Vice President, Revenue Operations

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

📋 Description

• Take charge of the infrastructure, intelligence, and execution systems that drive the company's go-to-market engine.

• Develop and manage four essential operational pillars — Sales Operations, Marketing Operations, Revenue Analytics, and Systems & Tools.

• Supervise the Deal Desk, acting as the governance layer for pricing and deal structuring.

• Lead the field-facing business partner function that supports Sales, Partner, Post-Sales, and Solutions Consulting.

• Own the annual planning process, which includes territory design, quota setting, capacity modeling, and headcount analysis.

• Establish and oversee forecasting cadence, methodology, and accuracy disciplines across all GTM motions.

• Create and maintain operating rhythms such as Quarterly Business Reviews (QBRs), pipeline reviews, and forecasting calls.

• Identify friction points across GTM handoffs and implement cross-functional solutions.

• Collaborate with the CMO and leadership team on campaign operations, database health, and audience segmentation.

• Manage the marketing technology stack, encompassing Demandbase, MAP, intent data, ABM, and attribution tools.

• Set lead management standards, including routing, scoring, SLAs, and governance of handoffs between Marketing and Sales.

• Develop comprehensive attribution reporting that connects marketing investment to pipeline and revenue outcomes.

• Define and uphold shared pipeline definitions and funnel stage standards across both Marketing and Sales.

• Prepare executive and board-level reports on pipeline, productivity, retention, expansion, and unit economics.

• Create predictive models for pipeline coverage, win rates, conversion, attainment, and churn risk.

• Conduct in-depth analyses on sales cycles, funnel conversion, segment performance, and representative productivity.

• Collaborate with Business Intelligence and Data Engineering on data architecture, governance, and self-service analytics.

• Ensure data integrity across the revenue tech stack by establishing a single source of truth.

• Define and implement the revenue technology roadmap across CRM, sales engagement, CPQ, and analytics platforms.

• Promote enterprise-wide adoption of tools, processes, and operational standards across all GTM functions.

• Establish SLAs and operational standards for systems support and administration.

• Work alongside IT, Sales Enablement, and Product on systems integration and data flows.

• Lead tool evaluation and procurement using disciplined ROI frameworks and change management strategies.

• Oversee pricing approvals, discount governance, contract structuring, and reviews of non-standard deals.

• Set up deal desk SLAs, escalation paths, and approval frameworks in collaboration with Finance and Legal.

• Collaborate with Sales on strategic enterprise, multi-year, and partner-sourced transactions.

• Develop deal analytics to highlight pricing trends, discount patterns, and margin performance by segment.

• Act as the primary operational liaison among Finance, Sales, Marketing, Product, and the field.

• Build, develop, and scale a multi-layer team of 20–35 across all five functions.

• Foster leadership bench strength through coaching, succession planning, and stretch assignments.

⛳️ Requirements

• 15+ years of experience in revenue operations, sales operations, or GTM strategy roles.

• 7+ years of progressive people leadership experience, including managing managers.

• Hands-on experience leading both sales operations and marketing operations at a senior level.

• Proven success in owning a multi-discipline revenue operations function within a high-growth B2B SaaS company.

• Extensive knowledge of Salesforce and the modern revenue tech stack (Marketo/HubSpot, Outreach/Salesloft, CPQ, BI tools).

• Advanced analytical skills, including financial modeling, SQL, and fluency in BI platforms.

• Strong financial fluency, covering SaaS metrics, unit economics, and revenue recognition principles.

• Executive presence with a track record of influencing C-suite peers and presenting complex data clearly.

• Experience in $200M+ ARR B2B SaaS companies with global GTM operations (Preferred).

• Previous VP-level reporting line to a CFO or CRO (Preferred).

• Experience with Demandbase (Preferred).

🏝️ Benefits

• Health insurance

• 401(k) matching

• Paid time off

• Professional development opportunities

• Remote work options