Tetrate is a leading enterprise service mesh company that enables a safe and fast application modernization journey for our customers.  We were recently named a 2022 Forbes America’s Best Startup Employer after being evaluated for employer reputation, employee satisfaction, and growth. Grow with us and complete our ‘mesh’!

Tetrate is seeking a Senior Director, Go-To-Market (GTM) Operations to help promote operational integrity in the business and be the forerunner in identifying trends, challenges, and opportunities. Work with sales and marketing leadership to define strategy and align resources to help the organization execute against its goals. Contribute to our decision making framework with passion, data-driven analysis, and thoughtful recommendations. Collaborate with a diverse team across our organization including Customer Success, Sales Leadership, Marketing, Accounting, FP&A, and Sales Enablement.

 

Responsibilities:

  • Build and improve the end-to-end sales processes from lead to cash
  • Own Commissions planning and calculations
  • Cash collection metrics including time to bill and time to collect
  • Work closely with sales to think creatively about how to structure new contracts and customer arrangements
  • Own Product catalog and creation of new SKUs in billing application
  • Work with Product team to design/refine billing charge models on new and existing products
  • Partner with the Customer Success team on renewal activities
  • Help troubleshoot operational issues as they surface; propose changes to systems/processes to fix underlying causes
  • Work with Sales and CS teams on business forecasting including new business, renewals, churns and upsells
  • Work closely with Sales to determine quotas, ramp times and track sales productivity metrics
  • Work closely with the accounting team on revenue recognition, commission accruals, and financial audit
  • Own billings and collections process

Performance Indicators

  • MQL to SAO Conversion Rate
  • Win/Loss Rate
  • Performance vs Plan
  • DSO

 

Must Have:

 

  • Bachelor’s degree in Accounting or Finance and a MINIMUM of 10+ years of experience, with at least 5 years in an operations capacity, preferably in a SaaS or B2B, technology entity
  • Time spent working directly in Revenue Operations is strongly preferred
  • Experience leading successful system implementations for growth and scale
  • Experience improving processes through close collaboration with multiple stakeholders
  • Proven record of recruiting, managing, and motivating an operations team
  • Ability to work in a fast-paced environment, manage competing priorities, and adhere to tight deadlines
  • Keen analytical and problem-solving skills, ability to learn new systems and processes quickly
  • Ability to deal effectively with all levels of an organization, from clerical staff to executives, and manage relationships with external parties
  • Experience working for a company through a period of high growth
  • SaaS Revenue experience and experience using Salesforce preferred
  • Excellent communication skills both written and verbal

 

Location:

Worldwide – We are a 100% globally distributed company.