Vice President, Enterprise Revenue Operations

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

📋 Description

• Develop and oversee a multi-year Revenue Operations and enablement strategy that aligns with company growth objectives.

• Provide revenue models and forecasts for the Chief Revenue Officer and executive leadership.

• Direct annual, quarterly, and monthly planning and resource distribution alongside Finance, Sales, and Marketing.

• Leverage data and market insights to uncover untapped revenue opportunities and guide investments across various channels, brands, and segments.

• Manage territory models, quota structures, and compensation plans.

• Connect Sales, Marketing, Customer Success, and Finance to ensure smooth execution.

• Create operating rhythms focused on pipeline health, funnel performance, and forecast accuracy.

• Collaborate with Product and Finance on go-to-market readiness and launch strategies.

• Define the enablement vision and priorities, overseeing onboarding, development, and certification initiatives.

• Work with sales leaders to integrate coaching frameworks and utilize Gong insights.

• Establish pricing, packaging, and discount strategies.

• Design and implement a scalable deal desk featuring intake processes, approval matrices, service level agreements, and escalation procedures.

• Balance deal speed, profit margin, discount discipline, and risk management.

• Streamline the quote-to-cash process through CPQ and CRM workflows.

• Enhance revenue workflows from lead generation to renewal and expansion.

• Manage renewal strategies, churn analysis, and workflows for at-risk accounts.

• Improve event fill rates, minimize cancellations, and optimize revenue per scheduled day.

• Oversee analytics related to pipeline velocity, conversion rates, customer acquisition cost, lifetime value, churn, and retention.

• Ensure the quality, security, and accuracy of CRM and revenue-tool data.

• Provide real-time performance dashboards and actionable insights.

• Devise strategy and ROI for Salesforce, Gong, CPQ, and reporting tools.

• Spearhead initiatives in AI and automation.

• Build, mentor, and motivate the Sales Operations, Sales Training & Enablement, and Pricing & Deal Desk teams.

• Set objectives, key performance indicators, and growth pathways.

• Present data-driven insights to the Chief Revenue Officer and executive team.

• Oversee headcount, budget, and vendor expenditures.

• Foster transparency, continuous improvement, and data-informed decision-making.

⛳️ Requirements

• A minimum of 12 years of progressive experience in Revenue Operations, Sales Operations, or Marketing Operations within a B2B context.

• At least 5 years of experience in leading managers or directors.

• Proven track record in establishing and scaling RevOps functions, including management of forecasting and reporting.

• Experience in directing sales training or enablement programs.

• Ability to influence executive stakeholders and foster accountability across various functions.

• Extensive experience with SaaS/subscription models, demonstrating mastery of net revenue retention, gross revenue retention, and churn dynamics.

• Experience managing complex, multi-brand portfolios with diverse sales approaches.

• Background in developing pricing strategies and deal desk operations, including approval governance and discount management.

• Expert-level proficiency in CRM systems, preferably Salesforce, including CPQ and quoting workflows.

• Advanced analytical and financial modeling capabilities, including multi-touch attribution.

• Proven success in leading cross-functional change initiatives without direct authority.

• Experience presenting strategic insights to senior executives or C-suite leaders.

• Exceptional written, verbal, and visual communication skills.

• Preferred: experience in training, events, or professional services in high-volume scheduling environments.

• Preferred: expertise with business intelligence tools such as Tableau, Looker, or Power BI.

• Preferred: familiarity with revenue intelligence platforms like Gong or Clari and enablement tools.

• Preferred: knowledge of CPQ, subscription management, or event registration solutions.

• An MBA or advanced degree in Business, Finance, or a related field is preferred.

🏝️ Benefits

• Long-term incentives.

• Remote work opportunities.

• Travel opportunities for team meetings.