Vice President, Revenue Operations

Description

Sprout Social is looking to hire a Vice President, Revenue Operations for the Sales & Customer Experience teams.

Why join Sprout’s Sales & Customer Experience team?

The Sales and Customer Experience team shapes how Sprout powers the future of customer connection for today’s most innovative brands. We sell and support the leading social media management platform for businesses, helping organizations unlock the full value of social. Through powerful social intelligence and trusted partnership, we enable teams to build authentic relationships and drive meaningful business impact.

You’ll join a high-performing, collaborative team made up of some of the brightest minds in the industry, working with iconic brands like Campbell's, Salesforce, Airbnb, and Equifax. Just as importantly, Sprout is a place where your growth matters. You’ll have the freedom to shape your career, explore new paths, and build toward what’s next, with a team that’s invested in helping you get there.

What you’ll do

• Lead Global Revenue Operations and serve as a trusted business partner to Sales, Success, and Partner Leadership by implementing strategies to optimize revenue performance, customer success and improve overall operational effectiveness.
• Lead and inspire a high-performing team of experienced sales/success strategy, compensation, deal desk, and enablement professionals.
• Drive cross-functional alignment amongst the Global Sales, Marketing, Finance, Product, Partner, and Customer Success teams to ensure seamless execution of go-to-market initiatives.
• Bring a strong point of view on GTM AI to evaluate and vet opportunities that increase sales organization productivity and automation, moving beyond strategy to practical implementation. 
• Champion a customer-centric approach by designing operations that optimize experiences for both internal and external customers.
• Advance the precision of forecasting and pipeline execution, focusing on leading indicators to forecast pipeline ahead of revenue.
• Drive annual revenue, capacity, and go-to-market planning, collaborating closely with the Chief Revenue Officer (“CRO”).
• Develop and implement strategies to streamline workflows, enhance productivity, and improve the effectiveness of our Sales and Customer Success processes.
• Utilize data-driven insights to identify trends and make strategic recommendations to drive revenue growth and market expansion.
• Model inclusive leadership and a culture of high accountability by seeking out diverse perspectives, leading through a lens of equity, and fostering community.

What you’ll bring

We’re looking for a results-oriented leader who excels at building strong relationships with business partners and distilling complex business challenges into clear, actionable strategies. You are a strategic thinker who maintains a roll-up-your-sleeves mentality to understand business realities, enabling you to implement tactical initiatives that support growth. A strong point of view on GTM AI and automation is essential, with the ability to distinguish between hype and tools that drive real productivity. Beyond your operational expertise, you have proven experience building high-performing teams while fostering a culture of accountability, transparency, and fun. Driven by a growth mindset and strong analytical skills, you will establish trusted partnerships with Finance, Marketing, and Product teams to drive the business forward. 

The minimum qualifications for this role include:

• 12+ years of experience in a revenue operations role
• 5+ years of experience leading revenue operations teams, including experience managing Managers, Senior Managers and Directors
• Strong interpersonal and communication skills, which could be demonstrated by examples of influencing the GTM team and senior leadership by sharing data insights 
• Proven experience integrating AI and automation into GTM workflows, with examples of how these initiatives increased productivity or forecast precision
• Knowledge and hands-on experience with the Sales and Marketing tech stack, including Salesforce, Gong, Google Apps, Excel, and Tableau

Preferred qualifications for this role include:

• A previous operational leadership role in a global SaaS Sales environment
• Experience developing and implementing scalable Sales Operations processes
• Experience leading and developing diverse, high-performing teams

How you’ll grow

Within 1 month, you’ll plant your roots, including:

• Experience Sprout’s in-depth onboarding, covering everything from our company mission and values, hearing directly from executives and founders, to deep training on our products and the value that Sprout delivers to our customers.
• Make a plan with your leader to set initial priorities, align on expectations for your role, plant goalposts for your career, and learn about Sprout’s approach to sales operations.
• Get to know your team (Directors, Managers, and ICs) and work to understand each individual’s current challenges and areas of opportunity.
• Educate yourself on the current team structure, goals, and overall strengths/weaknesses to form a baseline of where we can solidify processes for future scale.

Within 3 months, you’ll start hitting your stride by:

• Meet with leaders across the global Sales, Customer Success, Finance, Marketing, Product, and Operations organizations who share responsibility for achieving similar targets and identify areas of opportunity.
• Formulate a strategic plan to elevate our operational maturity, identifying key levers to improve efficiency, predictability, and overall revenue health.
• Conduct a talent assessment of your team to understand coaching and development opportunities, ensuring you are maximizing talent. 
• Begin coaching and mentoring Directors and Managers to help them elevate their own functions and navigate ambiguity.

Within 6 months, you’ll be making a clear impact through:

• Implement your strategic plan with the support of senior leadership.
• Establish a cadence with key stakeholders and ensure all reporting, analytics, and insights are in place to effectively measure and improve GTM effectiveness.
• Move beyond strategy to practical implementation of approved GTM AI opportunities to increase sales organization productivity.
• Support ongoing initiatives, planning efforts, and ensure your organization is delivering against its expectations .

