancing conversion rates and response times.
- Ensures lead routing strategies are aligned with team goals and revenue targets, maximizing opportunities for successful conversions.
- Analyzes customer feedback, historical data, and market research to propose data-driven pricing strategy adjustments for maximum revenue potential.
- Works closely with sales leadership to define, optimize, and develop data-driven approaches to territory assignments.
- Monitors and adjusts territory plans as the company expands into new markets or geographies.
- Ensures compensation structures align with revenue objectives.
- Manages the timely and accurate payment of commissions.
- Develops strategies to optimize the renewal process, ensuring smooth customer experiences and increased retention rates.
Process:
- Collaborates with all revenue-generating teams to understand current processes and lead improvements across all GTM departments.
- Leads the revenue operations team to ensure rigor and efficiency in sales processes, including sales forecasting, pipeline management, and deal reviews.
- Optimizes sales workflows, systems, and technologies to streamline operations and enhance productivity (i.e. data hygiene, sales velocity and sales stage duration).
- Partners across all GTM teams to optimize lead routing processes, scoring, and workflows.
- Implements standardized processes through cross-functional collaboration, ensuring seamless cooperation between revenue teams (Marketing, Sales, Account Management, and Proposal Management) and other Origami departments (Finance, Legal, Client Success, and Service).
- Develops data-driven processes to optimize pipeline and deal flows to maximize financial outcomes.
- Implements mechanisms to monitor pricing effectiveness and propose adjustments as needed.
- Identifies marketing and sales process inefficiencies, designing streamlined workflows for enhanced operational efficiency.
- Oversees the booking forecasting process, ensuring accurate and reliable prediction of future revenue streams.
- Collaborates closely with sales leadership and finance to integrate forecasting methodologies, align assumptions, and validate forecasted figures.
- Manages the successful development of responsive, compliant, and persuasive proposals through effective collaboration and process across internal teams.
- Manages the Business Applications Team to optimize the CRM system (Salesforce) and other client engagement tools to ensure alignment between overall business objectives and revenue operations goals and effective support for sales and marketing processes.
- Takes ownership and establishes processes across teams to ensure data accuracy and integrity.
Enablement:
- Supports sales enablement programs to empower the sales team with the necessary tools, resources, and training to drive revenue growth
- Collaborates with the product and marketing teams to develop and refine product messaging and positioning to ensure the sales and account management teams are equipped with compelling value propositions and competitive differentiators.
- Ensures team alignment with Product Management and Marketing to create and maintain a library of sales enablement content, including sales playbooks, product documentation, competitive analyses, and customer case studies.
- Evaluates, implements, and manages sales enablement tools and technologies that enhance sales productivity and effectiveness.
Leadership:
- Manages performance and overall team success for all functions within the revenue operations team.
- Responsible for OKR expectations for direct reports and associated team members, additional training, and colleague growth opportunities.
- Performs team member reviews, evaluations, and compensation processes.
Qualifications
- Bachelor's degree from an accredited college/university; Master's degree a plus.
- 8+ years relevant experience in operational management in a fast-paced environment.
- Proven experience in revenue operations, sales operations, or related roles; experience in the software industry a significant plus.
- Ability to formulate and effectively communicate short, mid, and long-term plans to achieve business objectives.
- Excellent leadership skills with the ability to lead cross-functional teams.
- Previous experience partnering across organizations and within Operations teams to successfully reach business objectives and execute strategic plans.
- Exceptional communication skills for collaboration with senior management and stakeholders.
- Ability to foster the development of high-performance teams.
- Possesses strong analytical skills and the ability to interpret complex data for strategic decision-making.
- Demonstrated process improvement experience with strong analytical, communication, and time management skills.
Who We Are
Origami Risk provides integrated SaaS solutions to organizations across the risk and insurance ecosystem — from insured corporate and public entities to brokers and risk consultants, insurers, third party claims administrators (TPAs), and risk pools. We deliver our risk management and insurance core system solutions from a cloud-based platform that is highly configurable, completely scalable, and accessible via web browser and mobile app.
Dais Technology, a subsidiary of Origami Risk, provides a no-code platform that revolutionizes insurance product creation for MGAs, insurers, and reinsurers. Dais’ event-based architecture enables AI-driven bundling, automation, and real-time deployment.
Solutions from Origami Risk and Dais Technology are backed by a best-in-class service team of experienced risk and insurance professionals who possess a balance of industry knowledge and technological expertise. A singular focus on helping clients achieve their business objectives underlies our approach to developing, implementing, and supporting our risk management, safety, compliance, and insurance core system technology solutions.
Origami Risk is proud to be an equal opportunity employer. We thrive and benefit from diversity and are committed to creating an inclusive and equitable environment for all employees. We do not discriminate against any individual based upon race, religion, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, color, sex, national origin, age, marital status, military or veteran status, disability, or any other characteristic protected by applicable law.
Caution: Be alert to recruiting scams. We have received reports of individuals impersonating Origami Risk recruiters to deceive candidates into disclosing personal information. These impostors use fake Origami Risk domain names and email addresses. Please double-check that any email address from an Origami Risk recruiter ends with origamirisk.com or talent.icims.com. And to confirm the legitimacy of any recruiting communication, feel free to email transparencycheck@origamirisk.com.
