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Operating Partner, Sales Excellence

Diversis Capital

Diversis Capital

Sales & Business Development · Contractor
Los Angeles, CA, USA · San Francisco, CA, USA · San Jose, CA, USA · Boston, MA, USA · New York, NY, USA · Remote
300,000 – 400,000 USD per year
Posted on Tuesday, March 21, 2023

Diversis Capital completed a raise of $680 million to continue its investment objectives in software and technology businesses, which will significantly push the Westwood-based private equity firm over the $1 billion threshold of assets under management. The fundraise is the second for Diversis, which had an inaugural fundraise of $255 million in 2019. The second fund, raised in three months, was oversubscribed by $175 million.



The Operating Partner, Sales Excellence will work with the Diversis team as well as with the senior management at the portfolio companies, to bring to bear best-in-class advisory and operating support to drive build & value. S/he will partner with CEOs, COOs, CROs/VP Sales, and Customer Success leaders at Diversis portfolio companies to accelerate the growth of commercial teams. S/he will:

· Support- primarily through active advice, coaching and hands-on assistance developing and implementing sales process & methodology, sales effectiveness productivity, customer success / account management, skill improvement, alignment and commercial plans.

· Take temporary CRO or equivalent management position in portfolio company while permanent hires are found.

· Optimize GTM resource allocation across the various teams and geographies, ensuring that they are both running efficiently and set up to succeed; designing and implementing robust and scalable KPIs, systems, processes, structures, incentives and technologies.

· Interface with outside resources (strategic, operational, and legal) to address key issues as they arise.

· Drive commercial “playbooks,” including product position, ideal customer profile, sales process, customer buying processes, targeting and qualification, sales funnel management, cross selling, sales messaging, training and focus on the compelling value proposition.

· Assist in all sales & marketing, gross margins and controllable expenses targets, KPIs, and goals for portfolio. Participate in business development activities including the preparation of marketing materials, meetings and calls, national conferences, and investor relations.

· Generally, work in parallel, but sometimes together with the existing operating professionals within the firm.

The Operating Partner will continue to spend most of her/his time in key portfolio companies, but it is also expected that the partner will also support in due diligence efforts where expertise and/or knowledge can significantly increase the quality of information used by the deal team in assessing a particular transaction.


The successful executive will bring the following experiences and capabilities: to Diversis:

· Established record of accomplishment of building shareholder value as a former CRO, CCO and/or Operating Partner, Sales Excellence in businesses of scale.

· At least seven to ten years in a relevant operating role in a mid-size, global (ARR 25M+), complex Enterprise Software, SaaS or equivalent business.

· Deep knowledge of key enterprise software sales, marketing and customer retention metrics and an ability to drive accountability at all levels of an organization.

· Significant experience within efficient spending environments. Recognized expertise advising or operating in businesses that have experienced significant operational changes and cost controls to maximize value. Demonstrated wins building and managing organizations characterized by operational excellence, budget efficacy and seamless delivery against all operating KPIs improving top & bottom line growth.

· Proven ability to balance strategy and execution: a skilled operating leader who has and will improve a company’s execution capabilities; understanding the primary drivers of a variety of businesses, diagnose problems, and think through solutions, in a context of private equity investing.

· Top tier education, including a graduate degree (most likely MBA but could include J.D. or other relevant advanced degree).

· Verified track-record building high-performance teams; encouraging partnership across a complex business and ensuring that proper talent development and succession planning has been conducted.

· The ideal executive has a strong bias for action and will lead in an entrepreneurial, resourceful manner while consistently delivering results.

· Strong leader and a passionate, high-energy brand ambassador and builder. Energized by a rapid pace of change and strive to deliver beyond expectations.

· Significant experience with private equity ownership.

· The ideal candidate will be an accomplished change manager who can properly influence people, process and technology and do so in a manner that enriches the Company’s culture.

· This person must also have a track record of innovative and creative problem-solving.


Dan Grosh

Operating Partner



Diversis Capital is an equal opportunity employer.