Tricentis

Senior Vice President, Global Revenue Operations

Tricentis • $210K — $250K *
Austin, TX 78745In-Person
Enterprise Technology
8 - 10 years of experience
Today
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Job Overview by Ladders

Qualifications

  • 10+ years of experience in Revenue Operations, Sales Operations, or GTM strategy within B2B SaaS
  • 5+ years in a senior leadership role managing global RevOps or GTM operations teams
  • Experience in scaling or transforming RevOps functions at $500M+ ARR companies
  • Passion for AI with hands-on experience deploying AI tools
  • Strong financial acumen with partnership experience in Finance, Legal, and HR
  • Exceptional communication skills and executive presence
  • Fluency in modern RevOps tools like Salesforce, CPQ, and BI platforms

Responsibilities

  • Architect and own the go-to-market segmentation, coverage design, and annual revenue planning
  • Partner with executives to align GTM strategy with corporate goals and measurable outcomes
  • Benchmark capabilities against industry best practices for scalable growth
  • Map buyer and seller journeys to enhance experiences and uncover opportunities
  • Drive AI enablement strategy, identifying use cases and deploying AI tools across the revenue lifecycle
  • Establish AI literacy programs and define ROI frameworks for AI investments
  • Design and maintain sales territory structures to maximize productivity
  • Run an AI-powered performance management framework with operational cadences
  • Own global revenue forecasting and collaborate with Finance on reporting and KPI alignment
  • Lead the global Deal Desk, ensuring coordination with Sales, Finance, and Legal

Benefits

  • Opportunity to shape and lead a transformative GTM strategy
  • Access to cutting-edge AI tools and resources for professional development
  • Involvement in high-impact decision-making at the executive level
  • Engagement in a culture focused on continuous improvement and operational excellence
  • Support for building high-performing teams and talent development
Full Job Description
WHAT YOU'LL OWN

GTM Strategy - Segmentation, Coverage & Planning

  • Be the architect of how Tricentis goes to market - owning segmentation models, coverage design, and the Annual Operating Plan for the revenue org.


  • Partner with executive stakeholders to align GTM strategy with company objectives, translating priorities into executable plans with measurable outcomes.


  • Benchmark our capabilities against industry best practices and continuously introduce operational models that drive scalable, efficient growth.


  • Map buyer and seller journeys to uncover friction points and opportunities to improve both the rep and customer experience.


AI Enablement - Turning the Seller Journey into a Competitive Advantage

  • Own the AI enablement vision and roadmap end-to-end - from identifying high-value use cases to deploying, governing, and measuring AI-powered tools across the revenue lifecycle.


  • Lead the build-out of an AI literacy and adoption program that equips every GTM stakeholder to leverage new capabilities confidently.


  • Define ROI frameworks for AI investments and create tight feedback loops between GTM users and technology vendors to continuously raise the bar.


  • This isn't about piloting tools - it's about making AI a structural advantage for how we sell.


Operations & Performance Management - The Engine of Revenue Predictability

  • Design and maintain territory structures that maximize rep productivity and coverage balance globally.


  • Establish and run a standardized, AI-powered performance management framework - including weekly, monthly, and quarterly operational cadences.


  • Own global revenue forecasting end-to-end: pipeline methodology, stage definitions, call accuracy, and board-level projections.


  • Partner with Finance on ARR/NRR reporting, KPI alignment, and incentive compensation design across Sales, Partner, and CSM functions.


  • Own strategy, governance, and optimization of the entire GTM technology stack.


Enablement & Training - Building a High-Performance Sales Culture

  • Partner with functional leaders to design enablement programs directly tied to measurable outcomes like ramp time and quota attainment.


  • Use performance data to identify skill gaps and prioritize training investments - and integrate AI-powered learning tools to personalize development at scale.


  • Close the loop between training completion and rep performance, continuously validating and improving enablement ROI.


Deal Desk - Commercial Excellence at Scale

  • Provide executive leadership to the global Deal Desk, ensuring clear SLAs and tight coordination with Sales, Finance, and Legal.


  • Use deal data and commercial trends to inform pricing strategy and drive consistency and speed in deal execution.


WHAT YOU'LL BRING

  • 10+ years of progressive experience in Revenue Operations, Sales Operations, or GTM strategy at B2B SaaS companies.


  • 5+ years in a senior leadership role (VP or above) managing global, cross-functional RevOps or GTM operations teams.


  • A track record of building or transforming RevOps functions at scale - ideally at a company with $500M+ in ARR or through a period of rapid, complex growth.


  • A genuine passion for AI and hands-on experience deploying AI-powered tools across the Seller Journey.


  • Strong financial acumen and a history of effective partnership with Finance, Legal, and HR leadership.


  • Exceptional executive presence and communication skills - you're as comfortable in a board room as you are in the weeds of a forecasting review.


  • Fluency with the modern RevOps stack: Salesforce, CPQ tools, BI platforms (Tableau, Looker), forecasting tools (Clari, Aviso), and conversation intelligence platforms (Gong, Chorus).


  • A reputation for developing talent and building high-performing teams - you're a player-coach who leads by example.


About Tricentis

Tricentis is a software testing company that provides automated testing solutions for enterprise applications. The company's products are designed to help businesses accelerate software delivery while reducing costs and risks. Tricentis was founded in 2007 and is headquartered in Vienna, Austria, with additional offices in the United States, Europe, and Asia. The company serves customers in a variety of industries, including financial services, healthcare, and retail. Tricentis has received several awards for its innovative testing solutions, including being named a Leader in the Gartner Magic Quadrant for Software Test Automation for five consecutive years.
Learn more about Tricentis
Size
1,500 employees
Industry
Enterprise Technology
Founded
2007
* Ladders Estimates

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