Vice President, Enterprise Revenue Operations

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

📋 Description

• Take ownership of the multi-year Revenue Operations and enablement strategy that aligns with the company’s growth objectives.

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

• Facilitate annual, quarterly, and monthly planning along with resource allocation in collaboration with Finance, Sales, and Marketing.

• Discover untapped revenue opportunities and guide investment across various channels, brands, and segments.

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

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

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

• Collaborate with Product and Finance on market readiness and product launch strategies.

• Create processes that ensure a consistent customer experience throughout the buyer journey.

• Define enablement priorities and supervise onboarding, development, and certification programs.

• Align training initiatives with company methodologies, product offerings, pricing, and competitive positioning.

• Integrate coaching frameworks and utilize Gong insights to promote effective behaviors.

• Assess the impact of enablement through metrics such as ramp time, win rate, deal size, and retention.

• Set pricing, packaging, and discount strategies across different brands, segments, and sales motions.

• Design and implement a scalable deal desk with approval matrices, SLAs, and escalation pathways.

• Balance the need for deal speed, margin control, discount discipline, and risk management.

• Streamline quoting, approvals, and bookings using CPQ and CRM workflows.

• Provide pricing analytics and insights on competitive pricing.

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

• Develop consistent, repeatable processes that boost efficiency, predictability, and customer satisfaction.

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

• Increase event fill rates, minimize cancellations, and maximize revenue for scheduled days.

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

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

• Create performance dashboards and suggest solutions based on operational data insights.

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

• Spearhead AI and automation initiatives.

• Maintain documentation of system configurations, workflows, and data architecture.

• Build, mentor, and lead a multidisciplinary team covering Sales Operations, Sales Training & Enablement, and Pricing & Deal Desk.

• Set goals, KPIs, and development pathways for the team.

• Present insights and recommendations to the Chief Revenue Officer and executive team.

• Manage headcount, budget, and vendor expenditures.

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

⛳️ Requirements

• 12+ years of progressive experience in Revenue Operations, Sales Operations, or Marketing Operations within a B2B context, including 5+ years in leadership roles managing managers or directors.

• Proven track record in building and scaling RevOps functions, including responsibility for forecasting and reporting.

• Experience in directing sales training or enablement initiatives.

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

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

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

• Background in developing pricing strategies and deal desk functions, including governance for approvals and discount management.

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

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

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

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

• Exceptional written, verbal, and visual communication skills.

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

• Preferred: Familiarity with BI tools such as Tableau, Looker, or Power BI.

• Preferred: Experience 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 discipline is preferred.

• Must be eligible to work in the United States without sponsorship.

🏝️ Benefits

• Opportunity to engage in long-term incentive programs.

• Remote work flexibility.

• Team meetings that may require travel.