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Manager/Associate Manager

2 months ago

Bengaluru, India Whatfix Full time

Who are we?

Whatfix is a leading global B2B SaaS organization and the largest pure-play enterprise digital adoption platform solution provider.

Utilizing GenAI technology, Whatfix enhances all stages of software deployment with application simulation, product analytics, and digital adoption, driving business outcomes such as increased revenue win rates, cost reduction, risk compliance, enhanced productivity, and improved user experience.

We have seven offices in the US, India, UK, Germany, Singapore, and Australia, supporting 700+ global customers, including 80+ Fortune 500 companies. Whatfix has raised $140 million to date and is backed by marquee investors, including Softbank, PeakXV, Dragoneer, and Cisco Investments.

  • With over 45% YoY sustainable annual recurring revenue (ARR) growth, Whatfix is among the “Top 50 Indian Software Companies” as per G2 Best Software Awards.
  • Recognized as a “Leader” in the digital adoption platforms (DAP) category for the past 4+ years by leading analyst firms like Gartner, Forrester, IDC, and Everest Group.
  • The sole vendor named as Customers’ Choice: 2024 Gartner® Voice of the Customer for Digital Adoption Platform Report. We also boast a star rating of 4.6 on G2 Crowd 4.5 on Gartner Peer Insights and a high CSAT of 99.8%
  • Highest-Ranking DAP on 2023 Deloitte Technology Fast 500™ North America for Third Consecutive Year
  • Won the Silver for Stevie's Employer of the Year 2023 – Computer Software category and also recognized as Great Place to Work 2022-2023
  • Only DAP to be among the top 35% companies worldwide in sustainability excellence with EcoVadis Bronze Medal

Position Overview: Whatfix’s Revenue Operations department seeks someone to join the GTM Strategy and Planning team. In this role, the candidate will be responsible for handling the execution of a broad range of strategic projects and planning activities within the GTM organizations, working directly with the CxOs and the GTM Functional Leaders. This position will report to the GTM Strategy & Planning Lead, who further reports to the Head of Revenue Operations.

Key Responsibilities:

  • Project Execution: Manage and execute strategic projects that are critical to the company's growth and success. These projects may vary in scope and function, requiring adaptability and a willingness to learn.
  • Cross-Functional Collaboration: Work closely with various teams and leaders across the organization to gather information, drive project completion, and ensure alignment with overall company goals.
  • Data Analysis: Convert information into actionable metrics and visualizations to support executive decision-making. Proficiency in data-driven approaches is essential.
  • Communication: Maintain strong communication skills, both oral and written. Efficiently use tools like Loom for asynchronous communication and meeting setups.
  • Organizational Awareness: Understand the organizational structure and quickly learn who does what to navigate effectively across teams.
  • Autonomous Work: Operate as an individual contributor with minimal oversight, maintaining urgency and clarity in your work.
  • Tool Proficiency: Familiarity with software tools such as Salesforce, Highspot, Looker, and G Suite is preferred. The ability to quickly learn new tools is essential.

The work, includes, but is not limited to:

Strategy & Planning

  • Bring strategic alignment and coordination in function-level operations, a structure that can propel and support the company to 3x-5x its current revenues. Effectively manage sub-functions, headcount, and person/team mappings to drive efficient growth
  • Work closely with the business finance team, BU leadership, and BU Operations team to translate financial objectives and company-level plans into quarterly GTM operating plans
  • Streamline planning, modeling, forecasting, and reviews for sales. Drive forecasting accuracy through better coordination in planning and better execution support to teams. Work with executive stakeholders on investor and board-level data analysis and presentations

GTM Incentive Strategy

  • Lead the GTM Incentive Strategy pod, with a compensation analyst reporting to you. You will be responsible for the periodic variable compensation payouts for the Sales, Partnerships, and Marketing teams
  • Work with Sales, Partnerships, and Marketing leaders to design and update compensation plans to align with organizational objectives
  • Collaborate with the Finance department to keep an active track of GTM ROI and Efficiency
  • Bring innovations in compensation plans to keep sellers motivated and on the hunt to achieve personal and organizational goals
  • Work with the Commissions Software vendor to ensure the system is updated and developed to automatically calculate commissions.

Analytics & Reporting

  • Consolidate and lead analytics & reporting across marketing, sales, & partnerships
  • Orchestrate reporting cadences, TAT for publishing reports, and guidelines for documentation
  • Focus more on automation. Work with the Data Lake team to automate periodic reports in Looker and minimize duplication of efforts. Ensure proper documentation and drive adoption
  • Evangelize and drive the adoption of Looker reports among the marketing, sales, & partnerships leaders/managers by actively delivering insights and presenting the platform’s capabilities
  • Lead best practices on dashboarding and tracking funnel metrics and conduct periodic GTM review meetings with the GTM leaders and managers


Team Play

  • Act as a supporter and back up the responsibilities and operations of the Deal Desk and Commissions teams, working closely with the senior business analysts leading these efforts
  • Work with the Functional Chiefs of Staff within RevOps to ensure horizontal strategies are applied to and customized for each of the respective functions
  • Work with the Research and the GTM Tools Management teams within RevOps and also, the Business Applications team to run strategic tool development projects that impact strategic reporting and analysis


Ideal Candidate

  • Possess 2-5 years of experience working in SaaS organizations, preferably with 1-2 years of experience working in revenue (sales/partnerships/marketing/customer success) functions
  • Carry experience working with executive stakeholders, delivering detailed quantitative analysis and insights
  • Be comfortable creating and delivering executive-level presentations and be willing to accept an agile work portfolio containing strategic, tactical, and ad-hoc projects

Note:

  • At Whatfix, we thrive on the power of collaboration, innovation, and human connection. We strongly believe that working together in our office (five days a week) fosters open communication, builds a sense of community, and fuels innovation. This ensures open communication, strengthens our sense of community, and enables us to achieve our collective goals effectively.
  • We strive to live and breathe our Cultural Principles and encourage employees to demonstrate some of these core values - Customer First; Empathy; Transparency; Fail Fast and scale Fast; No Hierarchies for Communication; Deep Dive and innovate; Trust is the foundation; and Do it as you own it.

We are an equal opportunity employer and value diverse people because of and not despite the differences. We do not discriminate based on race, religion, color, national origin, ethnicity, gender, sexual orientation, age, marital status, veteran status, or disability status