About the roleRillet sells an AI-native ERP to finance teams, where operational rigor is everything. Our GTM engine should operate at the same standard.
As VP of Revenue Operations, you'll own the systems, data, planning, and processes behind every dollar of ARR, from first touch through renewal. You'll build a predictable, scalable revenue engine and give leadership one trusted view of the business.
What You'll Do- Own GTM planning and forecasting: Lead annual and quarterly planning, bookings targets, capacity models, hiring plans, quota setting, and forecasting across new business, expansion, and renewals in partnership with Finance.
- Drive revenue strategy and performance: Own executive and board reporting across ARR, NRR, pipeline coverage, win rates, CAC payback, and sales efficiency, translating data into actionable business decisions.
- Design scalable GTM infrastructure: Build territories, segmentation, account assignments, compensation plans, and rules of engagement across Sales, AM, CS, and Partnerships.
- Own systems and data integrity: Lead the GTM tech stack (Salesforce, Gong, CPQ, etc.), ensuring clean CRM data, accurate commissions, a trusted source of truth for revenue, and measurable ROI on tools.
- Optimize revenue processes: Establish pipeline standards, stage definitions, and deal desk operations that accelerate complex deals while protecting pricing, margins, and contract integrity. Partner with Finance on quote-to-cash and AM leadership on renewals.
- Turn insights into action: Analyze funnel conversion, rep productivity, ramp time, and segment performance while leading weekly forecasts and QBRs that drive accountability.
- Build and lead the RevOps function: Develop a high-performing team spanning sales operations, systems, analytics, and deal desk to support Rillet's next stage of growth.
Who We're Looking For- 10+ years in Revenue, Sales, or Business Operations within high-growth B2B SaaS, including 4+ years leading teams.
- Proven experience scaling GTM organizations through significant ARR and headcount growth.
- Deep Salesforce expertise and hands-on experience with CPQ, forecasting, and conversation intelligence tools.
- Strong financial modeling skills, including building and defending capacity plans with executive leadership.
- Experience designing compensation plans, territories, and deal desk processes.
- Strong communicator who builds credibility with sales teams and executives.
- Experience selling to finance buyers or working in fintech/ERP is a plus.
The expected base salary range for this role is $220,000-$250,000in New York City and San Francisco. Final compensation within this range will depend on factors including skills, experience, qualifications, and the scope of the role. This role is also eligible for equity and benefits.
Life at Rillet- Grow with us. Take meaningful ownership, expand your scope, and make an impact as Rillet scales.
- Competitive pay and meaningful equity. Be rewarded for the value you help create.
- Benefits that support you. We offer competitive benefits designed to support your health, wellbeing, time away from work, family, and long-term financial goals.
- Better together. We value collaboration, connection, and spending meaningful time together as a team. We regularly create opportunities to connect through team meals, events, and company gatherings.
