Vice President, Revenue

Role: VP, Revenue

Reports To: CEO

Company: Optimy, https://www.optimy.com/

Location: The company's head office is located in Brussels, Belgium. Open to candidates based in: Belgium, Netherlands, Luxembourg, Germany, France. (Hybrid/Flexible working model.)

Optimy

Our mission is simple: empower corporations to create a ripple effect of social impact. Optimy’s cloud-based platform enables over 350 global organizations to drive meaningful change. Our global, dynamic, and diverse team is growing, and we’re looking for a VP of Revenue to shape the future of Optimy’s growth in our priority markets: Germany, Switzerland, France, US, Canada, and the UK.

Optimy's software is the world’s most configurable social impact platform that enables global organizations of all sizes to manage grant, volunteering, donation, and sponsorship programs. This enables organizations to save time and become more efficient as they work to amplify their positive impact.

Position

As Optimy’s VP of Revenue, you will lead 2 functions: Sales & Account Management. Reporting directly to the CEO, you will oversee new logo revenue, expansion of existing accounts (cross-sell/upsell) and customer retention, working to achieve ambitious ARR growth and retention goals. You’ll foster a highly collaborative, innovative, fast-paced, and data-driven culture focused on resilience and adaptability.

As VP of Revenue, you will be accountable for the overall annual revenue objectives. You will support your team to close new deals, grow existing customer accounts, and secure strong account retention. In addition to giving recommendations, coaching and guidelines to your team, you will be a hands-on leader with your team (ie. joining calls, reviewing key RFPs, assisting to close key accounts, etc.). Ideal candidates will have led sales teams at high-growth B2B SaaS companies that grew from under €10 million ARR to €15-€20+ million ARR.

This position will lead 2 Teams at Optimy:

1) New Logo Sales Team - consisting of 1 Sales Manager who currently manages 8 Account Executives (5 located in Europe and 3 in North America)

2) Account Management Team - consisting of 1 Account Management Leader who currently manages 6 Account Managers (4 located in Europe and 2 in North America).

Responsibilities

Sales Strategy, Strategic Market & Customer Insights (15%) (Measure of success: +35% yearly ARR growth) 

• Shape Optimy’s market approach by tracking trends, competitive dynamics, and customer needs
• Partner with marketing and product teams to define customer personas and create business cases that guide strategic growth, product roadmaps and prioritize initiatives that support revenue growth
• Lead competitive analysis and create battle cards to strengthen Optimy’s positioning
• Collaborate with the CEO to define go-to-market strategies, ensuring alignment with OKRs for both Sales and Account Management Teams
• Define annual initiatives and objectives for the revenue team and the corresponding OKRs to achieve the revenue targets
• Support the Sales & Account Management Team Managers to execute on the revenue strategy and to develop operational plans 
• Recommend growth opportunities, strategy and new tactics

Data Analysis, Forecasting & Reporting (15%)  (Measures of success: OKR/KPI achievements & forecast accuracy)

• Establish and monitor revenue metrics across both Sales and Account Management, using analytics to drive accuracy in forecasts and identify growth opportunities
• Build and maintain dashboards for Sales and Account Management, providing visibility and actionable insights for the CEO, members of the Executive Team and direct reports
• Conduct performance reviews, analyzing OKRs and KPIs to address challenges proactively across both functions
• Own and report on the revenue P&L monthly, recommending adjustments, as needed, to meet growth targets

New logo Growth (20%)  (Measure of success: reach 100% in new logo growth over time)

Work closely with the new logo Sales Manager to:

• Develop and execute sales strategies for ARR growth in global priority markets, using data-driven insights to adjust tactics as needed
• Collaborate with Marketing and Revenue Operations to generate and convert leads, ensuring alignment across go-to-market initiatives
• Support Account Executives in critical negotiations and deal closures to meet ARR targets and strategic goals

Account Management & Customer Retention (20%)  (Measure of success: achieve 120% net retention, including cross-sales)

Work closely with the Manager of Account Management to:

• Transform the organization from a “support” practice to a “revenue enabler” - to achieve 120% net retention rate
• Leverage data-driven insights to elevate customer satisfaction and loyalty
• Oversee Account Management processes, including onboarding, customer health tracking, and escalations, to ensure a seamless client experience
• Lead Account Managers to drive cross-sell and upsell opportunities, maximizing client value and account expansion.

Team Leadership, Building & Development (30%)

• Foster, build and enable a strong relationship between the Managers of Sales and Account Management - ensuring they leverage each other and collaborate
• Create strong alignment with the Sales, Marketing and Product departments to ensure the company is working collaboratively (and cross-functionally) towards revenue objectives
• Lead cross-functional projects tied to revenue achievement and revenue growth
• Act as a coach, leader, mentor and collaborative partner to the Sales and Account Management Leads - ensuring they have the resources and structure needed for high performance
• Coach, develop and train the individual contributors (Account Executives, Account Managers), when needed
• Drive a “scale-up”, high-growth sales environment with a “get things done” attitude and decision making mindset
• Cultivate an agile environment across Sales and Account Management teams, focused on growth and swift action
• Partner with talent acquisition to hire and onboard top performers across the Sales and Account Management Teams