About G2 - Our People 

G2 was founded to create a place where people will love to work. We strive to create meaning in work and provide more than just a job: a true calling. At the heart of our community and culture are our people. Our global G2 team comes from a wide range of backgrounds and experiences, and that’s what makes our G2 community  strong and vibrant. We want everyone to bring their authentic selves to work, and we do this through our company and team events, our G2 Gives charitable initiatives, and our Employee Resource Groups (ERGs). 

Our employee-led, leadership-supported ERGs celebrate the diversity of our team, foster inclusivity and belonging, and create a space to connect to each other. Through connections and understanding, we build a stronger and more dynamic global team and help every person reach their personal peak.

We support our employees by offering generous benefits, such as flexible work, ample parental leave, and unlimited PTO. Click here to learn more about our benefits. 

About G2 - The Company

When you join G2, you join the global team behind the largest and most trusted software marketplace. Every month, 5.5 million people come to G2 to inform smarter software decisions based on honest peer reviews. Authenticity is our focus, and every day we help thousands of companies, and hundreds of employees, propel their potential. Ready for meaningful work that starts and ends with compassion and heart? You’ve come to the right place.

G2 is going through exciting growth! We’ve recently secured our Series D funding of $157 million, which will further allow us to grow and develop our product and people. Read about it here!

About The Role

Reporting to our CRO, this role will be responsible for ensuring G2’s Revenue Organization & cross-functional teams have the data, processes and tools to operate at their best. While this function has responsibility for many tactical/ongoing responsibilities, the VP of Revenue Operations role has a strategic focus centered on best-in-class business operations, long term revenue strategy development and supporting the long-term direction for RevOps department.

This role will be an integral member of our CRO Leadership team, partnering with Sales, Customer Success, Partnerships and Marketing teams to align on annual/quarterly objectives, implement performance metrics, and influence alignment of all revenue operations. This role will drive revenue effectiveness by establishing measurable processes to improve sales & marketing efficiency and determine growth goals in addition to driving GTM performance, produce actionable reporting and analysis while documenting and building strong relationships across the leadership team to influence decision making.

Leading business performance & operations

• Partner closely with our Revenue Org and Marketing Operations leaders and their teams, serving as subject matter expert in revenue operations to monitor and report on the sales funnel from lead generation through to deal (new logo & expansion).
• Determine and direct operational priorities connected to new business and customer acquisition, growth, customer success (retention) to effectively achieve revenue goals
• Establish high levels of quality, accuracy, and process consistency in planning, forecasting, and budgeting approaches used by the Revenue Org and Finance organizations.
• Develop process, systems and productivity metrics to ensure our teams are hitting their performance targets. Incorporate early detection and identification into the process to ensure timely actions are taken.
• Evolve the methods and tools to measure, report and recommend improvements on sales effectiveness and enablement.
• Partnering with Sales Leadership, Finance, and Legal on pricing optimization, contract standardization, and quote-to-contract efficiencies.
• In Partnership with CRO, equitably assign quotas and territories while ensuring the financial objectives are allocated to all sales channels and resources through the quota program. Accountable for the timely assignment of all sales organization objectives.
• Prioritize investments in enabling technologies in support of Revenue organization productivity including enhancements to our Salesforce instance & other SalesTech.

Measuring success

• Accountable for the on-time implementation of sales organization quotas, territory planning, and performance objectives.
• Accountable for the establishment, improvement and measurement of a repeatable forecasting and quote-to-contract process that connects to sales performance analytics.
• Responsible for the efficient allocation of technology and support resources impacting the sales organization.
• Responsible for achievement of strategic objectives defined by company management.
• Build a strong talent pipeline of passive candidates to help us expand our team as needed.

Setting you up for success 

• 8+ years of sales/business operations or sales management experience in a high-growth environment with fluency in SaaS financial metrics & tracking like Annual Recurring Revenue (ARR), Gross & Net Retention.
• Experience successfully managing monthly, quarterly & annual performance against corporate initiatives leveraging standard SaaS sales metrics and benchmarking.
• Proven ability to identify and lead growth enabling initiatives for rapidly scaling organizations
• Well-organized, strong communication skills and ability to manage and influence direct and indirect reports with high motivation for continuous improvement and ability to drive impact.
• Experience architecting and managing revenue systems from ground up - CRM, Revenue Intelligence / Forecasting, Conversational Intelligence, Marketing Automation (Salesforce ideal)
• Business Intelligence, Analytics and Data experience

Our Commitment to Inclusivity and Diversity

At G2, we are committed to creating an inclusive and diverse environment where people of every background can thrive and feel welcome. We consider applicants without regard to race, color, creed, religion, national origin, genetic information, gender identity or expression, sexual orientation, pregnancy, age, or marital, veteran, or physical or mental disability status. Learn more about our commitments here.