Brentwood Associates

Compensation

Full Description

Job Description: • Scaling ARR, NRR, and operating rigor across Brentwood’s portfolio companies. • Rapidly Diagnose & Overhaul Go-to-Market Engines Across the Portfolio. • Within the first 30–60 days of each new investment, lead a full GTM diagnostic (funnel metrics, win/loss, pricing, sales process, marketing ROI, comp plans). • Build and execute 100-day GTM acceleration plans that typically deliver 20–50% improvement in revenue growth or capital efficiency. • Redesign pricing & packaging, introduce or fix PLG motions, and implement ABM/demand-gen playbooks that scale. • Build World-Class Revenue Operations Capabilities in Every Portfolio Company. • Design and implement integrated revenue tech stacks (Salesforce + CPQ + Gong + Outreach + ZoomInfo + data warehouse + BI layer). • Install forecasting rigor, pipeline coverage rules, territory/carve design, quota setting, and deal desk governance. • Create a single source of truth for all revenue data and train leadership teams to run the business off real-time dashboards. • Drive Functional Performance & Operating Rigor Across 2-3 Companies Simultaneously. • Partner with portfolio CEOs and boards to create and pressure-test Value Creation Plans (VCPs) with clear, measurable GTM and productivity levers. • Install OKRs, weekly revenue cadences, talent scorecards, and accountability structures. • Lead functional talent upgrades: assess existing GTM leaders, create succession plans, and recruit proven replacements when needed. • Turn Customer Success into a Profit Center and NRR Growth Engine. Requirements: • 10-15 years of experience in management consulting, private equity value creation, operating roles within growth businesses, or a combination thereof with demonstrated success in: • Deep SaaS Go-to-Market Expertise (Sales + Marketing Leadership) • Proven ability to build, scale, and optimize modern SaaS GTM motions (PLG, sales-led, or hybrid). • Hands-on experience with pricing/packaging, sales compensation design, funnel metrics (CAC, LTV:CAC, Magic Number, payback period), marketing ROI, and demand gen (paid, organic, partnerships). • Track record of taking SaaS companies from <$10M ARR to $50M+ ARR with efficient growth (Rule of 40+). • Familiarity with tools like Salesforce, HubSpot, Gong, ZoomInfo, Outreach/SalesLoft, and modern ABM platforms. • Revenue Operations & Systems Thinking (RevOps Mastery) • Ability to design and implement end-to-end revenue architecture: lead routing, territory/carve design, forecasting rigor, quota setting, CPQ, billing systems, and data hygiene. • Expertise in aligning Sales, Marketing, and Customer Success around a single source of truth (often Snowflake + Looker/Tableau + Salesforce). • Strong framework-driven operator (ex-McKinsey/Bain, or multiple SaaS CRO/COO roles). • Deep understanding of NRR drivers: gross churn, logo retention, expansion (upsell/cross-sell), and how to build scalable CS organizations (pooled → pooled+ → 1:many models). • Can translate operational improvements directly into EBITDA and multiple expansion. Benefits: • Comprehensive health, dental, and vision insurance. • 401(k) retirement plan. • Unlimited PTO and paid holidays - work hard and recharge. • Flexible Fridays - get your work done from the office (if you reside in the LA area) or home.