VP North America Revenue Strategy and Operations

Celonis•Raleigh, NC

52d•Hybrid

About The Position

We're Celonis, the global leader in Process Intelligence technology and one of the world's fastest-growing SaaS firms. We believe there is a massive opportunity to unlock productivity by placing AI, data and intelligence at the core of business processes - and for that, we need your help. Care to join us? The Team: The VP North America Revenue Strategy and Operations will lead the team associated with our critical growth region in North America. In this role, the VP will have a critical role to play to shape the Go To Market for Celonis in the region, to bring together the extended sales leadership team, and to manage and drive the execution of the business. Celonis has been growing successfully in North America and is invested in ensuring that growth continues at pace. This role is a chance to be at the heart of that growth, and define both the future of the business, and the shape of the Ops team needed to deliver it. The role reports into the SVP Revenue Operations, and will be part of the Global Operations leadership team. With so many critical functions tied to this role, there will also be an expectation and opportunity to engage deeply in the overall strategy for the company. The role will have visibility and engagement across all levels of the company. The Role: This role leads Strategy and Operations for North America, with direct accountability for the Ops team tied to the core sales team. In addition, the VP will act as the COO for the Region bringing together critical stakeholders from across functions including Marketing, Talent, Enablement and Product. This is a critical role to help define, evolve and run the GTM for the business as Celonis grows. With rapid expansion globally, a deepening partner ecosystem and a broadened set of areas where Celonis can impact customers, this is a critical time to be joining. This is also a chance to help shape what the overall role and remit of Revenue Operations should be, setting the bar for how the organization helps deliver the in quarter business, and shapes the health of future quarters and years.

Requirements

Proven ability to be a critical and thoughtful business partner. A challenger as well as a supporter and driver
Proven ability to develop, coach and inspire a highly motivated team of Ops rockstars
Knowledge of enterprise SaaS selling, including market positioning
Knowledge of working with partners and establishing ecosystem-awareness and engagement in a sales team
Ability to operate in a global environment, with thoughtfulness on balancing global standardization with localization for impact

Responsibilities

Help set the strategy for an integrated GTM, with clarity of roles, handoffs, accountabilities and ratios.
Drive the planning process for North America, shaping the territory model
Build a GTM plan that considers where and how Celonis should verticalize, and what that means in terms of our planning, recruitment and talent management
Work with our Ecosystem team to ensure our GTM strategy is partner friendly and aligned, and sets Celonis up for rapid scaling through indirect channels
Define the key metrics, KPIs and processes that cut across functions to bring our teams together
Define and support where needed the key programs that help our sales functions create pipe, close business and deliver for our customers
Ensure day-to-day support on running the business (business performance, comp, planning, forecasting etc.) across pre-sales, post-sales, and ecosystem
Co-ordinate with EMEA and JAPAC to ensure alignment and continuity where needed, and to support innovation and sharing of best practises
Build and scale a team that embodies high performance culture in an emotionally aware and passionate way. Establish and run a broader LT cutting across related functions, acting as a COO for the Region