The OpportunityAs VP, Revenue Operations, you'll own the sales operating model, pipeline governance, forecasting, CRM/GTM technology, segmentation, and commercial planning across a multi-channel business growing ~20% annually - setting the standards Sales Operations executes against and partnering directly with our CCO, CMO and CFO on the numbers that matter most.
Key Responsibilities- Revenue operating model & sales process - end-to-end design across all routes to market, including methodology, opportunity qualification, stage progression, and pipeline standards.
- Forecasting & pipeline governance - methodology, coverage, conversion, velocity, slippage, and win/loss analytics, driving forecast accuracy with sales leadership.
- GTM systems & data - CRM/GTM tech stack, process architecture, data integrity, and single source of truth for revenue reporting across Sales, Finance, and executive teams.
- GTM planning & comp design - segmentation, territory and quota design, capacity modeling, and sales compensation plan design with the CCO and CFO.
- Cross-functional leadership - strategic operating partner to the CCO and commercial leadership team, aligning revenue planning and metrics with Finance, Sales, Marketing, and Product.
- Executive visibility - own the data behind the monthly scorecard, feeding the CCO's board and QBR narrative.
Qualifications- Senior leadership experience in Revenue Operations, Sales Operations, or Commercial Operations within a complex B2B technology, SaaS, subscription, or telecommunications/recurring-revenue business.
- Track record designing and scaling enterprise sales processes - qualification, pipeline management, forecasting - using structured methodologies (MEDDIC/MEDDPICC, BANT, Challenger, SPICED, or similar).
- Deep pipeline governance and analytics expertise: funnel conversion, win/loss analysis, forecasting accuracy, revenue performance.
- Strong Salesforce/GTM technology ownership - architecture, data governance, reporting, automation - across multiple routes to market (direct, channel, partner, alliance).
- GTM planning experience: segmentation, territory and quota design, capacity planning, compensation modeling.
- Financial fluency, with experience partnering directly with Finance/CFO leadership on forecasting, planning, and comp economics.
- Executive-level influence without direct authority, and comfort building and scaling a function from scratch - this is a carve-out, not an inherited org.
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The pay range for this role is:
230,000 - 275,000 USD per year (Chicago, IL )