Within 12 months, you’ll make this role your own by:

• Obtain (solicited and unsolicited) and act upon peer and leadership feedback.
• Establish and execute a long-term plan for your team, including a holistic view of the business and future-proofing our operations.
• Promote members on your team and begin creating a bench of new talent.
• Surprise us! Use your unique ideas and abilities to change your team in beneficial ways that we haven’t even considered yet.

Of course what is outlined above is the ideal timeline, but things may shift based on business needs, and other projects and tasks could be added at the discretion of your manager.

Our Benefits Program 

We’re proud to regularly be recognized for our team, product, and culture. We invest in our team with a comprehensive, competitive benefits program:

• Comprehensive Health & Wellness: Premium BCBSIL medical, dental (high/low plans), and vision (Eyemed) insurance for you and your eligible dependents.
• Premium Mental Health Support: Full, free access to Modern Health for you and your dependents, including coaching, therapy sessions, and digital wellness resources.
• Retirement Savings: 401(k) plan with a 50% company match on your first 6% of contributions (a 3% total match).
• Financial Security: 100% employer-paid Life and Disability insurance for your peace of mind.
• Flexible Paid Time Off: A flexible PTO policy, supplemented with additional company-wide Rest & Recharge days throughout the year.
• Paid Parental Leave: Up to 16 weeks of paid leave for new parents to support you in expanding your family.
• Annual Lifestyle Stipend: A $1,000 USD annual Lifestyle Spending Account to spend on your physical, mental, and financial well-being.
• Work From Home Support: A one-time $550 USD stipend to set up your home office, plus a monthly $50 USD stipend for internet.
• Giving Back: 16 hours of paid volunteer time annually, plus a $100 annual match for your charitable donations.
• Additional Financial Perks: Access to pre-tax commuter benefits, subsidized child/eldercare (Care.com), discounted pet insurance (Figo), and no-cost personalized financial wellness support through Your Money Line.

*This list is for informational purposes only. Benefit offerings are discretionary and subject to change and do not constitute a contract or guarantee of benefits.

Whenever possible, Sprout wants to provide our team with the flexibility to work in the location that makes the most sense for them. Sprout maintains a remote workforce in many places in the United States. However, we are not set up in all states, so please look at the drop-down box in our application to see whether your state is listed. Few roles require an office setting. If your position requires a physical presence in a Sprout office, it will be evident in the job listing and your offer letter.

Individual base pay is based on various factors, including whether you’re located in Zone 1 or Zone 2, as well as relevant experience and skills. In the United States, we have two geographic pay zones. This role’s On Target Earnings (“OTE”) for new hires in each zone are:

• Zone 1 (New York, California, Washington): $347,600 - $477,950 USD annually
• Zone 2 (All other US states): $316,000 - $434,500 USD annually

OTE is governed by an incentive plan. It is the sum of a fixed base salary plus incentives at target performance. Incentive compensation will vary based on performance. The minimum amount earned is the fixed base salary. 

The listed ranges represent the expected earning potential in this position. These ranges were determined by a market-based compensation approach; we used data from trusted third-party compensation sources to set equitable, consistent, and competitive ranges. We also evaluate compensation bi-annually, identify any changes in the market and make adjustments to our ranges and existing employee compensation as needed.

OTE is only one element of an employee's total compensation at Sprout. Every Sprout team member has an opportunity to receive restricted stock units (RSUs) under Sprout’s equity plan. Employees (and their dependents) are covered by medical, dental, vision, basic life, accidental death, and dismemberment insurance, and Modern Health (a wellness benefit).  Employees are able to enroll in Sprout’s company’s 401k plan, in which Sprout will match 50% of your contributions up to 6% with a maximum contribution. Sprout offers “Flexible Paid Time Off” and ten paid holidays. We have outlined the various components to an employee’s full compensation package here to help you to understand our total rewards package.

Sprout Social is proud to be an Equal Opportunity Employer. We do not discriminate based on identity- race, color, religion, national origin or ancestry, sex (including sexual identity), age, physical or mental disability, pregnancy, veteran or military status, unfavorable discharge from military service, genetic information, sexual orientation, marital status, order of protection status, citizenship status, arrest record or expunged or sealed convictions, or any other legally recognized protected basis under federal, state, or local law. Because Sprout Social is a federal contractor, we affirmatively recruit individuals with a disability and protected veterans. Learn more about our commitment to diversity, equity and inclusion in our latest DEI Report.

If you require a reasonable accommodation for any part of the interview process or to submit your application, please email us at [email protected]. Include the nature of your request and your preferred contact information. We'll do everything we can to support your success during our recruitment process while upholding your privacy. Please note that only inquiries regarding accommodations will receive a response from this email address; other inquiries will not be addressed (e.g., you send your resume but are not requesting an accommodation). 

For more information about our commitment to equal employment opportunity, please click here (1) Equal Opportunity Employment Poster and (2) Sprout Social's Affirmative Action Statement. 

Additionally, Sprout Social participates in the E-Verify program in certain locations, as required by law. 

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