Senior Manager - Go to Market (Strategy)

About KnowBe4

KnowBe4, the provider of the world's largest security awareness training and simulated phishing platform, is used by tens of thousands of organizations around the globe. KnowBe4 enables organizations to manage the ongoing problem of social engineering by helping them train employees to make smarter security decisions, every day.

Fortune has ranked us as a best place to work for women, for millennials, and in technology for four years in a row! We have been certified as a "Great Place To Work" in 8 countries, plus we've earned numerous other prestigious awards, including Glassdoor's Best Places To Work.

Our team values radical transparency, extreme ownership, and continuous professional development in a welcoming workplace that encourages all employees to be themselves. Whether working remotely or in-person, we strive to make every day fun and engaging; from team lunches to trivia competitions to local outings, there is always something exciting happening at KnowBe4.

Seeking a proven and experienced individual to help build our GTM Strategy function. Reporting to the VP of GTM Strategy & Deal Governance, the ideal candidate will have experience building, enabling, launching, and scaling GTM strategies and related operational processes, partnering with cross-functional teams and stakeholders including Revenue Operations, Sales, Finance, Legal, Pricing, Product, Marketing, Enablement, etc. It is essential for the selected candidate to effectively document and prepare data-driven analyses, performance trends, actionable insights, and recommendations supported by business cases.

Responsibilities:

• Define, program manage, execute and support GTM strategies, and propose changes to address changing market conditions and evolving business goals to ensure that our sales teams are strategically aligned, optimized for success, and empowered to engage with our sales systems and tools.
• Propose, design and support scalable sales acceleration initiatives, sales plays, offers, promotions, etc which are aligned to key strategic priorities to drive revenue growth, market share expansion, improve sales productivity, and customer acquisition. Provide analytical thought leadership delivering actionable insights, reporting on initiative performance trends, and recommendations on key initiatives.
• Identify and address areas of opportunity and propose initiatives that remove unnecessary friction from our go-to-market sales motions.
• Support annual GTM planning process. Build execution frameworks and roadmap to drive rolling planning process, in partnership with cross functional teams. Define cadences, facilitate cross-functional meetings, create meeting materials (e.g. agendas, action plans and tracker, status updates).
• Manage Segmentation, Coverage, and Territory planning efforts
• Define KPIs required to manage revenue sector performance. Develop regular reporting, analysis, actionable insights and recommendations to drive growth and realize efficiencies. Collaborate with reporting and analytics team to enable accurate, real-time reporting, with common definitions agreed upon cross-functionally; to allow our leaders and teams to make data-driven decisions, and improve sales performance.
• Manage competitive intelligence analysis and packaging up for review and presentation
• Manage win/loss analysis, determining key findings, and providing data-driven recommendations with supporting business cases.
• Support Board and QBR deck preparation
• Contribute to a customer-centric culture by ensuring revenue operations positively impact customer satisfaction, retention and acquisition.
• Support efforts relating to move of Renewals team from TCV to ARR focus
• Support adhoc data analysis and creation of presentations on business challenges as they arise
• Support cross-training efforts to ensure work coverage and work-life balance.

Requirements:

• Prefer minimum 5 years of experience in a GTM Strategy role in a subscription-based business focusing on ARR, with proven track record of success
• Bachelor’s in finance, accounting, business or adjacent field; MBA preferred
• High competency of data/financial modeling and analysis, as well as development of actionable insights, recommendations and business cases.
• Strong business acumen in a software related environment
• Extensive experience with Salesforce, Excel modeling and analysis, and data visualization tools (Tableau, Power BI)
• Experience successfully working in a fast-paced Global company leading multiple projects and relationships with continuous change and competing priorities.
• Extensive experience in defining and launching innovative performance metrics and initiatives, sales productivity & performance improvement programs, identifying gaps or business needs, proposing data-driven recommendations, and innovating and scaling solutions.
• Highly analytical, data / fact driven, process oriented, and comfortable developing data-driven recommended changes to the status quo.
• Exceptional verbal, written, and presentation communication skills.
• Combination of positive / can-do attitude, strong intellect, creative problem solving, effective cross-functional communication, growth mindset that focuses on providing data-driven options and recommendations, with an eagerness to roll up sleeves to improve performance.
• Strong ability to develop cross-functional relationships and build trust and rapport with Sales, Finance, Legal, Rev Ops, Marketing, Product, and other orgs within the company.
• Results-driven, with a strategic customer-focused mindset, yet having a keen eye for detail.
• Excellent at digging through data and translating it into actionable/impactful insights and recommendations.
• Desire to hear and understand Sales needs and determine paths forward, while balancing the adherence to guardrails needed by Legal and Finance.
• Ability to handle stress with a positive, calm and data-driven approach, focused on company objectives.
• Operate with honesty, integrity, transparency, enthusiasm, and respect for others.

The base pay for this position ranges from $150,000 - $165,000, which will vary depending on how well an applicant's skills and experience align with the job description listed above.

Our Fantastic Benefits

We offer company-wide monthly bonuses, employee referral bonuses, 401k matching (US), fully paid medical insurance (US), open/generous paid time off (length varies by country), parental leave (length varies by country), adoption assistance, tuition reimbursement, certification reimbursement, certification completion bonuses, gym benefits, and a relaxed dress code - all in a modern, high-tech, and fun work environment. For more details about our benefits, visit www.knowbe4.com/careers/benefits.

Note: An applicant assessment and background check may be part of your hiring procedure.

Individuals seeking employment at KnowBe4 are considered without prejudice to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, sexual orientation or any other characteristic protected under applicable federal, state, or local law. If you require reasonable accommodation in completing this application, interviewing, completing any pre-employment testing, or otherwise participating in the employee selection process, please visit www.knowbe4.com/careers/request-accommodation.

No recruitment agencies, please.