Director, GTM Strategy & Operations
- 101 Marietta St NW, Atlanta, GA 30303, USA
- Employees can work remotely
At Cypress, we’re on a mission to build an essential testing platform that makes automated testing delightful and effective. Cypress provides better, faster, and more reliable testing for anything that runs in a browser. Hundreds of thousands of developers and QA professionals use Cypress.io to write better code faster and release with confidence.
Our testing platform is currently comprised of an open source Test Runner and the subscription-based Cypress Dashboard, which together form a complete solution. Engineering teams get started with the Test Runner, writing and running tests locally while doing their daily development. When an organization builds a suite of tests and needs to scale its testing approach, they add the Cypress Dashboard. The Dashboard makes it easy to test and debug faster through CI integration, parallelization, and a suite of tools for tracking and analyzing every test and the test suite as a whole.
Cypress is currently used in over 90 countries by hundreds of thousands of developers across more than 12,000 organizations. Cypress has over 1,200 customers in more than 50 countries across 45 industries and includes marquee names like Asurion, Atlassian, Autodesk, BetterCloud, Betterment, ClassDojo, Crunchbase, Disney, DHL, DocuSign, Fullstory, Gatsby, GitHub, HashiCorp, Lego, NBA Digital, Nielsen, PayPal, Pendo, SendGrid, Slack, Shopify, Trulia, OpenTable, Warby Parker, WIX, Zendesk, ZocDoc, and 99Designs.
The company was founded in 2015 and has raised $55M in capital to date, including a $40M Series B financing in November 2020, led by OpenView Partners, with participation from Bessemer Venture Partners, Battery Ventures, Sapphire Ventures and Stripes.co.
Cypress is the market leader in developer driven test automation. Test automation represents a $14B market and a 16% CAGR.
Opportunity for Impact
The Director of Revenue Operations will build and lead the functions that support the Go-to-Market (GTM) teams (Marketing, Sales, Success) in all aspects of the execution of our strategy.
This leader will become the thought partner and "go-to" problem solver for GTM leadership, delivering recurring operational execution alongside dynamic project work. This leader will be responsible for driving alignment across GTM teams, the development of operational deliverables, supporting strong operating rhythms of planning, execution, and performance management. The right candidate possesses domain expertise in SaaS business models.
As the owner of the Revenue Operations team, and reporting to the VP of Customer Sales and Success, the Director will have a critical impact on the inner workings of our rapidly growing revenue organization, and the strategies, processes, and systems that support growth. The ability to present data-driven narratives and influence leadership is very important to Cypress’ continued growth.
Roles and Responsibilities:
Deliver recurring cadence of high impact data-driven insights and metrics reporting to Marketing, Sales, Customer Success, and other leadership.
Assist the sales forecasting, planning, and other processes used within the revenue organization
Be a resource and collaborative partner for end-users across the US go-to-market organization, including leadership
Responsible for managing the operating rhythms of the GTM teams
Partner with GTM management to oversee day-to-day process execution and adherence to policies, identify problems, recommend/take corrective action, and communicate performance results and/or changes throughout the sales organization and cross-functional business unit team.
Proactively monitor and maintain high levels of quality, accuracy, and process consistency in the GTM organizations’ planning efforts
Own the tech stack of the Revenue org: evaluate, implement, adopt and improve
Partner with cross-functional teams on sales GTM process, tracking, and administration
Comprehensive experience with Salesforce.com architecture
Maintain data governance and quality assurance
Lead and continue to build/mentor a leading Operations team.
5+ years of experience in an operational leadership role with a SaaS company in the growth stage.
Strategic consulting on business strategy and business analysis experience.
An eye for business and sales principles highly driven by data and metrics, as well as understanding and application of revenue-focused strategies (what to accelerate up or down).
Knowing what drives performance in the business.
Understanding drivers of and be able to articulate trends in churn, upsell, down-sell, etc.
Successful track record as a leader driving operational excellence.
Excellent leadership skills and an ability to inspire direct and cross-functional teams.
Proactive and persistent: independently capable of seeking information, corralling resources, and delivering results in a variety of situations.
Validated dedication to continuous improvement.
Excellent organizational and process management skills
Ability to work well independently, prioritize appropriately, and meet deadlines
Superb interpersonal skills -communicate clearly with all audiences; mature, confident demeanor in the face of pressure
Willingness to “roll-up-sleeves” and do what is necessary to get the job done
The desire to learn & develop new tech skills as well as the desire to work in an ever-changing environment
Cypress is an equal opportunity employer and we value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.