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Director, GTM Strategy and Analytics

Santa Barbara, Ca; Seattle; New York City, Columbus

The Company: 

At impact.com our culture is our soul. We are passionate about our people, our technology, and are obsessed with customer success. Working together enables us to grow rapidly, win, and serve the largest brands in the world. We use cutting edge technology to solve real-world problems for our clients and continue to pull ahead of the pack as the leading SaaS platform for businesses to automate their partnerships and grow their revenue like never before. We have an entrepreneurial spirit and a culture where ambition and curiosity is rewarded. If you are looking to join a team where your opinion is valued, your contributions are noticed, and enjoy working with fun and talented people from all over the world, then this is the place for you!

impact.com, the world’s leading partnership management platform, is transforming the way businesses manage and optimize all types of partnerships—including traditional rewards affiliates, influencers, commerce content publishers, B2B, and more. The company’s powerful, purpose-built platform makes it easy for businesses to create, manage, and scale an ecosystem of partnerships with the brands and communities that customers trust to make purchases, get information, and entertain themselves at home, at work, or on the go. To learn more about how impact.com’s technology platform and partnerships marketplace is driving revenue growth for global enterprise brands such as Walmart, Uber, Shopify, Lenovo, L’Oreal, and Fanatics visit www.impact.com.

Your Role at impact.com:

As the Director of GTM Planning and Analytics, you'll spearhead a high-performing team, leveraging visionary leadership and mentorship to drive collaboration and innovation. You’ll play a key role in shaping and driving our go-to-market strategy and be responsible for developing and executing long-term GTM goals, optimizing sales operations for efficiency, and leveraging data analytics to inform strategic decision-making across the organization. You will collaborate closely with Sales, Channel Partnerships, Customer Success, and Marketing to ensure Impact achieves aggressive growth targets.

What You'll Do:

  1. Leadership & Mentorship
  • Visionary Leadership: Provide inspirational leadership to the Revenue Operations (RevOps) team, fostering a culture of collaboration, innovation, and accountability.
  • Mentorship & Development: Mentor and coach RevOps team members to help them grow both professionally and personally, providing guidance on career development, skill enhancement, and goal achievement.
  • Optimized Resource Allocation: Strategically allocate budget, manpower, and technology resources to empower the RevOps team in achieving its goals and objectives. Prioritize projects that drive substantial impact, ensuring alignment with organizational targets and objectives.
  • Talent Acquisition: Lead efforts in recruiting top talent for the Revenue Operations team, ensuring a diverse and highly skilled workforce capable of driving success.
  • Succession Planning: Develop and implement succession plans to ensure continuity and sustainability within the Revenue Operations team, identifying and grooming future leaders.
  • Thought Leadership: Stay abreast of industry trends, best practices, and emerging technologies in revenue operations, sharing insights and knowledge with the team to drive innovation and continuous improvement.

      2. Strategic Go-To-Market Planning:

  • Establishing Revenue Targets and Quotas: Collaborate with executive leadership to establish clear and achievable revenue targets aligned with the company's overall strategic goals. Additionally, work closely with sales leadership to set effective quotas for individual contributors and Sales Leaders, ensuring alignment between individual performance expectations and organizational revenue objectives.
  • Allocating GTM Budgets: Work closely with Go-To-Market (GTM) teams to distribute annual budgets effectively, with a focus on maximizing efficiency and fostering growth.
  • Cross-functional OKR Development: Collaborate with GTM departments to articulate and formalize bi-annual Objectives and Key Results (OKRs), fostering clear alignment of priorities while identifying and implementing opportunities for process optimization to enhance organizational efficiency and effectiveness.
  • Directing Strategic Meetings: Supervise the coordination and execution of recurrent meetings designed to monitor team adherence to the plan and track progress towards target achievement. These meetings include the Revenue Rollout, Quarterly Business Review, Big Deal Review, and Top of Funnel Pipeline Review.
  • Oversee Strategic Projects: Project manage key initiatives and strategic projects for the sales team, ensuring alignment with overall business objectives and driving successful implementation to enhance sales effectiveness and revenue growth.

