Our restaurant and hospitality solutions fit seamlessly together
Vice President of Global Commercial Sales Operations
The New Tech for Restaurant and Hospitality
HotSchedules Now Powered by Fourth is the first global cloud-based intelligent back office platform in the restaurant and hospitality industries. We’re no ordinary software company! We pride ourselves on the culture we have created and work hard to ensure this is never compromised. This is a place where our people want to work; where they enjoy and develop in their roles; where our people pull together to work as a team and ultimately be a company we are all proud to be a part of.
By developing innovative products, building relationships with our customers and enabling great careers; we are focused on building lifetime loyalty with our customers and each other. The vast majority of us have worked within the industry; we believe we need to be passionate about and have experienced the industry in order to help our customers grow their businesses successfully.
When recruiting, we look for those who want to join our journey; those who want to be a part of our personality and culture; those who are professional; have energy, enthusiasm, and ambition, are entrepreneurial and those who can show they can live by our company values each day. Working at Fourth + HotSchedules provides an opportunity to build a successful career where our people develop and grow in a dynamic, fast paced environment.
The Vice President of Global Sales Operations is responsible for booking effectiveness and manages various functions essential to sales productivity, including planning, reporting, quota setting and management, sales process optimization, sales training, sales program implementation, sales compensation design and administration, and recruiting and selection of sales talent. As a member of Fourth’s senior leadership team, this individual will report to the Chief Revenue Officer and will work closely with other stakeholders to ensure efficient commercial operation and overall sales effectiveness.
About the Role
· Designs, implements, and manages sales forecasting, planning, and budgeting processes · Establishes high levels of quality, accuracy, and process consistency in planning, forecasting, and budgeting approaches used by the sales organization. · Ensures planning, forecasting and budgeting efforts are appropriately integrated with other planning processes· Provides leadership to the sales organization, and counsel to the Chief Revenue Officer, in implementing sales organization objectives that appropriately reflect business goals· Responsible for equitably assigning sales quotas and ensuring that financial objectives are optimally allocated to all sales channels and resources through the quota program· Accountable for the timely assignment of all sales organization objectives· Partners with senior sales leadership to identify opportunities for sales process improvement· Facilitates successful implementation of new programs through the sales organization by ensuring a well-defined, efficient sales process is in place for launch· Fosters an organization of continuous process improvement· Prioritizes investments in enabling technologies in support of sales organization productivity· Works closely with the Chief Revenue Officer and Chief Technology Officer to understand sales and technology strategy· Ensures optimal deployment of sales personnel, providing recommendations for changes to sales roles, coverage models, or team configurations to ensure maximum sales productivity· Champions change management processes to support organizational understanding of required business changes, ensure support from key leadership stakeholders, and effectively implement new deployment and job models, as needed to support business strategies· Works in partnership with senior sales leadership to define the optimal performance measurements and performance management programs required to ensure salesforce optimization, and aligns reporting, training, and incentive programs within these performance management parameters· Ensures sales reporting and other internal intelligence is provided to the sales organization. Develops new reporting tools as needed. Coordinates with sales leadership and other stakeholders to lead efficient and accurate sales force reporting initiatives· Partners with sales and HR leadership to establish a sales training programs focused on developing and reinforcing critical sales competencies. · Prioritizes training objectives for selling, sales management, and sales support roles, and oversees the delivery of field and HQ training to sales, sales management, and sales support personnel· Designs sales incentive compensation programs, in collaboration with HR and sales leadership, that provide market-competitive pay, reinforce sales organization strategies, and align with business and sales organization objectives· Oversees sales compensation plan administration, including sales compensation program rules, policies, and procedures. Ensures sufficient resources are assigned to adequately administer sales compensation programs. · Works closely with Accounting, Finance, and Human Resources to establish equitable rules, policies, and procedures associated with sales compensation· Directs and supports the consistent implementation of company initiatives
· Prior success building and leading global enterprise sales operations teams, processes and programs in a high-growth, SaaS environment· Proven success building and leading global sales operations teams· Strong background developing and managing successful sales strategies for enterprise SaaS products/platforms · Data driven with proven success leveraging financial data and analytics to inform and shape sales strategies· History of highly effective sales enablement through technology, skill development, coaching and industry experience· Proven record of success aligning a sales team on forecasting, SFDC discipline, pipeline management, and QBR’s· Strong executive presence and a deep knowledge of coordinating customer segmentation with GTM strategies· Experience managing initiatives cross-functionally with other members of the SLT, ELT and Board· Private equity and/or board reporting experience· Merger & Acquisition due diligence and integration experience· Mentally agile and intellectually curious, with the ability to identify and implement practical solutions to complex problems· This position will require periodic domestic and international travel
Mentorship and career development
Women's initiatives and networking group
HotSchedules at a glance
HotSchedules focuses on Mobile, Hospitality, Restaurants, Hotels, and Retail Technology. Their company has offices in San Francisco, Austin, and Alpharetta. They have a small team that's between 11-50 employees. To date, HotSchedules has raised $20M of funding; their latest round was closed on April 2015.