Vice President of Revenue Operations

This is a fully remote position, open to applicants in Arizona, +4 more states.

📋 Description

• Develop and spearhead the commercial operational framework that supports the organization's growth.

• Oversee strategy, processes, systems, and analytics related to forecasting, planning, and the execution of revenue growth.

• Direct sales operations, revenue forecasting, pipeline management, CRM governance, commercial analytics, proposal operations, pricing insights, sales compensation, and performance reporting.

• Convert growth objectives into actionable operating plans, metrics, and accountability structures.

• Establish rhythms for pipeline management, forecasting, business performance reviews, and executive reporting.

• Identify and implement opportunities to enhance revenue growth, client retention, sales effectiveness, and operational efficiency.

• Lead the enterprise revenue forecasting strategy, methodologies, and operational rhythms.

• Create forecasting processes, pipeline standards, dashboards, and analytics for assessing pipeline health, sales performance, revenue conversion, profitability, and market opportunities.

• Design and optimize sales processes, managing pipeline activities, territory planning, account segmentation, capacity planning, quota setting, and performance analysis.

• Collaborate with Sales and Business Development leaders to enhance opportunity quality, eliminate growth barriers, and boost productivity.

• Oversee the strategy and governance of the commercial technology ecosystem, including CRM, reporting, automation, and revenue intelligence platforms.

• Champion data quality, governance, adoption, and technology enhancements.

• Manage proposal operations and commercial support processes.

• Streamline the pursuit-to-contract process and enhance client transitions with Sales, Finance, Legal, and Delivery teams.

• Assist in the development of pricing strategies, sales compensation, and incentive programs.

• Integrate Sales, Marketing, Client Success, Finance, Delivery, and Technology within a cohesive commercial operating model.

• Build and nurture a Revenue Operations team.

• Encourage accountability, collaboration, continuous improvement, and data-driven decision-making.

• Perform other projects or duties as assigned.

⛳️ Requirements

• A Bachelor’s degree in Business, Finance, Economics, Engineering, Marketing, Analytics, or a related field is required.

• Minimum of 12 years of progressive experience in Revenue Operations, Sales Operations, Commercial Excellence, Business Operations, Strategy, Finance, or a related field.

• At least 5 years of experience leading enterprise Revenue Operations teams.

• Extensive background in utility consulting, energy services, energy efficiency, demand-side management, distributed energy resources, electrification, SaaS, engineering services, environmental consulting, or infrastructure-related sectors.

• Proven experience supporting a revenue organization with annual revenues exceeding $250 million.

• Demonstrated success in establishing or scaling a Revenue Operations function in complex, multi-business-unit, professional services, technology, energy, utility, or project-based organizations.

• Experience in supporting complex, consultative, relationship-driven, proposal-intensive, and long-cycle sales organizations.

• Strong expertise in pipeline management, forecasting, performance analytics, annual planning, process design, and commercial technology governance.

• Solid financial and business acumen, including knowledge of bookings, backlog, revenue recognition, margin, capacity planning, pricing, and investment trade-offs.

• Experience advising executive leaders and influencing cross-functional outcomes without relying solely on direct authority.

• Capability to translate strategy into practical operating processes, measurable KPIs, executive reporting, and sustained organizational adoption.

• Advanced proficiency with CRM platforms and business intelligence/reporting tools.

• Excellent leadership, communication, facilitation, and change management skills.

• High standards for data integrity, operational discipline, confidentiality, and sound judgment.

• Willingness to travel periodically based on business needs.

• Successful completion of a comprehensive background check and reference check is required.

• Pre-employment drug screening may be necessary, if applicable.

• An MBA or other advanced degree is preferred.

• Experience with Salesforce, Microsoft Dynamics, HubSpot, Power BI, Tableau, or similar platforms is preferred.

🏝️ Benefits

• Competitive salaries based on skills, experience, and qualifications.

• Eligibility for discretionary annual bonuses.

• Three weeks of paid vacation each year.

• Paid holidays.

• 401(k) retirement plan with employer matching.

• Medical coverage.

• Dental coverage.

• Vision coverage.

• Parental leave.

• Employee assistance program.

• Commuter benefits.

• Additional supplemental offerings.

• A women-led, impact-focused company.

• Commitment to equal employment opportunity.