Jake Gertjan Hofwegen

About Jake Gertjan Hofwegen

Helping technology companies grow and increase sales productivity by designing & implementing scalable and highly efficient GTM and monetization programs. Currently doing this for Contentful. Previously I have held similar roles at NetSuite, Yext, McAfee, Flexport and Nutanix. A bit about what I do What is revenue operations exactly and what skillsets are required?Revenue (or Field) operations aligns all revenue functions, sales,(product)marketing, cx, solution engineering and partnerships) in order to maximize revenue and fuel growth by taking ownership of the entire customer journey and all associated processes. In addition, I also act as the revenue business partner to G&A. I like to work structured, and the set-up below and associated skills has helped me enormously in scaling organizations.Strategy and insightsFY planning cycles, territory design & coverage models, KPI design and reporting, QBRs, end-to-end funnel analysis, monetization strategies, TAM/SAM/SOM studies.Business OperationsBusiness partnerships (aligned to each vertical, geo, product and/or field function), forecasting (pre & top of funnel and revenue forecast), deal and bid-desk operations and compensation plan design & implementation.Revenue technologyEnd-to-end Sales technology ownership (from acquisition to implementation and development), data quality & hygiene. EnablementCustomer journey design and implementation, sales methodology, hiring profiles, ramping analytics, LMS ownership, sales kick-off and internal communication, account planning and skills development.I started out my career in sales, moved into sales operations which eventually transitioned into a revenue operations role as we all saw the rise of client success operations & marketing operations roles. Revenue operations avoids the inefficiencies that siloed set-ups typically create, not to mention the expenses and a fragmented customer journey for your buyers and sellers.I\'ve worked in SaaS (or transitioned large organizations to SaaS) for my entire career, for both SLG and PLG companies and grateful to have played a part in some amazing growth journeys and IPOs. I also 100% love what I do!

Experience

1. VP of Revenue Operations Enablement

   Contentful

   Dec 2021 — Present · San Francisco, CA, US

   Currently:Leading the Global Revenue operations and Enablement crew. Below are some of the projects we\'ve worked on to date:• 3X ARR (80M>?), increased AE productivity >55% while achieving cashflow positivity in the post ZIRP era.• Transitioned from a single product GTM approach to a multi-product GTM strategy, brought that to life in our GTM cadences (think enablement, messaging, coverage model, ecosystem)• Elevated GTM tech stack from SaaS to a AI only approach while deprecating under utilized tech•Lead transition from a PLG (developer lead sale) to a PLG+SLG motion (developer AND digital innovator based sale)•Designed and implemented a new Field model (creating alignment across our field organization, which is Customer Success, Partner, Marketing and Sales) and introduced new segmentation lines, balanced territories and evolved our coverage model.•Shaped and operationalized our customer journey (pre and post sales process) and brought it to life in our GTM motions.•Implemented enterprise processes such as weekly forecasting cadences, QBRs, account planning cadencing, deal reviews, rules of engagement and weekly pipeline reviews.•Developed and brought to life a price increase and expansion motion in coordination with legal, finance and our field organization.•Created 1 year GTM planning cadencing and aligned sales and marketing in terms of pipeline attribution and expectations.•Evolved our technology stack, introduced and integrated various new sales productivity tech platforms embracing AI and deprecated under-utilized technology.•Introduced new sales methodology supporting our new customer journey and spring/fall launch cadences across the field.•Improved communication to the field via weekly field in focus emails/slacks, monthly Field all calls and an improved focus on our LMS (learning management systems)•Re-designed compensation plans and structure for the Field and Partner community supporting our strategic initiatives.

Education

• Amsterdam University of Applied Sciences

  Bachelor, Economics

  1993 — 1997

Skills

• Strategic Partnerships
• Price Setting
• Sales Operations
• Pricing Strategy
• Strategic Planning
• Subscription Sales
• Channel Strategy
• Customer Relationship Management (Crm)
• Software as a Service (Saas)
• Customer Success
• Demand Forecasting
• Strategy
• Enterprise Software
• Sales Management
• Training
• Crm
• Renewal Management
• Sales Compensation
• Sales Process
• Cloud Security
• French Language
• Recurring Billing
• Solution Selling
• Revenue Recognition
• International Logistics
• International Sales
• Retention Programs
• Sales Enablement Tools
• Fulfillment Programs
• Cloud Computing
• English
• Competitive Strategies
• Provisioning
• Event Planning
• German Language
• Quote to Cash
• Saas
• Productivity Coaching
• Rfp
• Salesforce.com