Vice President, Sales and Revenue Operations

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

📋 Description

• Act as a strategic advisor and collaborator to the CRO/EVP of Operations and SVP of Sales

• Lead a team consisting of 10 to 15 individual contributors and managers

• Collaborate with leadership from Sales, Marketing, and Services to enhance go-to-market performance

• Take ownership of the strategic and operational success of the GTM organization across Rev/Sales Ops, Commercial Management & Deal Desk, Systems & Tech Stack, and GTM Enablement & L&D

• Define sales strategy, objectives, annual sales plans, quotas, and budgets

• Develop and refine GTM frameworks, processes, systems, organizational structures, and terminology

• Evaluate and enhance sales processes to boost lead generation, qualification, conversion, efficiency, and productivity

• Establish KPIs and sales metrics and provide performance reports

• Create sales/bookings and revenue/consumption forecasting models

• Deliver reports, dashboards, insights, and recommendations to GTM leaders, executives, finance, and the board

• Collaborate with FP&A and PTG to develop revenue and capacity forecasts

• Oversee forecasting and governance of the lead-to-cash pipeline

• Manage and enhance the deal desk, including RFPs, contracts, pricing, and order processing

• Coordinate with Legal and Product Marketing to ensure compliant and scalable deal flow

• Design and implement sales compensation plans in collaboration with HR and compensation teams

• Ensure compliance with company policies, legal standards, and industry regulations

• Evaluate, select, implement, manage, and optimize sales technologies and CRM systems

• Maintain the technology stack based on usage and productivity metrics

• Oversee sales-tool training and ensure high adoption rates

• Develop sales training programs covering essential skills, methodologies, and product knowledge

• Support ongoing sales team development in partnership with HR and Product Marketing

• Promote learning, skill enhancement, and growth throughout the GTM organization

• Lead change management initiatives and challenge outdated processes and culture

• Perform other assigned or requested duties

⛳️ Requirements

• Bachelor’s degree in business, sales, or a related field (Master’s degree preferred)

• 15+ years of proven experience in senior go-to-market, sales, revenue operations, or related roles

• Ideally 5+ years of leadership experience navigating the $100M–$500M revenue scale

• Proven track record in managing Strategy/Ops and at least one of Deal Desk, Tech Stack, or Enablement

• Experience with SaaS and recurring revenue business models

• Proficient in enterprise CRM systems such as Salesforce

• Proficient in marketing automation tools like Clay and Hockeystack

• Proficient in advanced sales analytics/forecasting platforms like Tableau

• Experience in evaluating, implementing, and leveraging AI-driven sales technologies

• Familiarity with basic scripting as well as low-code/no-code platforms

• Strong abilities in cross-functional collaboration and relationship building

• Highly analytical and tech-savvy, adopting an AI-first approach

• Excellent communication and interpersonal skills

• Knowledgeable in sales methodologies, strategies, and best practices

• Capable of managing, mentoring, and scaling a high-performing team of 10 to 15 direct and indirect reports

• Results-oriented focus on sales bookings and revenue goals

• Must be able to sit for extended periods and manage prolonged screen time

• Eligible for sponsorship: No

🏝️ Benefits

• Annual performance bonus

• Employee Stock Purchase Plan (ESPP)

• Enhanced time-off packages

• Health and other benefits

• Fully remote work within the U.S.

• Onsite/hybrid option available at the Los Angeles headquarters

• Up to 5% travel to Los Angeles

• Requirement for reliable, high-speed internet for remote work