VP, Revenue Operations

ACV • Buffalo, NY

3d • $230,000 - $280,000

About The Position

If you are looking for a career at a dynamic company with a people-first mindset and a deep culture of growth and autonomy, ACV is the right place for you! Competitive compensation packages and learning and development opportunities, ACV has what you need to advance to the next level in your career. We will continue to raise the bar every day by investing in our people and technology to help our customers succeed. We hire people who share our passion, bring innovative ideas to the table, and enjoy a collaborative atmosphere.
Who we are:
ACV is a technology company that has revolutionized how dealers buy and sell cars online. We are transforming the automotive industry. ACV Auctions Inc. (ACV), has applied innovation and user-designed, data driven applications and solutions. We are building the most trusted and efficient digital marketplace with data solutions for sourcing, selling and managing used vehicles with transparency and comprehensive insights that were once unimaginable. We are disruptors of the industry and we want you to join us on our journey. Our network of brands include ACV Auctions, ACV Transportation, ClearCar, MAX Digital and ACV Capital within its Marketplace Products, as well as, True360 and Data Services.
The VP of Revenue Operations will be a key senior leader in ACV’s sales organization, responsible for leading a team in the development, implementation, and execution of the company's sales strategies, operational processes, best practices and systems in order to consistently achieve predictable sales growth. This role is instrumental in driving operational excellence and enabling our sales team to achieve their targets while meeting revenue goals across ACVs’ growing portfolio of transaction and subscription services.

Requirements

• Bachelor's degree in Business, Analytics, or a related field required. Advanced degree strongly preferred.
• 12+ Years of experience in developing strategies and leading highly effective teams to operational excellence.
• 8+ Years of experience in sales and/or revenue operations in a growth company.
• Experience working in a publicly traded company required.
• In-depth knowledge of revenue operations and sales operations with experience bringing these two functions together to scale and grow a company to meet their goals.
• Strong aptitude for utilizing technology and adoption of AI into business processes.
• Exceptional analytical skills and data-driven approach to decision making with ability to present clear and conscious solutions.
• Travel up to 50% of the time.

Responsibilities

• Set the overarching Sales Revenue and Operations strategy across the organization aligning priorities for Sales Process, Planning, Analytics, Pricing, Deal Desk, Go-to-Market, and Execution in partnership with Sales leaders.
• Drive a performance and sales attainment driven culture within the overall Sales Team and within Revenue Operations; viewed as a data and AI driven leader, delivering insights for territory and sales functional planning and execution.
• Identify, document and implement best practices for operational excellence across ACV integrated sales functions (outside, inside sales and enterprise functions).
• Develop and continuously refine ACVs sales forecasting process vs plan that identifies risks and upside opportunities. Calibrate performance vs expectations by monitoring key KPIs and trends related to revenue, mix and volume. Keep sales leadership and finance apprised of deviations and updates to key assumptions while managing risks/opportunities.
• Cultivate a high-performing team through effective leadership. Promote a culture of accountability, collaboration, and continuous improvement.
• Set overarching sales pricing strategy to advise and support Sales, Finance, and the Pricing team on the execution of Pricing and Deal Management. Define authorization structure or matrix for pricing approvals and input into our Legal/contracts team.
• Lead Sales Analytics processes, including providing strategic leadership and tactical oversight to sales forecasting, territory planning and execution, and quota planning.
• Work with multiple stakeholder partners, such as Product and Marketing, to ensure delivery and execution of go-to-market strategy, product development and sales are aligned with business revenue goals, contributing to the overall company strategy.
• Work with the Sales leadership team and colleagues to enable, improve, and automate accurate business planning and account and territory management, sales forecasting, and methodology adoption to track sales results with periodic metrics/KPI reporting and insights.
• Partner with Finance to establish revenue, margin, and profit expectations for all major forecast cycles, including quarterly and AOP.
• Leverage aggregate sales data to aid in forecasting estimates, budgets, and long-range plans. Develop, maintain and continually forecast annual sales budget.
• In partnership with ACV’s Data team, lead team to identify, implement and/or build AI-driven technologies and solutions to automate routine processes, create predictive analytics models, and improve efficiencies. Continuously measure ROI of AI tools, reconfigure for efficiency and improve adoption, as needed.
• Support Sales leadership on key projects including preparation of Board Materials, Sales Kickoffs, etc.
• Perform other duties as assigned.

Benefits

• Multiple medical plans including a high deductible, low cost health plan
• Company-sponsored (paid) Short-Term Disability, Long-Term Disability, and Life Insurance
• Comprehensive optional benefits such as Dental, Vision, Supplemental Life/AD&D, Legal/ID Protection, and Accident and Critical Illness Insurance
• Generous paid time off options, including uncapped vacation days, the greater of 3 paid sick days or in accordance with the applicable state or local paid sick leave law, 6 paid company holidays, 2 floating holidays, parental leave, bereavement leave, jury duty leave, voting leave, and other forms of paid leave as required by applicable law or regulation
• Employee Stock Purchase Program with additional opportunities to earn stock in the Company
• Retirement planning through the Company’s 401(k)

What This Job Offers

• Job Type: Full-time
• Career Level: Executive