VP Revenue Operations

Kenna Security

Remote
  • Job Type: Full-Time
  • Function: Sales
  • Post Date: 02/18/2021
  • Website: kennasecurity.com
  • Company Address: 350 Sansome St Suite 500, San Francisco, CA, 94104

About Kenna Security

Kenna is a software-as-a-service Risk and Vulnerability Intelligence platform that accurately measures risk and prioritizes remediation efforts before an attacker can exploit an organization’s weaknesses.

Job Description

NOTE:  Kenna will not consider or accept resumes from external recruiters for this job posting. Kenna will not be responsible for any fees related to unsolicited resumes.
 
Kenna Security is revolutionizing cyber risk with a SaaS-based platform that uses data science to combine vulnerability data with exploit intelligence to measure risk, predict attacks and prioritize remediation. We are leading the way in helping enterprises reduce their risk while increasing their efficiency and preventing attacks. Kenna Security was recently named one of the top 10 hottest start-ups and named to the Inc. 500 fastest growing companies list.
 
 
This job requires equal parts strategic and critical thinking, attention to detail, and analytical insight. It also provides a chance to achieve significant responsibility and drive what the revenue operations global footprint will look like at scale.  
 
Responsible for all aspects of the Sales operations function, including the process and measurement of the marketing and sales pipeline.  Will require cross functional interactions with numerous functions across Kenna including deep analysis of pipeline trends and stage movement resulting in recommended changes with the goal to improve the close rate of each stage of the pipeline.  
 
This role is a Management role with the expectations to be very hands on and skilled in the use of tool such as SalesForce, Clari and others.
 
Reports to: CFO, dotted line to VP Global Sales

What are some of the interesting problems you'll be working on:

    • Support strategic, operational and financial planning and ensure decisions in-line with overall company goals.
    • Support sales organization in all aspects of deal flow, from initial training on applications (SFDC. Clari, etc.) to ongoing support, including developing customer quotes, pipeline qualification, and rolling out compensation plans.
    • Ongoing maintenance and improvement of SFDC data hygiene and continuing to strive to implement best practices.
    • Continue to enhance standardized global policies to and ensure sales is educated on standard deal structures and latest changes to product changes, including technical enhancements and pricing, working closely with Sales Enablement.
    • Support and advise pricing strategies and deal structures based on multi product mindset that will fulfill customer requirements, while maximizing company revenue and profitability.
    • Work cross-functionally with members of sales, product management, legal, finance, and other Kenna teams to ensure that booking, billing and revenue systems are operationally ready for any new products, revenue initiatives and with appropriate controls.
    • Continuous examination, analysis and monitoring of pipeline workflow process’ and introduction of best practices.
    • Prepare deep analytics of each stage of the pipeline (left to right and right to left analysis) to understand potential areas of improvement and work with team to implement changes that both improve the conversion rate at each stage of the pipeline and reduce cost per lead.
    • Re-evaluate the need to engage TOPO and if so, oversee TOPO pipeline study and examination of our current practices, implementation of TOPO ‘playbook’ working closely with Sales and Marketing operations teams.
    • Review and make recommendations for improvement in technology stack supporting pipeline including upgrades, removal and addition of tools.
    • Facilitate other projects as necessary.

What does it take to work at Kenna:

    • Bachelor degree, MBA preferred
    • 10+ years experience in Sales and Marketing operations and analytics
    • Deep understanding of Saas company best in class workflow process
    • Very hands on, able to perform work of an individual contributor
    • Very strong in-depth data mining skills
    • Proficient user of SFDC, Clari, Insightsquared, Outreach, and MS Excel 
    • Very strong interpersonal skills, excellent written and verbal communication skills

At Kenna you can enjoy the following:

    • Competitive compensation package
    • Medical, Dental, Vision & Disability Insurance
    • Wellness Programs
    • Pet Insurance
    • Retirement Planning
    • Company Equity
    • Generous Paid Parental Leave
    • Work From Home Setup
    • Employee Referral Program
    • Discretionary Time Off
    • Friendly & Casual Environment
    • Work/Life Balance
    • Professional Development Program
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex or national origin.

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Disclaimer: Local Candidates Only
This company does NOT accept candidates from outside recruiting firms. Agency contacts are not welcome.