Mapbox is the leading real-time location platform for a new generation of location-aware businesses. Mapbox is the only platform that equips organizations with the full set of tools to power the navigation of people, packages, and vehicles everywhere. More than 4 million registered developers have chosen Mapbox because of the platform’s flexibility, security and privacy compliance. Organizations use Mapbox applications, data, SDKs and APIs to create customized and immersive experiences that delight their customers.
What You'll Do
As Head of Rev Ops, you will report directly to the global SVP of Sales and be responsible for the core Revenue Operations functions that directly impact deal execution, forecasting accuracy, and revenue scale, and for partnering with the SVP of Sales to accelerate growth through continual process improvement.
This role requires a strategic leader who does not shy away from the details. This role exists to bring rigor, predictability, and scale to how Mapbox prices, structures, forecasts, and closes revenue. You thrive on data to build the best strategies across all important sales activities and can drive cross-functional collaboration to ensure initiatives land.
Good sales deals and decisions rely on the cleanliness and timeliness of the underlying data. You are deeply fluent in SFDC, but you view systems as enablers of better decisions, not the end goal.
Because we license APIs and SDKs that our customers then use to build their own licensed applications, this is a more technical sale than a typical enterprise software company. So an interest in our technology is key, and a technical background is a great advantage.
This is a senior player-coach role. You will step into complex deals, forecasting calls, and operational issues when needed — but your primary impact comes from setting direction, coaching leaders, and creating scalable decision frameworks. We are a fast-paced pre-IPO company that is revolutionizing our industry. We move fast and deal with ambiguity on a daily basis, so rolling up your sleeves on the highest-impact problems is a key trait.
Core Focus of the Role
- Own and evolve Mapbox’s deal governance and forecasting rigor as we scale
- Reduce exceptions by establishing clear commercial guardrails
- Increase deal velocity while protecting company economics
Act as a strategic partner to Sales leadership on negotiation, pricing, and pipeline health
- Sales Forecasting & Pipeline Leadership: Own forecast accuracy and inspection rigor across sales leadership. Establish consistent forecasting methodology, expectations, and accountability. Partner with Sales Managers, FP&A, and executives to surface risk early and drive corrective action. Track and analyze the overall sales pipeline funnel from lead to closed to identify improvement areas and design relevant programs to help sellers move deals faster.
- Data Analytics: Own sales analytics, data hygiene, and pipeline analysis, primarily within SFDC.
- Deal Desk & Commercial Governance: Own and evolve the deal desk as a strategic function that accelerates deal velocity while enforcing pricing, legal, and commercial guardrails. Partner closely with Sales, Finance, Legal, and Product to align on deal structures and reduce ad-hoc exceptions. Coach sales leaders and reps on negotiation strategy, tradeoffs, and deal positioning. Define success metrics for deal desk effectiveness (e.g., cycle time, exception rate, win rate)
- Sales Enablement: Provide strategic oversight of sales enablement by guiding the Enablement Program Manager as they work with product marketing, product management, and sales managers to develop materials and deliver training that enables our sales team to excel at “use case” selling.
- Sales Compensation: Oversee the preparation and administration of annual sales compensation plans, including quotas, territories and plan design/improvements
What We Believe are Important Traits for This Role
- Extremely strong written and oral communication skills.
- A self-starter and senior player-coach who can operate effectively in an unstructured, pre-IPO environment—rolling up sleeves where needed while building scalable processes and teams.
- Hands-on leadership experience across all of Revenue Ops: sales forecasting; SFDC data cleanliness/analysis; sales enablement; deal desk/order administration; commission plan design and administration.
- Scope of influence: You know how to drive consensus across cross-functional groups using data and persuasion.
- Operational Excellence and Process Improvement: Focus on incremental operational process improvement. Learn from mistakes. You will have the opportunity to create scale and infrastructure for a pre-IPO company that is gearing up.
- 10+ years Sales Ops experience, with a minimum 5+ years in people management
- Platform-as-a-Service, consumption-based revenue model and/or B2B or B2E experience preferred
What We Value
In addition to our core values, which are not unique to this position and are necessary for Mapbox leaders:
- We value high-performing creative individuals who dig into problems and opportunities.
- We believe in individuals being their whole selves at work. We commit to this through supportive health care, parental leave, flexibility for the things that come up in life, and innovating on how we think about supporting our people.
- We emphasize an environment of teaching and learning to equip employees with the tools needed to be successful in their function and the company.
- We strongly believe in the value of growing a diverse team and encourage people of all backgrounds, genders, ethnicities, abilities, and sexual orientations to apply.
Our annual base compensation for this role ranges from $232,900 - $315,100 for most US locations and 5% to 10% higher for US locations with a higher cost of labor. Job level and actual compensation will be decided based on factors including, but not limited to, individual qualifications objectively assessed during the interview process (including skills and prior relevant experience, potential impact, and scope of role), market demands, and specific work location. Please discuss your specific work location with your recruiter for more information.
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We are committed to a fair and equitable hiring process. We do not discriminate against any protected class.
