Reports to: CRO
Department: Sales
Work Location & Flexibility:
Location Preference:Priority consideration will be given to candidates located in the DMV (D.C., Maryland, Virginia) area. Applicants outside the region may also be considered based on qualifications and hiring needs.
Remote Work Eligibility:This role is eligible for remote work from the following states: AR, AZ, CA, CO, CT, DC, DE, FL, GA, IL, IN, KS, KY, LA, MA, MD, MI, MN, NC, NH, NJ, NM, NV, NY, OH, OK, OR, PA, SC, TX, VA, WA, WI, WV, WY. Applicants must reside in one of these states at the time of hire and throughout employment. If you live outside these states, unfortunately we're not able to consider your application at this time.
Responsibilities:- Lead and scale a globally distributed Revenue Operations function (U.S. and India), aligning sales, marketing, and customer success around shared processes, KPIs, and performance outcomes.
- Partner with executive leadership to drive go-to-market strategy, optimizing sales, marketing, and partner performance to maximize revenue growth and operational efficiency.
- Own the end-to-end revenue operating model, including KPI design, forecasting, pipeline management, and executive reporting for weekly, quarterly, and board-level insights.
- Own and evolve the go-to-market tech stack (CRM, marketing automation, data infrastructure), ensuring scalability, integration, and a single source of truth across the revenue lifecycle.
- Lead sales planning, including territory design, quota setting, budget management, capacity modeling, and incentive compensation structures aligned to revenue goals.
- Drive pipeline health, coverage models, and forecasting accuracy through rigorous inspection frameworks and scenario planning, improving revenue predictability.
What you bring:- 10+ years of experience in Revenue Operations, Sales Operations, or Go-to-Market leadership roles within high-growth SaaS or technology organizations.
- Proven track record of building and scaling RevOps functions that drive measurable improvements in revenue growth, pipeline efficiency, and forecasting accuracy.
- Deep expertise in end-to-end go-to-market strategy, including sales planning, pipeline management, forecasting, and customer lifecycle optimization (acquisition, retention, expansion).
- Demonstrated ability to lead and develop globally distributed teams, fostering alignment across sales, marketing, and customer success.
- Strong executive presence with experience partnering with C-level leadership and delivering insights to boards of directors.
- Expertise in designing and optimizing GTM tech stacks (e.g., CRM, marketing automation, analytics tools) with a focus on scalability, integration, and data integrity.
- Advanced analytical skills with the ability to translate complex data into actionable business insights and strategic recommendations.
- Experience implementing data governance frameworks and establishing a single source of truth for revenue data.
- Proven ability to drive cross-functional initiatives, including pricing strategy, compensation design, territory planning, and headcount modeling.
- Experience leveraging automation and AI to improve operational efficiency and decision-making.
- Strong financial acumen, including experience with annual planning, budgeting, and revenue modeling.
- Excellent communication and stakeholder management skills, with the ability to influence and align teams across all levels of the organization.
- Strong financial acumen, including experience with annual planning, budgeting, and revenue modeling.
