Vice President, GTM Operations

| San Francisco | Remote
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About us:

Grand Rounds is a new kind of healthcare company. Founded in 2011, the company is on a mission to raise the standard of healthcare for everyone, everywhere. The Grand Rounds team goes above and beyond to connect and guide people to the highest quality healthcare available for themselves and their loved ones. Grand Rounds creates products and services that give people the best possible healthcare experience. Named a 2019 Best Place to Work by Glassdoor and Rock Health’s 2018 Fastest Growing Company, Grand Rounds works with inspiring employers and doctors to empower them to be the change agents we need to make our shared vision a reality.

The Vice President, GTM Operations will be responsible for partnering with the Go-To-Market, “GTM” (sales, strategic alliances and customer success) leadership to drive process optimization, territory and quota development, forecasting, compensation, strategy and overall GTM effectiveness. This role will partner with the President to drive GTM performance, develop accurate forecasting & pipeline management processes, document and drive account renewal and growth planning, and build strong relationships across GTM leadership and related business partners to influence decision making. This position will also partner with Marketing to drive pricing and demand generation activities that support overall GTM growth targets. This position requires deep subject matter expertise regarding the health and benefit ecosystem and reports to the President, who is based remotely in Hartford, Connecticut.

Responsibilities:

  • Decision Support - Design process, systems and tools to deliver the analytics needed to drive overall growth. Become the “single source of truth” as it relates to GTM metrics for the company.
  • Performance Management - Design process, systems and productivity metrics to ensure our teams are hitting their performance targets. Incorporate early detection and identification into the process to ensure timely/corrective actions are taken. 
  • Forecast & Reporting - Manage forecasting process and effectiveness. Deliver insightful and action oriented variance reporting
  • Pipeline Management - Drive overall effectiveness of pipeline management in partnership with Marketing. Own pipeline process - methodology/metrics/review cadence/tools etc. and measure and report on effectiveness.
  • Annual Planning and Optimization - Drive analysis to support annual Growth Strategy offsite (long term growth strategy for company). Partner with our President on driving the annual planning process to set next-year target and allocation of quota across teams, segments, markets, and territories. Drive territory alignment and headcount/coverage. Partner with our President on setting overall GTM budgets and provide necessary analytics and reporting to support account plans. Support new revenue and distribution models. Own the staffing/capacity models and drive overall productivity
  • Expansions and Renewals - Support GTM teams with expansion & renewals - strategy, execution and pricing. Provide necessary analytics and reporting to support account plans and drive process and review cycles.
  • Pricing and Packaging - Partner with Product Marketing on supporting new pricing and packaging launches
  • Compensation - Drive effective compensation strategy, partner with HR and Finance. Facilitate annual sales compensation cycle - process, analysis and governance and manage compensation tools/systems
  • Systems/Tools - Drive system effectiveness, partner with IT/Finance/HR and manage overall budget, relationships, renewals, add-ons for Salesforce and other related GTM tools

Qualifications:

  • 12+ years’ experience in GTM or GTM management focusing on business-to-business solution sales
  • 12+ years’ experience in GTM operations or business planning
  • 6+ years’ experience in a management consultant role with McKinsey, Bain, BCG or financial consulting with PWC, E&Y or D&T
  • 6+ years’ experience in Healthcare, Healthtech and/or the Health Benefit space
  • Strong analytical skills, able to deal with ambiguity and highly complex data sets to drive insights and highly effective decision support
  • Strong communications and influencing skills - able to manage up or down in the organization
  • Strong aptitude and experience using Salesforce to measure and drives performance and reporting
  • Experience successfully managing analytically-rigorous corporate initiatives
  • Experience managing and growing high achieving teams
  • Ability to scale GTM operations function in a fast paced/growing environment 
  • Bachelor's degree, MBA or equivalent preferred

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Grand Rounds is an Equal Opportunity Employer and considers applicants for employment without regard to race, color, religion, sex, orientation, national origin, age, disability, genetics or any other basis forbidden under federal, state, or local law. Grand Rounds considers all qualified applicants in accordance with the San Francisco Fair Chance Ordinance.

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Location

We are located in downtown SF close to many restaurants and public transportation options. And our biggest office perk: beautiful views of the bay.

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