About the Role:
Leads the execution of the direction and strategy for the company’s sales team operations by aligning sales, marketing, and customer support processes to meet and exceed KPIs, and managing people and teams to help them perform their best. Unifies and aligns the operations, systems, and data that support revenue teams along the entire revenue cycle to generate more consistent and scalable growth.
What You Will Do:
- Owns sales process, including responsibility for continually analyzing the pipeline and utilizing metrics, sales and client feedback, and proactively recommending process changes to increase closure rate and decrease sales cycle time.
- Manages and optimizes a go-to-market strategy and growth programs alongside the Division President, Lending Revenue Officer, to best position and deploy resources for revenue growth.
- Implements and manages robust sales and marketing forecasting processes, establishing a high degree of quality, accuracy and process consistency.
- Finds new market opportunities that include new product offerings and adjacent markets, including research, financial modeling and identifying the enterprise resources needed to successfully exploit the identified opportunities.
- Runs deal review meetings with involvement of the sales and the cross-functional support teams.
- Serves as business owner of the customer platform (Salesforce) and other data-related systems with responsibility for finding and implementing metric driven improvements.
- Responsible for tracking of the quarterly and annual partner and client health process and Net Promoter Score (NPS) program.
- Applies an analyst and solution consultant mindset, i.e. knows why the numbers are important, recommends how to improve them, and enables the platform directly through reporting or indirectly by bringing the right resources to manipulate the tech solution.
- Works closely with Marketing and other internal teams to develop, deploy, and continually refine the sales tools and collateral needed by the Lending Revenue team.
- Responsible for tracking of the quarterly and annual sales forecasting process.
- Own sales compensation plans.
- Actively participates in quarterly and annual planning.
- Other duties as assigned.
What You Will Need:
- Bachelor's degree or equivalent education and work experience required.
- Master’s degree preferred.
- Typically, 12+ years of related experience.
- 10+ years’ experience in Strategy and Revenue Operations roles; proven experience unlocking growth and productivity improvements with Sales, Customer Success, Revenue Support and/or Partnerships teams highly preferred.
- 10+ years of experience managing and coaching employees.
- Technologies: Fluent in Salesforce, Finastra (or other financial analysis/lending systems), ThoughtSpot, Power BI, Microsoft Office, and/or comparable project management suite.
- Demonstrated ability to set, manage, and track against a set of diverse, strategic KPIs.
- Demonstrated experience tracking core business metrics and driving decisions based on that data.
The responsibilities listed above are not all inclusive and may be changed at any time.
Salary range: $145,796.47 – $240,564.18
The salary range reflects the minimum and maximum target for a new hire in this role. Individual pay within the range will be determined by multiple factors which can include but are not limited to a candidate’s experience, qualifications, skills, and location. Your recruiter can share more about the specific salary for your location during the hiring process. Ranges may be modified in the future.
This role is also eligible for an annual performance-based incentive opportunity. Pathward offers a comprehensive benefits package for eligible employees, including health insurance, 401(k) retirement benefits, life insurance, disability benefits, paid time off, and more.
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