VP, Revenue Operations

Overview

ACV is a technology company that has revolutionized how dealers buy and sell cars online. We are transforming the automotive industry. ACV Auctions Inc. (ACV), has applied innovation and user‑designed, data‑driven applications and solutions. We are building the most trusted and efficient digital marketplace with data solutions for sourcing, selling and managing used vehicles with transparency and comprehensive insights that were once unimaginable.

We are disruptors of the industry and we want you to join us on our journey. Our network of brands include ACV Auctions, ACV Transportation, Clear Car, MAX Digital and ACV Capital within its Marketplace Products, as well as True
360 and Data Services.

• Multiple medical plans including a high deductible, low cost health plan
• Company‑sponsored (paid) Short‑Term Disability, Long‑Term Disability, and Life Insurance
• Comprehensive optional benefits such as Dental, Vision, Supplemental Life/AD&D, Legal/, and Accident and Critical Illness Insurance
• Generous paid time off options, including uncapped vacation days, the greater of 3 paid sick days or in accordance with the applicable state or local paid sick leave law, 6 paid company holidays, 2 floating holidays, parental leave, bereavement leave, jury duty leave, voting leave, and other forms of paid leave as required by applicable law or regulation
• Employee Stock Purchase Program with additional opportunities to earn stock in the Company
• Retirement planning through the Company’s 401(k)

This role is a key senior leader in ACV’s sales organization, responsible for leading a team in the development, implementation, and execution of the company's sales strategies, operational processes, best practices and systems in order to consistently achieve predictable sales growth. This position drives operational excellence and enables our sales team to achieve their targets while meeting revenue goals across ACV’s growing portfolio of transaction and subscription services.

• Set the overarching Sales Revenue and Operations strategy across the organization aligning priorities for Sales Process, Planning, Analytics, Pricing, Deal Desk, Go‑to‑Market, leaders.
• Drive a performance and sales attainment driven culture within the overall Sales Team and within Revenue Operations; viewed as a data and AI driven leader, delivering insights for territory and sales functional planning and execution.
• Identify, document and implement best practices for operational excellence across ACV integrated inside sales and enterprise functions).
• Develop and continuously refine ACV’s sales forecasting process to identify risks and upside opportunities. Calibrate performance versus expectations by monitoring key KPIs and trends related to revenue, mix and volume. Keep sales leadership and financeised of deviations and updates to key assumptions while managing risks/opportunities.
• Cultivate a high‑performing team through effective leadership. Promote a culture of accountability, collaboration, and continuous improvement.
• Set overarching sales pricing strategy to advise and support Sales, Finance, and the Pricing team on the execution of Pricing and Deal Management; define authorization structure or matrix for pricing approvals and input into our Legal/contracts team.
• Lead Sales Analytics processes, including providing strategic leadership and tactical oversight to sales forecasting, territory planning and execution, and quota planning.
• Work with multiple stakeholder partners, such as Product and Marketing, to ensure delivery and execution of go‑to‑market strategy, product development and sales are aligned with business revenue goals, contributing to the overall company strategy.
• Work with Sales leadership and colleagues to enable, improve, and automate accurate business planning and account and territory management, sales forecasting, and methodology adoption to track sales results with periodic metrics/KPI reporting and insights.
• Partner with Finance to establish revenue, margin, and profit expectations for all major forecast cycles, including quarterly and AOP.
• Leverage aggregate sales…