Revenue Operations VP

Join Our Team as a

Revenue Operations VP

At Kushki, we are proud to be leaders in the payments industry, driving change and innovation through solutions that transform the way businesses operate. Our commitment to excellence and creativity has positioned us at the forefront of our industry, and we are constantly looking for passionate people who want to make a real impact.

To learn more about our latest news, visit our blog: https://www.kushkipagos.com/blog or our website: https://www.kushkipagos.com/

Role Purpose

Build, lead, and continuously evolve Kushki’s commercial engine, connecting strategy, data, processes, technology, and talent to make revenue growth predictable, scalable, and efficient.

This role will be responsible for establishing a common commercial operating model across markets, from demand generation and qualification through closing, onboarding, first transaction, and merchant/partner growth. To achieve this, the role will build a single, reliable source of truth, strengthen pipeline and forecasting discipline, optimize commercial capacity, and enable teams with the processes, tools, and automation they need to sell more effectively.

The role will act as a strategic partner to the CRO and executive leadership, translating commercial data and strategy into decisions, priorities, and execution plans across the short, medium, and long term.

Key Responsibilities

1. Revenue Strategy & Operating Model

• Act as a trusted partner to the CRO, aligning the Revenue Operations strategy with Kushki’s commercial priorities and objectives.
• Design and continuously evolve the GTM Operating Model, ensuring a consistent, scalable, and comparable way of operating across countries and segments.
• Build the revenue driver tree, defining the key factors that explain commercial performance and establishing clear ownership and targets for each.
• Lead annual planning and capacity planning, defining headcount requirements, coverage, territories, quotas, and service models by segment and market.
• Ensure quota allocation reflects the actual potential of territories and segments rather than relying solely on linear target distribution.
• Design, in partnership with the relevant teams, sales compensation plans that incentivize not only business closure but also the quality and sustainability of the revenue generated.

2. Pipeline, Forecasting & Performance Management

• Establish and lead a consistent pipeline management and forecasting methodology across all markets.
• Implement a commercial inspection cadence that enables the organization to identify risks and opportunities before they impact results.
• Ensure consistent funnel stage definitions and objective entry and exit criteria for each stage.
• Design and continuously evolve commercial scorecards, incorporating activity, coverage, conversion, sales cycle, productivity, and attainment metrics.
• Continuously analyze conversion by stage, segment, country, channel, and seller to identify opportunities for improvement.
• Identify recurring forecast biases or deviations and establish mechanisms for recalibration.
• Use performance data to support decisions related to coaching, development, promotions, and commercial structure.

3. Revenue Data & Analytics

• Build and govern a Single Source of Truth for commercial information, ensuring consistency and reliability in the data used by leadership.
• Establish data quality, ownership, and governance standards for key Revenue data.
• Define and maintain a data dictionary, including definitions, sources, owners, and update frequency for critical fields.
• Work closely with Finance to ensure reconciliation between commercial and financial data.
• Develop self-service reporting and dashboards that enable leaders to make informed decisions without relying on manual data extraction processes.
• Translate large volumes of data into actionable insights that support commercial decision-making.

4. GTM Technology, CRM & AI

• Own the functional architecture and evolution of the CRM and GTM technology stack.
• Continuously evaluate existing tools, ensuring each solution has a clear purpose and delivers measurable business value.
• Lead automation and AI initiatives applied to Revenue, prioritizing repetitive, low-judgment processes that can free up time for commercial teams.
• Ensure technology enables sellers to perform their jobs effectively without creating unnecessary administrative burdens.
• Identify opportunities to improve productivity, visibility, and efficiency through technology, data, and automation.
• Ensure effective adoption of tools across commercial teams.

5. Sales Enablement & Commercial Excellence

• Lead the GTM Enablement strategy, ensuring commercial teams have the knowledge, processes, and tools required to execute successfully.
• Standardize and continuously evolve the sales playbook by segment and customer type.
• Design a structured onboarding and ramp-up model for new sellers.
• Ensure the continuous development and updating of commercial knowledge and tools.
• Partner with Sales Leadership to identify capability gaps and translate them into concrete enablement initiatives.
• Ensure RevOps-designed processes help sellers sell more and better, avoiding bureaucracy and low-value administrative activities.

6. Demand Generation & Funnel Optimization

• Establish common criteria for defining and qualifying leads and opportunities.
• Ensure visibility across the entire funnel, from demand generation through close.
• Measure conversion, CAC, and payback by channel, segment, and country.
• Partner with Marketing and Sales to identify the channels and segments generating the greatest revenue impact.
• Use funnel data to guide investment and commercial prioritization decisions.
• Identify the main funnel leakage points and lead initiatives to improve conversion and velocity.

7. Revenue Activation & Customer Lifecycle

• Ensure the commercial process does not end at contract signature, but continues through first transaction and subsequent merchant/partner growth.
• Design and govern the handoff between Sales, Implementation, Risk, Compliance, and Customer teams.
• Establish SLAs, ownership, and escalation mechanisms to prevent onboarding from becoming a bottleneck.
• Monitor Time-to-First-Transaction and Activation Rate as key indicators of revenue realization.
• Incorporate account quality and activation into commercial performance evaluation.

Requirements

Bachelor’s degree in Business Administration, Engineering, Economics, Finance, Marketing, Business, or related fields.

Postgraduate education in areas related to strategy, business, analytics, or management is preferred.

• 10–15 years of experience in Revenue Operations, Sales Operations, Commercial Operations, or commercial consulting.
• At least 4 years of experience leading Revenue Operations or equivalent functions.
• Proven experience building and scaling RevOps teams and operating models.
• Experience leading forecasting, pipeline management, GTM planning, territory & capacity planning, and sales compensation processes.
• Experience working with complex commercial models and regional or multi-country organizations.
• Experience leading commercial transformation initiatives involving technology, automation, and/or AI.
• Experience in Fintech, Payments, SaaS, or high-volume transactional businesses is preferred, particularly in organizations operating across multiple countries in Latin America.

Why Join Our Team?

• Work in a dynamic and collaborative environment where your ideas and contributions matter.
• Accelerate your professional growth while building your career in one of the fastest-growing industries.
• Make a direct impact on the future of payments across Latin America.
• At Kushki, your well-being matters. We believe people are our greatest asset, which is why we offer:
• Access to continuous learning and professional development platforms.
• Additional vacation recharge days.
• A paid day off on your birthday.
• Flexible work arrangements.
• A wellness platform.
• Partnerships with universities and educational institutions across the region to support your professional development.
• Additional financial benefits.

Join us on this exciting journey and help shape the future of payments with Kushki. We look forward to receiving your application!

Kushki is proud to be an equal opportunity employer. We embrace diversity and inclusion. Employment decisions are made without regard to national origin, race, ethnicity, religion, gender, sexual orientation, gender identity or expression, marital status, color, disability, or any other characteristic protected by applicable law.

Tagged as: Compensation Design, Forecasting, Pipeline Management