      3. Analytics & Reporting:

  • Data Gathering: Partner with FP&A to oversee the collection and aggregation of data from various sources, including CRM systems, marketing automation platforms, and financial databases.
  • Regular Reporting: Prepare and deliver regular reports to senior leadership and key stakeholders, summarizing revenue performance metrics, trends, and insights.
  • Data Analysis & Strategic Recommendations: Analyze data to extract meaningful insights regarding revenue performance, customer behavior, and market trends, and translate these insights into strategic recommendations for adjustments to revenue operations strategies, resource allocation, and investment priorities.
  • GTM Strategy: Work closely with Sales leadership to analyze, recommend and define GTM roles to maximize sales, drive efficiency and provide career pathing.
  • Effective Communication: Communicate complex analytical findings and strategic recommendations in a clear, concise manner, tailored to the audience's level of understanding and priorities.

 

What You Have:

  1. 10+ years of management experience in GTM, Rev Ops, or Finance. Specific expertise in strategy, analytics, and operations in a high-growth environment.
  2. Proven ability to lead cross-functional teams and manage complex stakeholder relationships.
  3. Proficiency in data analysis and interpretation, with the ability to derive actionable insights from complex datasets to drive strategic decision-making.
  4. Strong communication and leadership skills, capable of motivating and driving growth within diverse teams.
  5. Quick ability to learn new and potentially technical topics, and then communicate this technical detail clearly and simply to a range of audiences.
  6. Proficiency in creating executive-level performance reports and real-time dashboards.
  7. Strong understanding of revenue operations principles, including sales processes, pipeline management, and revenue forecasting.
  8. Proven ability to develop and execute strategic plans aligned with organizational goals, including resource allocation, budget management, and performance monitoring.
  9. Strong problem-solving abilities, with a proactive and solutions-oriented approach to addressing challenges and driving continuous improvement.

Preferred Qualifications

  1. A bachelor's degree in business administration, finance, or a related field or equivalent experience. 
  2. An MBA is preferred
  3. Experience with GTM applications, including Salesforce automation, conversational intelligence, customer support, marketing, prospect engagement, sales execution, forecasting, CPQ, social selling, sales intelligence, data platforms, lead routing, etc.

 Salary Range: $180,000.00 - $200,000.00 per year, plus an additional 10% variable annual bonus contingent on Company performance and eligible to receive a Restricted Stock Unit (RSU) grant.

*This is the pay range the Company believes is equitable for this position at the time of this posting. Consistent with applicable law, compensation will be determined based on the skills, qualifications, and experience of the applicant along with the requirements of the position, and the Company reserves the right to modify this pay range at any time.

Benefits (Perks):

  • Medical, Dental and Vision insurance
  • Unlimited responsible PTO
  • Flexible work hours
  • Parental Leave
  • Technology Stipend 
  • Continued access to Affiliate & Partnerships Industry Fundamentals Certification by PXA
  • Office-only catered lunch every Thursday, a healthy snack bar, and great coffee to keep you fueled. 
  • Flexible spending accounts and 401(k)
  • An employee-led culture team that plans inclusive events- meaning time together and other events to celebrate our many successes!
  • An established company with a cool, high-velocity work ethos, where each person can make a difference!

impact.com is proud to be an equal-opportunity workplace. All employees and applicants for employment shall be given fair treatment and equal employment opportunity regardless of their race, ethnicity or ancestry, color or caste, religion or belief, age, sex (including gender identity, gender reassignment, sexual orientation, pregnancy/maternity), national origin, weight, neurodivergence, disability, marital and civil partnership status, caregiving status, veteran status, genetic information, political affiliation, or other prohibited non-merit factors.



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