A pioneer in K–12 education since 2000, Amplify is leading the way in next-generation curriculum and assessment. Our core and supplemental programs in ELA, math, and science engage all students in rigorous learning and inspire them to think deeply, creatively, and for themselves. Our formative assessment products help teachers identify the targeted instruction students need to build a strong foundation in early reading and math. All of our programs provide educators with powerful tools that help them understand and respond to the needs of every student. Today, Amplify serves more than 10 million students in all 50 states. For more information, visit amplify.com.
The Vice President of Revenue Generation and Renewals is instrumental in addressing the Sales organization's revenue operations and renewal needs. The role will lead the Revenue Generation and Renewal team, which is made up of Business Development, Sales Development, Strategic Sales Support, and Renewals.
The objective of this role is to lead top-of-funnel development teams toward key metrics that develop pipeline opportunities for the Sales team. The role also involves working in conjunction with Sales Executives and Customer Success Managers to drive renewal and expansion efforts in our customer base and support all revenue.
This position demands a strategic leader with a comprehensive understanding of revenue operations, a knack for optimizing sales processes, and a passion for enhancing the customer experience.
This role reports to the Senior Vice President of Sales Operations and Enablement.
Responsibilities:
Leadership/Strategy Development:
- Develop and implement a comprehensive revenue operations strategy aligned with company goals.
- Drive the integration of Business Development, Sales Development, and Renewals teams to ensure streamlined operations and enhance team efficiency, productivity, and performance
- Build a high-performing team by developing and retaining top talent.
- Partner with other Revenue Operations Leaders to optimize processes, improve data quality, and prioritize systems roadmap projects to meet our business goals of growing revenue and operational excellence.
- Ensure that systems and processes align with the sales professionals' daily workflows, including, but not limited to, spending time in the field with the team and customers.
- Work with the SVP of Operations to establish KPIs for pipeline integrity and management related to revenue operations.
- Establish KPIs and metrics to evaluate the performance of revenue operations.
- Generate regular reports to assess team performance and identify areas for improvement.
- Foster a collaborative environment between revenue operations and other departments, such as Sales, Marketing, and Customer Success.
- Communicate efficiently across departments to ensure alignment and drive a unified approach to revenue generation.
- Build consensus among diverse stakeholders with differing needs and/or positions within the company.
Business Development Team:
- Set and own an outbound prospecting number with the Business Development Manager.
- Work with the team manager to ensure the team is hitting the goals and has the necessary tools and resources.
- Work with other sales leaders to develop outbound strategy and deploy Business Development Representatives in the right markets as needed.
Sales Development Team
- Set team goals and key performance indicators (KPIs) to measure the success of inbound lead management.
- Work with the team manager to ensure the team is hitting the goals and has the necessary tools and resources.
- Explore and pursue opportunities for additional inbound lead channels, including Live Chat. Work with appropriate cross-functional teams to scope and implement additional tools.
- Act as a liaison between Marketing and Sales Development to provide feedback on inbound campaigns and lead quality.
Renewals/ Retention Team
- Envision, develop, and successfully delegate the implementation of a comprehensive renewal strategy to increase subscription renewals, gross renewal rates, and minimize churn rates.
- Utilize data and analytics to monitor customer usage patterns, feedback, and behavior. Make data-driven decisions to enhance renewal rates and inform account revenue expansion.
- Analyze reports and other data sources on renewal and retention metrics, presenting insights and recommendations for increasing recurring bookings.
- Use Salesforce Dashboards and Reports to oversee the inputs of renewal forecasts, ensuring accurate and timely reporting to senior leadership.
- Lead and mentor a team of Renewals and Retention managers, providing guidance, support, and performance metric guidelines.
- Establish and monitor KPIs to measure the effectiveness of initiatives and model performance management strategies to drive continuous improvement.
- In collaboration with Sales and Customer Success, envision, develop, and delegate a comprehensive cross-sell and upsell strategy to increase account revenue expansion.
- Collaborate with Sales Systems to identify enhancements to CRM and sales engagement tools to increase recurring bookings and efficiencies and meet targets.
Strategic Sales Team
- Identify and implement process improvements for opportunity management with our National Strategic Sales Team.
- Establish and monitor performance metrics for the strategic sales team.
- Coach the strategic sales team on proven selling strategies throughout the customer lifecycle and ensure the team has the necessary program content knowledge to sell Amplify Products effectively.
- Establish and implement with the Strategic Sales Team best practices and processes for leveraging organizational resources on their behalf, including:
- Presentations
- Sampling strategies
- Leads follow-up and ROI
- RFP and bid proposals
Basic Qualifications:
- College degree or equivalent experience
- 5+ years leading account management, renewals teams, or equivalent experience.
- 7+ years of experience leading sales or revenue operations teams, including number-carrying sales professionals, sales or marketing operations, or equivalent experience.
- 7+ years of CRM or Salesforce.com experience
- Track record of building reporting structures and leveraging insights within Sales and Marketing data sets to inform strategic decision-making
- Experience managing and supporting stakeholder relationships in a matrixed structure
- Travel required (about 10-15%)
Preferred Qualifications:
- MBA or other relevant advanced degree
- 10+ years of experience leading account management, sales or revenue operations teams
- 10+ years’ experience in the K-12 education space
- 10+ years of work experience in a fast-paced corporate environment
- Proven ability to collaborate and work effectively in a team environment with shared responsibilities
- Interest in enhancing industry and product knowledge through self-study, training, and experience, including adoptions, sales cycle processes, and business systems
What we offer:
Salary is only one component of the Amplify Total Rewards package, which includes a lucrative 401(k) plan, competitive health insurance and mental health options, basic life insurance, paid time off, parental leave, and access to best-in-class development programs. The gross annualized salary range for this role is $160,000 - $190,000. This role is eligible for commissions based pay and to receive an annual discretionary bonus that rewards individual and company performance.
We celebrate diversity and are committed to creating an inclusive environment for all employees. To that end, we seek to recruit, develop and retain the most talented people from a diverse candidate pool.
Amplify is an Equal Opportunity Employer of Minorities, Females, Protected Veterans and Individuals with Disabilities.
This position may be funded, in whole or in part, through American Recovery & Reinvestment Act funds.
Amplify Education, Inc. is an E-Verify participant.
If selected, a background check will be required. As required by state and local laws and district policies, you may also be required to provide additional documentation, such as proof of vaccination or submit to enhanced background screening, including fingerprints.
