AVP, Revenue Operations

This is a fully remote position, open to applicants in United States.

📋 Description

• Develop and oversee the global operating model for Channel and Partner Operations, Sales Compensation, Renewals Operations, and Quote-to-Cash.

• Guide regional and operational leaders while establishing the operating rhythm, planning, and executive reporting for Sales, Finance, and the Board.

• Manage global forecasting, QBRs, performance indicators, annual planning, initiative roadmaps, territory design, and headcount distribution.

• Define strategy, governance, and performance frameworks across revenue operations functions, leading a scalable organization of Directors.

• Expand Deal Registration, Partner SPIFF payments, Partner Activation, co-sell tracking, sourced versus influenced analytics, and the Partner Portal.

• Drive the design of annual incentives, including expenditure analysis, plan creation, scenario modeling, communication, and enablement.

• Oversee GTM SPIFFs and special incentive initiatives, serving as the executive compensation point of contact for Sales leadership.

• Manage quoting, ordering, and booking processes, encompassing quoting standards, approval workflows, deal desk escalation, order accuracy, and non-standard commercial terms.

• Collaborate with Global Renewals Sales to enhance GRR and NRR through streamlined processes, data alignment, and oversight.

• Handle executive and Board reporting, ensuring consistent metric definitions and quarter-over-quarter narratives.

• Manage AI and automation applications within revenue operations, adhering to Legal, Security, and Data guidelines.

• Lead the operational and systems integration of acquisitions.

• Prepare systems, partners, and the Field for product launches, pricing and packaging modifications, program redesigns, and international growth.

⛳️ Requirements

• 12+ years of experience supporting Sales in an operations role, with extensive knowledge in Channel and Partner Operations, Renewals Operations, Sales Compensation, and quote-to-cash.

• 5+ years of experience leading leaders, managing Directors and Managers across diverse functions and regions, with a proven history of team development and building.

• Required experience in the high-tech industry, including Global Enterprise, SMB, and MSSP go-to-market strategies via indirect Partner channels, as well as SaaS subscription, MSSP billing, and consumption business models.

• Familiarity with quote-to-cash mechanics, including CPQ, approval and discount governance, order management, and transitions into billing and revenue recognition.

• Demonstrated ability to create an operating model and cadence, not just manage existing processes, and to convert strategy into quantifiable business results.

• Experience in owning or governing a revenue data model and defining metrics, with systems and reporting maintained to an executive level of accuracy.

• Practical experience in applying AI and automation to revenue operations workflows, with the discernment to distinguish between true leverage and novelty.

• Experience in leading M&A integration or other significant transformations, such as system migrations, program consolidations, or post-acquisition GTM alignments.

• Bachelor's degree in Finance, Management, Technology, or Economics; an MBA is a plus.

• Proficient in Google Workspace, Salesforce, CPQ, Partner Portal applications, Clari, and Excel modeling; experience with NetSuite, incentive compensation platforms, and analytics tools like Tableau is a plus.

🏝️ Benefits

• Restricted Stock Units (RSUs)

• Employee Stock Purchase Plan (ESPP)

• Flexible time off

• Paid company holidays and paid sick time

• Gender-neutral parental leave

• Grandparent leave

• Medical, dental, and vision coverage

• 401(k) retirement plan with company match

• Life and disability insurance

• Health and dependent care FSA

• Voluntary benefits (hospital, accident, critical illness)

• Employee Assistance Program (EAP)

• ARAG pre-paid legal

• Nationwide pet insurance

• Cancer Care program

• Global business travel medical insurance

• Home office allowance

• Mobile phone reimbursement

• Wellness coach

• Wellness/gym reimbursement

• Fertility coverage

• Adoption & surrogacy reimbursement