Head of Revenue Operations

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

📋 Description

• Develop and sustain the operating framework for Finalsite’s revenue organization throughout the entire customer lifecycle.

• Oversee a cohesive revenue funnel perspective from lead generation to renewal, collaborating across Sales, Marketing, Client Success, and Finance.

• Mediate cross-functional trade-offs utilizing both quantitative and qualitative data.

• Set the operating rhythm for forecasting, funnel assessments, and performance evaluations.

• Convert operational data into comprehensive reporting for executives and the Board, including ARR bridge, pipeline coverage, NRR/GRR, CAC payback, and Rule of 40 inputs.

• Establish governance over revenue data, definitions, reporting logic, and metrics.

• Develop, manage, and advocate for forecasting methodologies across new business, expansions, renewals, and churn.

• Identify revenue opportunities and potential challenges through data analytics and predictive insights.

• Transform growth objectives into targets for capacity, coverage, productivity, pipeline, and funnel.

• Link customer health and product usage indicators to renewal, expansion, and retention outcomes.

• Create scalable processes for deal desk, lead routing, and renewal workflows.

• Enhance process adoption through user-focused design, change management, and effective communication.

• Collaborate on GTM design, segmentation, territories, quotas, coverage, and incentive frameworks.

• Implement commercial governance for pricing, discounting, approvals, and deal execution.

• Manage the revenue technology roadmap, which includes AI assessments, automation pilots, vendor selection, vendor management, and tool consolidation.

• Lead the Salesforce team and ensure vendors are accountable for ROI and business results.

• Recruit, develop, and retain a compact team of player-coaches.

• Define team priorities and performance expectations while cultivating cross-trained, high-leverage operators.

⛳️ Requirements

• Proven experience in revenue operations, sales operations, or GTM strategy roles, including over 3 years leading a Revenue Operations function in a B2B SaaS setting.

• Background in a PE-backed or similarly metrics-oriented environment.

• Proficiency in sponsor-level metrics: ARR bridge, pipeline coverage, NRR/GRR, CAC payback, and Rule of 40 inputs.

• Demonstrated history of establishing and defending a repeatable forecasting methodology with documented assumptions and accuracy tracking.

• Successful track record of implementing cross-functional process changes with high stakeholder acceptance and minimal headcount increase.

• Strong expertise in CRM/MAP/BI stacks such as Salesforce, HubSpot, and BI platforms.

• Experience in managing a revenue tech stack roadmap, including vendor selection, contract negotiations, tool consolidation, and vendor performance oversight.

• Proven ability to hire, nurture, and retain efficient, high-performing teams of player-coaches.

• Outstanding analytical, communication, and executive presence skills, capable of presenting to executives, Boards, and Private Equity sponsors.

• Preferred: experience in evaluating and deploying AI tools, agents, and automation pilots within revenue workflows.

• Preferred: experience supporting GTM integration through M&A, encompassing CRM consolidation and process harmonization.

• Preferred: familiarity with CPQ, CLM, enrichment, forecasting, and conversation intelligence platforms.

• Preferred: experience collaborating with Finance on ARR reporting, bookings policy, and revenue metric governance.

• Permanent residency in the United States, both current and ongoing, is required to secure and maintain employment.

• A Bachelor’s degree or equivalent experience is preferred.

🏝️ Benefits

• Competitive benefits package.

• Opportunities for professional development.

• A collaborative culture founded on partnership and purpose.

• Fully remote work arrangement (100% remote within the United States).