VP of Revenue Operations (Remote)

Clearwater, Florida

About KnowBe4

Join the cybersecurity company that puts security first; literally and without compromise. At KnowBe4, our AI-driven Human Risk Management platform empowers over 70,000 organizations worldwide to strengthen their security culture and transform their workforce from their biggest vulnerability into their strongest security asset. As the undisputed industry standard with unusually high customer retention rates and recognition as a Leader by G2 and TrustRadius, we're not just providing security awareness training - we're redefining what it means to be a trusted security partner in an increasingly complex threat landscape.

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.

The Vice President Revenue Operations directs the Company’s investments in Go To Market (Sales, Customer Success, Marketing, SDR/BDR) effectiveness and manages functions essential to GTM productivity. These include strategic planning (TAM analysis and prioritization), execution planning (marketing and sales investment), reporting, quota setting and management, sales pricing and margin strategies,  sales process optimization, sales compensation design and administration.  The VP Revenue Operations is responsible for the overall productivity and effectiveness of the go to market organization. Reporting to the Chief Revenue Officer, the VP Revenue Operations directly supports the Company’s CRO and fosters close working relationships with internal and external stakeholders to ensure the GTM organization’s efficient operation and success

Responsibilities:

  • GTM strategy
    • Segmentation analysis and strategic prioritization/ investment recommendations
    • CapDB strategy and implementation to optimize sales CAC and accelerate ARR growth 
  • Marketing Operations
    • Marketing forecasting and investment strategy; gearing expectations, etc
    • Marketing results reporting
    • Partner with CMO and digital marketing team to rationalize and maximize MarTech stack investments.
    • Optimize ad spend effectiveness and ROI in partnership with digital marketing team
    • Create and maintain reporting that optimizes marketing message effectiveness. 
  • Sales Operations
    • Coordinates / Optimizes sales reporting, forecasting, planning, and budgeting. Proactively monitors and strives to maintain high levels of quality, accuracy, and process consistency in the sales organization planning efforts. As needed, coordinates planning activities with other functions and stakeholders within the company. 
    • Weekly bookings forecast and compliance processes.
    • Monitors the accuracy and efficient distribution of sales reports and other intel essential to the sales organization. Recommends revisions to existing reports, or assists in the development of new reporting tools as needed.
  • Revenue and Margin Optimization
    • Responsible for translating the overall value proposition into pricing and contracting approach that is aligned with KB4’s overall business strategy
    • Optimize the deal modeling process to generate analytics to create guidelines for comparable deals
    • Seeks opportunities to optimize the Company’s goals and tradeoffs between growth, revenue/share, and margin.
    • Works in conjunction with the FP&A team and optimizes the pricing tools to meet the targeted sales objectives
    • Participates in analysis of competitive and economic landscape to evaluate threats or opportunities, and develops pricing and margin strategies to optimize growth
    • Analyzes current and historical results to identify actionable opportunities, develops ideas, and make recommendations to improve pricing performance at the customer, segment and product level
    • Drives analytical support for sales, marketing and product leadership of the key drivers of sales and contribution margin performance at a customer, segment and product level
  • Reporting and Compliance
    • Board material development. 
    • Work closely with the Company’s Director of Strategic Projects (DSP) to develop and implement best operational business practices.
  • Compensation Strategies
    • Optimize sales incentive compensation structures and related quotas to meet company objectives.
    • Supports the equitable assignment of sales force quotas and ensures quotas are optimally allocated to all sales channels and resources. 
  • Sales Enablement and Optimization
    • Support  the development of sales training programs and is responsible to manage sales-related quarterly OKRs
    • Develop programs to ensure sales rep engagement and a cultural environment essential to a winning sales team.
    • Works to ensure all sales organization objectives are via OKRs and achieved in a timely fashion. 
    • Proactively identifies opportunities for sales process improvement. Works closely with sales management to inspect sales process quality and prioritize opportunities for improvement. Assists sales management in understanding process bottlenecks and inconsistencies. Facilitates an organization of continuous process improvement. 
    • Implements enabling technologies, including CRM, internationally. Monitors the assigned sales organization’s compliance with required standards for maintaining CRM technology invest.
  • Provide genuine recommendations as to the hiring, firing, promotion, and discipline of subordinate employees to which the Company gives significant weight

Qualifications:

  • Four year college degree from an accredited institution; masters in business administration (MBA) or equivalent preferred. 
  • Minimum ten years of sales, marketing and/or financial senior management experience in a business-to-business sales environment. 
  • Minimum five years in a sales operations, business planning, or sales support management role.
  • Experience successfully managing analytically rigorous corporate initiatives.
  • Sales/GTM strategy and planning experience
  • Managing/influencing Business Applications (Salesforce)
  • Proven leadership in Sales and Marketing Operations
  • Developing accurate measure for success with direct connection to compensation strategies

The base pay for this position ranges from $220,000 - $250,000, which will vary depending on how well an applicant's skills and experience align with the job description listed above.

We will accept applications until 12/16/2025.

Our Fantastic Benefits

We offer company-wide bonuses based on monthly sales targets, employee referral bonuses, adoption assistance, tuition reimbursement, certification reimbursement, certification completion bonuses, and a relaxed dress code - all in a modern, high-tech, and fun work environment. For more details about our benefits in each office location, please 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.

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