VP, Revenue Operations

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

📋 Description

• Take ownership of the revenue operating model — Lead the annual operating plan, quarterly forecasts, and weekly rhythms throughout the entire GTM organization. Establish a definitive source of truth regarding revenue performance, pipeline health, and GTM productivity for the CRO and Board.

• Spearhead Revenue Strategy, Data & Analytics — Take charge of AOP, quota-setting, capacity modeling, and territory design. Develop and utilize revenue data science capabilities—such as propensity-to-close models, churn prediction, and expansion analytics—to guide every major GTM decision. This serves as the most strategically vital component.

• Oversee Business Operations across Sales, Marketing, Customer Success, and Partners — Deliver integrated operations support to each GTM segment: MEDDPICC hygiene and deal assessment with Sales, MarTech and pipeline attribution with Marketing, health scoring and renewal forecasting with Customer Success, and deal registration and MDF governance with channel partners.

• Manage GTM Systems & Tools — Control the complete revenue tech stack—Salesforce, Gong, Clari, Outreach, Highspot, CPQ, PRM, Gainsight—and the automation and AI functionalities developed on top of it. Approach GTM infrastructure as a product.

• Propel Revenue Enablement — Ensure that every seller, SE, and CSM achieves productivity within 180 days. Oversee MEDDPICC and Command of the Message programs, PoC methodology, partner readiness, content strategy, and coaching through conversation intelligence.

• Administer Deal Desk, Pricing & Contracts — Set pricing with precision, quote seamlessly, and finalize deals without unexpected issues. Take charge of deal structuring, discounting guidelines, CPQ/quote-to-cash, CLM, and renewal terms in collaboration with Finance and Legal.

• Develop compensation structures and lead the GTM PMO — Create incentive plans that encourage the desired behaviors, administer them effectively, and resolve conflicts with authority. Manage the GTM program office—overseeing the company's principal cross-functional initiatives from decision-making through execution. This represents a critical component.

⛳️ Requirements

• Over 10 years of experience in Revenue Operations, Sales Operations, or GTM leadership within a B2B SaaS or enterprise technology firm, with significant tenure as a senior operator—not merely as a functional contributor.

• Proven experience managing a GTM operations function at scale; you have led a go-to-market organization with genuine revenue intricacies, rather than just supporting one.

• Proven track record in forecasting, AOP, quota-setting, and territory design—ideally having guided an organization through a transition away from manual or spreadsheet-based processes.

• Comfort in leading across multiple GTM Ops disciplines at the same time; this role encompasses six pillars and necessitates a broad range of expertise, not just depth in one area.

• Direct involvement in the design and administration of compensation plans, including incentive structures, crediting rules, dispute resolution, and compensation system operations (Xactly, CaptivateIQ, or similar).

• Strong analytical skills and data fluency—capable of constructing revenue models, interpreting pipeline data, and leading a data science and analytics team.

• Familiarity with the contemporary revenue tech stack: Salesforce, Gong, Clari or similar, Outreach, CPQ, Gainsight, Highspot or Seismic, Marketo or HubSpot.

• Exceptional cross-functional influence—able to drive change across Sales, Marketing, Customer Success, Finance, and Legal without relying solely on direct authority.

• Command of the Message (CoM) certification or in-depth understanding of value-based selling frameworks is a plus.

• Experience in developing a GTM engineering or revenue automation capability and/or exposure to channel/partner operations (PRM, MDF, co-sell) are additional advantages.

• Manual Dexterity: Ability to perform repetitive motions with wrists, hands, and fingers for computer use.

• Stationary Tasks: Capacity to sit for prolonged periods while remaining in a fixed position.

🏝️ Benefits

• 401k

• Medical/Dental coverage