Vice President of Revenue Operations

Job Title: Vice President, Global Go-to-Market Operations & Strategy

Reports To: Chief Operating Officer (COO)

About Copado

Copado is the leading DevOps platform for Salesforce, revolutionizing how the world’s largest organizations achieve success in their Salesforce deployments. Our mission is to accelerate the Salesforce development lifecycle, support digital transformation, and deliver unparalleled value to our customers.

Job Summary

The Vice President, Go-to-Market Operations is a high-impact executive leadership role responsible for the end-to-end performance, predictability, and efficiency of Copado’s revenue engine. Reporting directly to the COO, this role oversees the entire Revenue Operations function, including Marketing/BDR, Sales, Customer Success, and Partner Operations. The VP is responsible for designing the global GTM operating cadence, driving rigorous forecast management, and utilizing advanced analytics to optimize sales productivity. This role acts as the bridge between corporate strategy and field execution, ensuring all systems, processes, and people are aligned to drive scalable growth.

Key Responsibilities

A. GTM Operating Cadence & Forecast Management

• Design and manage the global GTM leadership operating rhythm, including structured pipeline reviews, weekly Sales and Renewal forecast calls, and QBRs.
• Establish and enforce rigorous “Deal Inspection” and “Forecast Category” standards to ensure high predictability in monthly and quarterly revenue reporting.
• Drive global data hygiene initiatives, ensuring the CRM reflects real-time field reality and provides a reliable foundation for executive decision-making.
• Facilitate cross-functional alignment between Marketing, Sales, and Finance to ensure a unified view of the “Lead-to-Renewal” funnel.

B. Advanced Analytics & Business Intelligence

• Build and maintain a sophisticated analytics framework to discern pipeline coverage, lead conversion velocity, and sales productivity.
• Utilize predictive and retrospective modeling to identify bottlenecks in the sales process and recommend operational efficiency improvements.
• Develop “Executive-Ready” dashboards that track key GTM metrics.
• Translate complex data sets into actionable insights for the COO to drive resource allocation and strategic pivots.

C. Partner Operations & Channel Excellence

• Drive the operational strategy for Copado’s Partner channel, ensuring infrastructure supports a high-growth indirect business.
• Own the partner lifecycle process, including onboarding, deal registration, and co-selling workflows.
• Design and manage partner-specific incentives, referral programs, and sourced vs. influenced revenue analytics.

D. Strategic Planning & Revenue Architecture

• Lead the annual planning cycle, including capacity modeling, hiring plans, territory assignments, and quota deployment.
• Architect and manage the global commissions and incentive plans to drive desired sales behaviors and corporate outcomes.
• Operationalize pricing and packaging initiatives, ensuring seamless system integration and field enablement.

E. Executive Leadership & Sales Enablement

• Serve as the primary execution lead for the COO, ensuring mission-critical projects are delivered across all GTM teams.
• Direct the Sales Enablement organization to ensure field teams are trained on the “Copado Way” of selling, tools, and processes.
• Oversee the Deal Desk to manage complex quoting, pricing, and contract compliance.

Qualifications and Experience

• Experience: 12+ years in Revenue/Sales Operations or GTM Strategy, with significant executive leadership experience in a SaaS environment.
• Analytical Mastery: Proven ability to build advanced analytical models for pipeline coverage, productivity, and operational efficiency.
• Forecasting Excellence: Expert-level knowledge of forecast management methodologies and pipeline hygiene standards.
• Leadership: Track record of managing multi-disciplinary teams (Ops, Enablement, Deal Desk, Partner Ops).
• Technical Acumen: High proficiency in Salesforce, Gong, and BI tools (Tableau, PowerBI).

Preferred Skills

• Ability to orchestrate complex leadership cadences that drive accountability across global teams.
• Exceptional ability to “tell the story” behind the numbers to a C-suite audience.

Copado is Equal Employment Opportunity and Affirmative Action Employers. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. Copado does not accept unsolicited headhunter and agency resumes. Copado will not pay any third-party agency or company that does not have a signed agreement with Copado.