Business Strategy and Finance

Your Role:

The revenue operations & go-to-market finance function drives end-to-end alignment from go-to-market strategy, product pricing, to sales execution. Reporting to the SVP of Strategy, you will partner with leadership from sales and product teams to ensure Alpaca optimizes pricing strategies, sales execution, and overall customer profitability. This is a critical role driving growth at Alpaca, combining strategic thinking with operational execution. You will be helping to stay competitive in the market, deliver high value to customers, and to drive internal efficiencies.

Key Responsibilities:

• Lead the pricing strategy for our b2b and b2c offerings, partnering with our sales and product teams to ensure competitiveness and profitability.
• Support product strategy with comprehensive analysis, such as buy vs build vs partner, unit economics, and scenario modeling.
• Maintain the source of truth knowledge for the market landscape on pricing for our direct competitors and industry peers.
• Set pricing policies to guide commercial teams as they negotiate with vendors and customers, and advise at the deal level as escalations arise.
• Maintain customer profitability analysis to ensure profitability, and identify both risks and opportunities with our pricing strategy.
• Manage the sales forecasting process to accurately forecast pipeline delivery of signed contracts and revenue. 
• Monitor and improve on the sales pipeline, from having enough deals to deliver on forecasts, to shortening time to close, to increasing conversion rates to close.
• Drive sales productivity through insightful analysis of team activities, effort, and results.
• Optimize sales CRM workflows for data capture, hygiene, adoption, and insights.
• Design and maintain commission plans to motivate the right behavior and drive a win-win outcome between sellers and Alpaca.
• Collaborate with sales leadership on sales methodologies, training needs, and collateral to enhance the sales process and seller performance.
• Recommend on sales productivity tools to drive sales results.
• Recommend on Alpaca’s licensing strategy to expand into new jurisdictions, regions, and customer segments.
• Ad-hoc duties and responsibilities as assigned.

Who You Are (Must-Haves):

• Curious and capable of learning complex systems/constructs through research, data, and observation.
• Ability to analyze, model scenarios, and synthesize data to draw insights, learning, and conclusions.
• Demonstrated strategic thinking, clarity in approach, and ability to get into the details.
• Expertise in sales CRMs (HubSpot in particular), with deep understanding of the object model and ability to design objects & workflows.
• Strong business acumen, specifically SaaS key metrics and the full sales cycle.
• Excellent communication skills, both written and verbal, with stellar presentation skills.
• Ability to work collaboratives with the sales team, from leadership to individual sellers.
• Ability to thrive in fast-paced environments, with the ability to navigate ambiguity.
• High level of discretion and confidentiality.

 Who You Might Be (Nice-to-Haves):

• Experience in capital markets, management consulting, investment banking, or advanced degree in business (MBA) is a strong plus.
• FinTech experience is a plus, especially with broker dealer business.
• Startup experience and mindset for a fast paced, high growth environment.
• Comfort working with lots of data via SQL. Advanced analytics is a plus.
• US hours preferred.

 How You Measure Success:

• Improved sales win rate and customer profitability from new pricing schedules
• Accurate sales forecasting that is aligned with the company’s business forecast.
• Improved sales productivity.