VP, Revenue Operations

Docker is a remote first company with employees across Europe, APAC and the Americas that simplifies the lives of developers who are making world-changing apps. We raised our Series C funding in March 2022 for $105M at a $2.1B valuation. We continued to see exponential revenue growth last year. Join us for a whale of a ride!

The Vice President of Revenue Operations will report to the Chief Financial Officer and partner with Go-to-Market teams to drive strategy and operations across the Revenue organizations including Product, Marketing, Sales, Customer Success and Product. This leader will architect our GTM motions by challenging assumptions and influencing cross-functional stakeholders to develop and execute a winning GTM strategy that scales as we embark on this next phase in our journey.

Responsibilities:

Revenue Operations: Leading operations across all channels of revenue supporting growth strategies with integrated operating plans. Actively challenge conventional thinking to ensure Docker has a holistic strategy which positions our business for continued double digit growth.

OKRs: Develop top needle moving GTM OKRs and KPI’s with leaders, supporting strategic priorities. Keep leaders and teams aligned throughout the year by proactively reviewing OKRs, using them as leading indicators to drive calls to action as needed. Leading transformation when required by revisiting our strategy.

Rolling Four Quarter Planning Process: Develop a rolling planning process, working with leaders across the GTM organization to challenge and improve upon the way we do things today. Ensure coordinated operating plans across our business units, that support and ladder up to delivering against our strategic priorities

• Drive effective operational management for revenue attainment across Customer Success, Product, Marketing and Sales

• Create operational cadences and visibility that drive teams to work cohesively to execute on the company strategy and maximize revenue

• Responsible for sales forecasting visibility

• Responsible for revenue operations, metrics and reporting, compensation design/modeling, revenue enablement (including onboarding/training), and deal support/RFP-writing

• Work with the executives to optimize existing revenue models and validate new revenue streams

• Drive solutions with the Operations, Tools, Insights, and Enablement teams to optimize the company’s ability to generate more revenue and improve customer retention

• Lead the annual GTM compensation plan review; propose/model compensation plan changes

• Drive annual bottoms up business plans and forecasting

Requirements:

• 10+ years of relevant experience in revenue operations, sales operations and/or strategic sales roles for high growth SaaS products including several years as a manager of senior leaders

• Has experienced scaling recurring revenue from double digit millions

• Supports company culture via our stated virtues of a bias for considered action and open collaboration across the organization.

• Scale and position our GTM operations for IPO readiness

• Ability to work cross functionally to gain consensus from multiple stakeholders and ability to lead major change efforts requiring cross functional leadership collaboration.

• Accountable leader with a high degree of comfort navigating ambiguity and being proactive in problem solving and bringing structure and order to complexity.

• Data driven mindset: you know that everything built must be measured to understand its impact on the business and you drive your teams to operate with that in mind

• Experience setting strategy, driving change and delivering impact

• Experience owning implementing and architecting SaaS based sales and customer support technologies

• Experience with marketing attribution and ROI incrementality, across all channels, including statistical modeling to derive causal relationships

• Command knowledge of business operations, go to market strategy, and revenue analytics

• A strong track record of both internal stakeholder influence and external partner management

• Program management experience leading Go-to-Market system teams

What to expect in the first 30 days:

• Meeting, learning, evaluating across the GTM teams for the purpose of current state operations

• Identify existing gaps for immediate resourcing and provide compelling justification based on data

• Deliver an initial Revenue Operations plan and optimization roadmap with consideration for both near-term solutions and long-term strategies

• Institute reoccurring communications for executive consumption on the current state and status of the Revenue Operations plan

What to expect in the first 90 days:

• Establish Revenue Operation service level agreements (SLAs) for serving GTM team requests which includes tiered response times and 24/7 support.

• Organize operational processes for revenue to reduce the overlap in requests and map a thorough customer journey from acquisition through the customer lifecycle to solve for gaps, growth and retention.

• Institute health metrics with a weekly review cadence to measure each system's service complete with key performance indicators.

• Deliver a 6 month forecast of service optimization impact and an 18 month service development roadmap

• Track a metric to measure the ability of stakeholders to monitor revenue operations and build mechanisms to surface challenges and remediate

What to expect in the first year :

• GTM teams and Revenue Operations is using a single set of dashboards for indexing common metrics

• Both Sales and Customer Success tooling (Salesforce.com and Gainsight) operate in complete alignment and are trusted as sources of truth

• The Customer Success platform automates the handoff of high value accounts from Sales to Customer Success, revealing product usage and account health scores in relation to risk of churn. It also filters for referral, case study candidates and monitors product adoption milestones.

• The top 100 customers are identified 9 months in advance of renewals which triggers motions for retention and revenue growth

• Lead scoring calculations and customer segmentation definitions are clearly defined for all GTM team members to understand

• The Revenue Operations team maintains pace with the data demands of Docker at scale with customer support averaging 2 hours for initial ticket response times and averaging 48 hours for ticket closure.

• You’ve established critical leadership positions to run day to day core functions of data operations without your direct engagement

• All systems are SOC 2 compliant and managed with vigilant adherence to information security policies

• Each service has met the initial performance target established and you are delivering business cases for resourcing new data service investments

• The Revenue Operations team maintains a brand defined as customer centric, helpful, and secure

Perks:

• Freedom & flexibility; fit your work around your life

• Home office setup; we want you comfortable while you work

• 16 weeks of paid Parental leave

• Technology stipend equivalent to $100 net/month

• PTO plan that encourages you to take time to do the things you enjoy

• Quarterly, company-wide hackathons

• Training stipend for conferences, courses and classes

• Equity; we are a growing start-up and want all employees to have a share in the success of the company

• Docker Swag

• Medical benefits, retirement and holidays vary by country

Docker embraces diversity and equal opportunity. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our company will be.

Due to the remote nature of this role, we are unable to provide visa sponsorship.