About the job

The VP, Sales Operations and Strategy will be responsible for operationalising and standardizing repeatable processes in partnership with our GTM teams. This individual will work closely with our CRO, Finance and Regional Sales leaders to enable and operationalize business support including many of our most complex operating procedures.The Vice President Sales Operations and Strategy directs Aiven’s support investments in effectiveness and manages functions to essentially deliver best practices and optimal productivity. These include planning, reporting, quota setting and management, sales process optimization, sales program implementation and sales compensation design and administration.The VPSO is responsible for the overall productivity and effectiveness of the GTM organization. Reporting to the Chief Revenue Officer, the VPSO fosters close working relationships with internal and external stakeholders to ensure the sales organization's efficient operation and success.This individual will lead an impactful team that is responsible for providing pre-sales internal support and guidance to the GTM team on contract negotiations, quoting support, ongoing account license management, booking metrics, approvals, and escalations. The VP will also work cross-functionally with Pricing, Legal, Revenue Recognition and other Revenue Support groups to ensure customer success.Responsibilities:

• Designs, implements, and manages sales forecasting, planning, and budgeting processes. Establishes high levels of quality, accuracy, and process consistency in planning, forecasting, and budgeting approaches used by the sales organization.
• Ensures planning, forecasting and budgeting efforts are appropriately integrated with other planning processes.
• Provides leadership to the sales organization, and counsel to the Chief Revenue Officer in implementing sales organization objectives that appropriately reflect business goals.
• Builds strong relationships with Sales leaders and partners with them to structure and operationalize large, complex deals.
• Works with Revenue Recognition, Collections, Deal Desk, and Legal on contract issues and provides guidance on contract negotiations.
• Takes the lead on escalations that are diverse in scope, requiring sound judgment in resolving issues and/or making recommendations.
• Owns and executes all operating procedures and key controls for our global sales operations processes.
• Challenges legacy policies and procedures that complicate quote, order, invoice, credit, commissions, and revenue processing, and drives creative solutions and/or workarounds based on that analysis.
• Oversees sales compensation plan administration. Establishes sales compensation program rules, policies, and procedures. Ensures sufficient resources are assigned to adequately administer sales compensation programs. Works closely with Accounting, Finance, and People to establish rules, policies, and procedures associated with sales compensation.
• Builds a high performing Sales Operations team by attracting, developing and retaining top talent.
• Surfaces insights to the Executive team to inform in decision making.
• Responds to process and policy questions and optimally communicates requirements to impacted parties.
• Establishes team goals and supports progress and achievement.
• Works with the team to maximize team efficiency, productivity, and performance.
• Engages, supports, and provides guidance to the team on supporting the needs of the business.
• Reviews, interprets and uses data and analytics to lead team functions, and uses insights to make business recommendations.

Requirements:

• 10+ years of demonstrated ability leading a customer order management or sales operations team for a technology company
• Intellectually curious and adept at building quick relationships and acting as a trusted adviser and business partner to Sales leaders
• Strong analytical, organizational, and problem-solving skills
• Excellent communication and interpersonal skills; ability to think quickly and appropriately to debate difficult issues
• Ability to deliver in a fast-growing/fast-paced environment where adaptability is critical
• Strong personal accountability and personal alignment to Aiven’s values: Ownership, Openness and Courage
• Ability to maintain a positive attitude in stressful situations while working within a team environment
• Ability to understand broader business and financial issues while juggling multiple priorities
• Creative thinker who can bring new ways to solve old problems
• Experience with contract structuring
• Experience driving process improvement initiatives and other change initiatives