Pontera is a fintech company on a mission to help people retire better. Our software platform enables retirement savers to get the help they need managing their 401(k) and other retirement plan accounts as part of a personalized strategy by their trusted financial advisor. 

Pontera is used by financial advisors across the nation– from SMB to Fortune 500 RIA firms, independent broker-dealers, plan custodians, and plan advisors. 

Backed by leading venture capital firms including ICONIQ Growth and Lightspeed Venture Partners, Pontera is built by talented individuals who share a dedication to helping people retire with greater security. 

Our team is fast-growing and driven to become one of the largest fintech companies in the world.  Our culture is built on a people-first principle: in a complex and numbers-driven industry, we never lose sight of the people we serve and work alongside. That’s where you come in.

DESCRIPTION

Pontera is seeking a highly strategic, analytical, and proactive Head of RevOps to lead our revenue operations function as we continue on our trajectory of hyper growth. This is a critical leadership role for a data-driven individual with a proven track record of building and scaling RevOps functions in high-growth environments, preferably with usage-based pricing models. As Pontera's Head of RevOps, you will be responsible for establishing a strategic, insights-driven RevOps function that empowers our sales, marketing, customer success, and finance teams to achieve unprecedented levels of performance.

This role is ideal for a candidate who is not just comfortable with data, but loves to dive deep into it, running regressions, uncovering hidden insights, and translating those insights into actionable strategies. You will possess a high IQ, a relentless curiosity, and an innate ability to understand the big picture while simultaneously mastering the details. You will be responsible for building a world-class RevOps team, implementing cutting-edge technology, and fostering a data-driven culture across the organization. If you are a proven RevOps leader with a passion for problem-solving, a love of data, and a desire to make a massive impact at a mission-driven fintech company, we want to hear from you!

RESPONSIBILITIES

Planning

  • Forecasting: Lead the development of our core forecasting framework, from the rep-level up to the company forecast, leveraging historical data, external data, and input from GTM leaders. Drive a shift from forecasting being owned solely by finance and sales leadership to RevOps taking a lead role, providing frameworks for improved accuracy.
  • Annual Planning: Represent GTM while partnering with Finance and Business Intelligence to facilitate the annual planning process.
  • Reporting: Oversee the generation of board and executive-level reporting representing the health and performance of our GTM organization. 

Systems, Analytics & Insights

  • GTM Stack: Identify problems that can be solved through systems and data, vet solutions, implement them, monitor usage, and ensure they remain functional. Proactively identify and evaluate cutting-edge technology solutions (e.g., AI) with the potential to improve our GTM machine. Stay abreast of industry best practices and emerging technologies.
  • Dashboard Development: Create dashboards at various levels of reporting to bring transparency and objectivity to the GTM machine for all levels of the organization.
  • Analysis & Insights: Proactively generate data-driven insights for GTM managers to build and improve processes that can optimize our revenue funnel. This includes proactively identifying new ways to set targets, territories, and improve overall GTM efficiency.

Enablement

  • Performance Measurement: Create benchmarking for inputs and outputs of each GTM function.
  • Process Improvement: Empower Sales Enablement with the insights and analytics necessary to execute data-driven, measurable process improvements.

Strategy

  • Territory Design & Implementation: Own segmentation and territory development. 
  • Compensation: Take ownership of incentive compensation plan design. Ensure plans are simple, clear, and aligned with business goals. Help communicate plans to the team, distribute compensation calculators to reps, and own calculations moving forward.
  • Capacity Management: Own capacity management and load balancing across all GTM teams and segments.
  • Pricing & Deal Desk: Oversee negotiation and implementation of custom pricing for strategic customers.
  • Lead Scoring and Routing: Design, implement and manage lead scoring models and routing rules to ensure that leads are qualified and distributed to the right sales representatives efficiently.

REQUIREMENTS

Experiences:

  • 8+ years of experience in revenue operations, sales operations, or a related field, with at least 3+ years in a leadership role.
  • Prior experience at a top-tier management consulting firm or similar highly analytical environment strongly preferred.
  • Familiarity with usage-based (pay-as-you-go) economic models is highly desired. 
  • Expert-level experience overseeing the GTM tech stack including CRM (Salesforce), marketing automation platforms (HubSpot), sales engagement tools (Outreach, Salesloft), business intelligence platforms (Tableau, Looker), CPQ tools, and data enrichment solutions.

Qualities:

  • High IQ: A fast learner, taking new concepts and not just absorbing them but running with them and taking the thinking to the next level. World-class problem solver.
  • Analytical: Robust understanding of and passion for statistics. Capable of running the numbers (including regressions) and arriving at insights that average performers would miss.
  • Strategic: Understands the big picture. Anchors analysis around the problem to be solved and works backwards toward the solution.
  • Collaborative: Capable of working well cross-functionally (finance, BI/data, product, BD, sales, account management).
  • Communication: World-class communicator with a demonstrated ability to distill complexity into its component parts.
  • Eager: Self-starter with the ability to work in a fast-paced, changing environment. A sense of urgency and professional persistence.

WHAT WE OFFER

  • Compensation: $250,000 to $280,000 annually
  • Opportunity: Have a major impact at a fast-growing startup that is revolutionizing the FinTech industry
  • Team Culture: A collegial, collaborative, fun work environment with frequent team events
  • Equity: All new hires are eligible for equity grant participation
  • Healthcare: Comprehensive & affordable insurance benefits with a variety of plan options
  • Retirement: 401(k) with employer match & employer-sponsored access to a retirement advisor
  • Family Benefits: Paid parental leave & reimbursement program for family planning services (such as fertility treatments, adoption, or surrogacy
  • Professional Development: Sponsored learning & development program (to cover classes, certifications, and more!)
  • Food Perks: Fully stocked kitchen & lunch reimbursement program
  • Work Flexibility: A hybrid office work model (In-Office Tues/Weds/Thurs and WFH Mon/Fri) & generous PTO day

Pontera is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law.

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