Vice President, Revenue Operations
United States
Sales – Revenue Operations /
Full-time /
Remote
Are you ready to power the World's connections?
If you don’t think you meet all of the criteria below but are still interested in the job, please apply. Nobody checks every box - we’re looking for candidates that are particularly strong in a few areas, and have some interest and capabilities in others.
About the role:
Kong is looking for a VP of Revenue Operations who will lead strategy, planning, and operational execution for teams which support Kong’s full customer lifecycle, including Sales, Solutions Engineering, Marketing, Customer Success, Partners, and Services. You will develop and lead our GTM planning, while building and scaling our processes, systems, tools, metrics and playbooks that will make our GTM organizations world-class. This is a highly collaborative role and you will work day to day with our executive leadership team as well as our current GTM leaders. The need for this role is driven by our explosive growth and need for operational excellence and scale across our Globally diverse business and operations. You are passionate about audacious missions and setting goals to drive them. At Kong, you will create strategies to gain intelligence on over 40,000 companies leveraging our OSS Gateway and over 600 customers utilizing our enterprise products. You will build out a strategic GTM plan for our 25-year product vision. You will help continue to drive our incredible international adoption, while exponentially growing our America’s footprint.
What you’ll be doing:
- Lead and scale a global cross functional, GTM strategy, planning, systems, analytics, programs and enablement organization chartered with building Kong’s revenue engine
- Oversee key revenue operations planning work streams including annual planning, account prioritization, territory planning and optimizations, target setting, resource planning, and compensation plan design
- Drive continuous improvement through standard operating cadences, including weekly forecast and metric reviews in addition to quarterly go-to-market business reviews
- Define, document, and deploy new operational processes and ensure rigorous adoption across the GTM organization (pipeline hygiene, account ownership, discounting, renewals, expansions...etc.)
- Partner with the GTM leadership to conduct deep analyses and develop force multiplier strategies that scale our growing GTM organization through accelerating pipeline generation, increasing win rates, and improving retention rates
- And any additional tasks required by manager
What you’ll bring:
- 15+ years of successful revenue operations and GTM experience ideally at a high-growth enterprise software startup with a broad international footprint
- 10+ years of direct management experience in SaaS Sales Strategy, Operations, or related field
- Sales Strategy & Planning experience, including TAM assessment, segmentation, sales capacity modeling, territory design, and quota setting
- Track-record of collaborating with cross-functional partners to lead transformation and growth
- Analytical and data-driven, with demonstrated experience finding data-driven insights to improve sales productivity
- Strong project management skills including the ability to define and execute against project timeframes, dependencies and risk factors
- Fluency with core Go-To-Market operating and metrics, including CAC, LTV, ROI, Conversion Ratios, and other Efficiency metrics
- B.A./B.S. Degree, MBA is a plus
- Open source software experience a plus
About Kong:
Kong is THE cloud native API platform with the fastest, most adopted API gateway in the world (over 300m downloads!). Loved by developers and trusted with enterprises’ most critical traffic volumes, Kong helps startups and Fortune 500 companies build with confidence – allowing them to bring solutions to market faster with API and service connectivity that scales easily and securely.
83% of web traffic today is API calls! APIs are the connective tissue of the cloud and the underlying technology that allows software to talk and interact with one another. Therefore, we believe that APIs act as the nervous system of the cloud. Our audacious mission is to build the nervous system that will safely and reliably connect all of humankind!
We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status.
