Head of Revenue Operations

As Head of Revenue Operations at Mapbox, you will report to the global head of Sales, overseeing all aspects of Revenue Operations. This includes managing sales forecasting, data analytics (especially SFDC), pipeline development, deal desk operations, sales enablement training, and sales compensation plans. The role requires a strategic leader with a player-coach mindset, thriving on data to drive sales growth and process improvements in a fast-paced, pre-IPO environment.

Must Have

• Manage sales forecasting process
• Own data analytics, especially SFDC data hygiene and pipeline analysis
• Track and analyze the overall sales pipeline funnel
• Manage the sales deal desk team
• Provide strategic oversight of sales enablement
• Oversee preparation and administration of annual sales compensation plans
• 10+ years Sales Ops experience
• Minimum 5+ years in people management
• Strong hands-on experience with SFDC
• Ability to drive consensus across cross-functional groups
• Focus on incremental operational process improvement

Good to Have

• Interest in Mapbox technology
• Technical background
• Experience with Platform-as-a-Service, consumption-based revenue models
• B2B or B2E experience

Perks & Benefits

• Supportive health care
• Parental leave
• Flexibility for personal life
• Environment of teaching and learning
• Commitment to growing a diverse team

Mapbox is the leading real-time location platform for a new generation of location-aware businesses. Mapbox is the only platform that equips organizations with the full set of tools to power the navigation of people, packages, and vehicles everywhere. More than 4 million registered developers have chosen Mapbox because of the platform’s flexibility, security and privacy compliance. Organizations use Mapbox applications, data, SDKs and APIs to create customized and immersive experiences that delight their customers.

What You'll Do

As Head of Rev Ops, you will report directly to the global head of Sales and be responsible for all key aspects of Revenue Operations – supporting the sales deals closing and order administration; analyzing data to help make smart sales decisions; forecasting sales and pipeline; providing sales enablement training to our sales team to make them expert at “use case” selling; designing/running/tracking sales commissions plans; and working with the Head of Sales to accelerate sales growth through continual sales process improvements.

This role requires a strategic leader who does not shy away from the details. Somebody who knows how to guide the team and can also collaborate side-by-side both to coach and accelerate outcomes. You thrive on data to build the best strategies across all important sales activities and can drive cross-functional collaboration to ensure initiatives land.

Good sales deals and decisions rely on the cleanliness and timeliness of the underlying data. You will be responsible for working with the sales team to make sure our SFDC data is clean and accurate. You will need to extract, synthesize and make sense of data from SFDC and other data sources in order to ensure an accurate sales forecast and other smart, data-based decisions. You must be very experienced working with SFDC.

Because we license APIs and SDKs that our customers then use to build their own licensed applications, this is a more technical sale than a typical enterprise software company. So an interest in our technology is key, and a technical background is a great advantage.

We want to emphasize the player-coach aspect of this role. If you prefer managing people to doing the work yourself and have worked only in large public companies with extensive corporate infrastructure, this is not likely the job for you. We are a fast-pace pre-IPO company that is revolutionizing our industry. We move fast and deal with ambiguity on a daily basis, so rolling up your sleeves and jumping in to help the business are key traits of successful Mapboxers. You will build and lead a team, but you’ll need to be scrappy along the way.

• Sales Forecasting: Manage forecasting process (working with the sales managers, Head of Automotive and FP&A) to ensure an accurate forecast and pipeline.
• Data Analytics: Own data analytics regarding all things related to sales – this is mostly SFDC and so being an expert in SFDC is important – data hygiene and pipeline development analysis.
• Pipeline: Track and analyze the overall sales pipeline funnel from lead to closed to identify improvement areas and design relevant programs to help sellers move deals faster.
• Deal Desk: Manage the sales deal desk team, who are responsible for supporting the sales deals closing and order administration.
• Sales Enablement: Provide strategic oversight of sales enablement by guiding the Enablement Program Manager as they work with product marketing, product management, and sales managers to develop materials and deliver training that enables our sales team to excel at “use case” selling.
• Sales Comp: Oversee the preparation and administration of annual sales compensation plans, including quotas, territories and plan design/improvements

What We Believe are Important Traits for This Role

• Extremely strong written and oral communication skills.
• A self-starter, motivated player-coach who enjoys rolling up their sleeves and doing the work, along with building and managing a team effectively in an unstructured environment.
• Hands-on experience with all of Rev Ops: sales forecasting; SFDC data cleanliness/analysis; sales enablement; deal desk/order administration; commission plan design and administration.
• Strong hands-on experience with SFDC. Be scrappy and iterate. We don’t have the extensive corporate infrastructure of large public companies. If something is broken, you should work cross-functionally to come up with an appropriate and timely solution.
• Scope of influence. You know how to drive consensus across cross-functional groups using data and persuasion.
• Operational Excellence and Process Improvement. Focus on incremental operational process improvement. Learn from mistakes. You will have the opportunity to create scale and infrastructure for a pre-IPO company that is gearing up.
• 10+ years Sales Ops experience, with a minimum 5+ years in people management
• Platform-as-a-Service, consumption-based revenue model and/or B2B or B2E experience preferred

What We Value

In addition to our core values, which are not unique to this position and are necessary for Mapbox leaders:

• We value high-performing creative individuals who dig into problems and opportunities.
• We believe in individuals being their whole selves at work. We commit to this through supportive health care, parental leave, flexibility for the things that come up in life, and innovating on how we think about supporting our people.
• We emphasize an environment of teaching and learning to equip employees with the tools needed to be successful in their function and the company.
• We strongly believe in the value of growing a diverse team and encourage people of all backgrounds, genders, ethnicities, abilities, and sexual orientations to apply.

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