VP, Commercial Operations

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🔥 0 minutes ago

🐊 Florida – Remote

🐊 Florida – Remote

⏰ Full Time

🔴 Lead

⚙️ Operations

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

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Mimecast

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

🔒 Cybersecurity

🔐 Security

Cybersecurity • Security

Mimecast is a cybersecurity company focused on transforming security to protect against relentless threats. With over 2,500 employees, they are dedicated to not only defending against today's threats but also anticipating and safeguarding against future ones. Mimecast prioritizes privacy and optimal user experience, operating globally across various locations including the United States, United Kingdom, Australia, and more. The company offers a dynamic work environment with a commitment to excellence and continuous improvement in security services.

📋 Description

• Lead Deal Desk and GTM Systems as the commercial operations engine for pricing, quoting, closing and revenue enablement • Make Commercial Operations the single point of entry for Sales on deals, systems challenges and process friction • Set support SLAs, report on turnaround and backlog, and manage IT escalations through closure • Lead the quote-to-close lifecycle, including deal structuring, pricing, discount approvals, non-standard terms and booking accuracy • Serve as executive commercial authority on complex enterprise deals and coordinate strategic opportunity reviews • Establish delegated authority, approval workflows and discount guardrails • Own renewal deal governance and support migration of Mimecast's customer base to the APEX platform • Own the opportunity-to-cash process with Finance, Legal and IT • Align commercial terms with ASC 606, gross margin targets, ARR treatment and booking rules • Reconcile Salesforce and finance reporting and standardize uplift, true-up and co-terming approaches • Own the GTM technology roadmap, budget and vendor portfolio • Make build, buy, consolidate and retire decisions and evaluate AI and automation • Run GTM systems intake, prioritization and releases with IT • Establish integration standards and ownership across functions • Improve GTM tool adoption, account and contact data quality, user support, UAT and change management • Partner on annual GTM planning across territories, capacity, quotas and compensation • Provide systems, data and reporting for pipeline, forecasts, bookings, churn and renewal risk • Build connected quote-to-order-to-renewal pathways to support predictable recurring revenue and stronger retention • Lead and develop Deal Desk and GTM Systems leaders, manage resourcing, and represent Commercial Operations to executives, the board when needed, vendors and advisors • Report to the SVP, Revenue Operations and partner with Sales, Finance, Legal, Customer Success, Marketing and Enablement

🎯 Requirements

• Substantial B2B SaaS sales, revenue or commercial operations experience, with executive-level scope to lead managers and multiple functions, set commercial strategy and remain hands-on with execution • Direct experience running an enterprise-scale Deal Desk or quoting operation, including pricing governance, approval design and complex, multi-product deal structures • Deep understanding of SaaS commercial models, discount governance and ASC 606 revenue recognition requirements • Financial fluency across ARR, bookings, churn, renewals and forecasting • Track record of building scalable quote-to-cash frameworks • Experience partnering with technical RevOps and enterprise architecture leaders • Experience integrating Deal Desk with proactive renewal operations to improve customer lifetime value • Deep Salesforce knowledge and experience owning a multi-vendor GTM stack • Experience negotiating vendor contracts, rationalizing tools and demonstrating ROI • Experience with Gong, Seismic and sales engagement tools is helpful • Experience leading globally distributed teams across the US and EMEA and influencing senior stakeholders without direct authority • Practical examples of using AI and automation to reduce manual GTM work • Bachelor's degree or equivalent experience • Experience in cybersecurity, email security, or channel and MSP sales models is a plus • Successful completion of applicable background checks

🏖️ Benefits

• Equal Opportunity and Affirmative Action Employer • Interview adjustments or accommodations for disabilities or other reasons • Background checks conducted in accordance with local law

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