We’re looking for a strategic, data-driven VP of Revenue Operations to help scale our GTM operations. We need a highly motivated leader who thrives in ambiguity, rapidly learns the context of our operations and customer journey, and can seamlessly build robust RevOps plans that align cross-functional teams around predictable revenue growth. This person will collaborate across sales, marketing, customer success, partnerships, solutions, and finance to drive operational rigor and pipeline efficiency throughout the lead-to-close funnel.
Responsibilities
- Drive operational excellence and GTM efficiency throughout the entire customer lifecycle — marketing, sales, services, and support.
- Own our Revenue Operations (RevOps) strategy; collaborate with GTM leadership and other top-level stakeholders to analyze pipeline health, identify revenue growth opportunities, solve performance gaps, and improve processes across the GTM organization.
- Help scale the business by enabling predictable revenue and data-driven decision-making.
- Build and manage a high-performing RevOps team responsible for sales operations, sales development, marketing operations, systems, tooling, enablement, and analytics.
- Lead the accurate measurement and analysis of the company’s revenue-generating activities (e.g., revenue forecasting, pipeline health, churn analysis, etc.).
- Develop strategic recommendations and analytic solutions to support operational excellence and business scaling needs.
- Ensure our RevOps foundation supports company growth while scaling processes and headcount.
- Own GTM systems and tools and drive sound system governance and integration strategies, including Salesforce, Outreach, Gong, and more.
- Evaluate and improve account scoring, routing/assignment, usage, segmentation, and ideal customer profile optimization.
- Implement processes and automation to improve GTM efficiency and effectiveness.
- Define segmentation and territory planning process to unlock market potential and align GTM resources.
- Work with Finance on annual Geo/Segment/Industry planning and monthly forecast calls, including metrics reporting, forecast pacing, and qualitative insights on new business pipeline and velocity.
Requirements
- 10+ years of experience in GTM strategy and Revenue Operations within a B2B SaaS company, with proven success leading RevOps teams of 10+, preferably at a high-growth company.
- Experience building and implementing GTM operations and systems from an early stage, including territory planning, account scoring, and routing models.
- Ability to steer cross-functional initiatives to completion by aligning stakeholders, defining outcomes, planning resources, and measuring progress.
- Strong Salesforce systems knowledge, data analysis, and project management experience.
- Deep understanding of the lead-to-cash process, from demand gen to pipeline to revenue.
- Data-minded operator with strong business acumen and the ability to run complex analyses and build executive-facing presentations and recommendations.
- Strong technical acumen and experience defining GTM tech stack and automating workflows.
- Possess strategic and analytical thinking, organizational-planning, and problem-solving skills.
- Manage multiple work streams and priorities across stakeholders.
- Excellent verbal and written communication skills — particularly for paired audiences like C-level executives and functional stakeholders.
- Proven ability to scale and operate independently in a fast-paced environment.
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