Vice President of Revenue Operations, Kong
$250-300k
Microservice API gateway
Open for applications
Microservice API gateway
501-1000 employees
Open for applications
$250-300k
501-1000 employees
Company mission
To build the nervous system that will safely and reliably connect all of humankind!
Role
Who you are
- 15+ years of successful revenue operations and GTM experience ideally at a high-growth enterprise software startup with a broad international footprint
- 10+ years of direct management experience in SaaS Sales Strategy, Operations, or related field
- Sales Strategy & Planning experience, including TAM assessment, segmentation, sales capacity modeling, territory design, and quota setting
- Track-record of collaborating with cross-functional partners to lead transformation and growth
- Analytical and data-driven, with demonstrated experience finding data-driven insights to improve sales productivity
- Strong project management skills including the ability to define and execute against project timeframes, dependencies and risk factors
- Fluency with core Go-To-Market operating and metrics, including CAC, LTV, ROI, Conversion Ratios, and other Efficiency metrics
- B.A./B.S. Degree, MBA is a plus
- Open source software experience a plus
What the job involves
- Kong is looking for a VP of Revenue Operations who will lead strategy, planning, and operational execution for teams which support Kong’s full customer lifecycle, including Sales, Solutions Engineering, Marketing, Customer Success, Partners, and Services
- You will develop and lead our GTM planning, while building and scaling our processes, systems, tools, metrics and playbooks that will make our GTM organizations world-class
- This is a highly collaborative role and you will work day to day with our executive leadership team as well as our current GTM leaders
- The need for this role is driven by our explosive growth and need for operational excellence and scale across our Globally diverse business and operations
- You are passionate about audacious missions and setting goals to drive them. At Kong, you will create strategies to gain intelligence on over 40,000 companies leveraging our OSS Gateway and over 600 customers utilizing our enterprise products
- You will build out a strategic GTM plan for our 25-year product vision
- You will help continue to drive our incredible international adoption, while exponentially growing our America’s footprint
- Lead and scale a global cross functional, GTM strategy, planning, systems, analytics, programs and enablement organization chartered with building Kong’s revenue engine
- Oversee key revenue operations planning work streams including annual planning, account prioritization, territory planning and optimizations, target setting, resource planning, and compensation plan design
- Drive continuous improvement through standard operating cadences, including weekly forecast and metric reviews in addition to quarterly go-to-market business reviews
- Define, document, and deploy new operational processes and ensure rigorous adoption across the GTM organization (pipeline hygiene, account ownership, discounting, renewals, expansions...etc.)
- Partner with the GTM leadership to conduct deep analyses and develop force multiplier strategies that scale our growing GTM organization through accelerating pipeline generation, increasing win rates, and improving retention rates
- And any additional tasks required by manager
Otta's take
Sam Franklin
CEO of Otta
Kong provides a cutting-edge API and service lifecycle management platform tailored for modern architectures, such as microservices, containers, cloud, and serverless environments. With a focus on flexibility, scalability, speed, and performance, Kong allows developers and Global 5000 enterprises to securely connect and orchestrate microservice APIs for today's sophisticated applications.
The core products offered by Kong include Kong, an open-source API and Microservices management solution Galileo, a platform for API analytics and debugging; Gelato, a platform for creating developed portals for PIs and Microservices; and API Marketplace, a hub for discovering and publishing cloud APIs. Additionally, the recent introduction of a new collection of AI plug-ins in Kong Gateway 3.6 enhances the platform's capabilities further, reinforcing its commitment to innovation and advancement.
In pursuit of growth, the company is prioritizing expanding its marketing efforts, bolstering its customer service team, and accelerating product development. By focusing on these key areas, Kong aims to continue providing unparalleled solutions and support to its ever-expanding user base in the rapidly evolving landscape of modern application development.
Insights
Some candidates hear
back within 2 weeks
23% female employees
2% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Feb 2021
$100m
SERIES D
Mar 2019
$43m
SERIES C
Total funding: $169.1m
Company benefits
- Flexible time off: Take time to take care of yourself and the things that matter most
- Stock options: We want you to share in our success. That's why stock options are offered to most Kongers
- U-First Fridays: Get 4 hours a month for continuous learning with a book, podcast, or course of your choice
- Virtual events: Stay connected with Donut chats, trivia, fitness challenges, guided meditations, and more
- Dedicated unplug days: Silence those notifications. Enjoy some well-deserved long weekend where the entire team unplugs
- Home office stipend: Build a home office environment tailored to support your productivity
Company values
- Global: Be inclusive. We work together from anywhere to achieve our common goals. Our differences make us stronger
- Real: Be authentic. We are genuine, principled and confident without arrogance. Show respect and kindness, especially in tough moments
- Unstoppable: Be relentlessly resourceful. We work with purpose, obsession and grit. It takes muscle to do hard things and doing hard things build muscle
- Champions: Be customer obsessed. We care. Customers are everything, we put them at the center of everything you do. We are all empowered to make an impact
- Explorers: Be curious. We value ideas over hierarchy. Never accept the status quo. We make bold bets, fail, and learn everyday. There is always a way
- Own it: Be an owner. We are drivers not passengers and own the quality and outcomes of our work
Company HQ
The East Cut, San Francisco, CA
Articles
Founders
Augusto Marietti
(CEO)Previously founded Mashape API Marketplace. Before Mashape, Augusto was an SF homeless immigrant from Italy.
Janet Phillips
(Vice President of People)Previously Director at SonicWALL for 5 years and Senior Director at Symantec for 7 years.
Marco Palladino
(CTO)Previously co-founded MemboxX, an online service for storing documents and small pieces of personal data.
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