About the RoleThe VP, Revenue Operations owns the infrastructure, intelligence, and execution systems that power the company's go-to-market engine. Reporting to the Chief Financial Officer, this leader builds and runs four core operational pillars - Sales Operations, Marketing Operations, Revenue Analytics, andSystems & Tools - while overseeing Deal Desk as the governance layer for pricing and deal structure.
At $200M+ ARR, this role operates as a strategic peer to field leadership, driving operational discipline,data integrity, and cross-functional alignment across the full revenue funnel.
What You'll DoSales Operations- Direct the field-facing business partner function supporting Sales, Partner, Post-Sales, and Solutions Consulting
- Own annual planning including territory design, quota setting, capacity modeling, and headcount analysis
- Establish and govern forecasting cadence, methodology, and accuracy disciplines across all GTM motions
- Build and maintain operating rhythms including QBRs, pipeline reviews, and forecast calls
- Identify friction across GTM handoffs and drive cross-functional fixes
Marketing Operations- Partner with the CMO & leadership team on campaign operations, database health, and audience segmentation
- Own marketing tech stack including Demandbase, MAP, intent data, ABM, and attribution tooling
- Establish lead management standards including routing, scoring, SLAs, and handoff governance between Marketing and Sales
- Build full-funnel attribution reporting connecting marketing investment to pipeline and revenue outcomes
- Define and maintain shared pipeline definitions and funnel stage standards across Marketing and Sales
Analytics- Own executive and board-level reporting on pipeline, productivity, retention, expansion, and unit economics
- Develop predictive models for pipeline coverage, win rates, conversion, attainment, and churn risk
- Lead deep-dive analyses on sales cycle, funnel conversion, segment performance, and rep productivity
- Partner with Business Intelligence and Data Engineering on data architecture, governance, and self-service analytics
- Ensure data integrity across the revenue tech stack, establishing a single source of truth
Systems & Tools- Define and execute the revenue technology roadmap across CRM, sales engagement, CPQ, and analytics platforms
- Drive enterprise-wide adoption of tools, processes, and operating standards across all GTM functions
- Establish SLAs and operating standards for systems support and administration
- Partner with IT, Sales Enablement, and Product on systems integration and data flows
- Lead tool evaluation and procurement with disciplined ROI frameworks and change management plans
Deal Desk - Oversee pricing approvals, discount governance, contract structuring, and non-standard deal review
- Establish deal desk SLAs, escalation paths, and approval frameworks in partnership with Finance and Legal
- Partner with Sales on strategic enterprise, multi-year, and partner-sourced transactions
- Build deal analytics to surface pricing trends, discount patterns, and margin performance by segment
Cross-Functional & Team Leadership- Serve as the primary operational interface between Finance, Sales, Marketing, Product, and the field
- Build, develop, and scale a multi-layer team of 20-35 across all five functions
- Develop leadership bench strength through coaching, succession planning, and stretch assignments
Who You Are- 15+ years in revenue operations, sales operations, or GTM strategy roles
- 7+ years of progressive people leadership, including leading managers of managers
- Hands-on experience leading both sales operations and marketing operations at the senior level
- Demonstrated success owning a multi-discipline revenue operations function at a high-growth B2B SaaS company
- Deep expertise in Salesforce and the modern revenue tech stack (Marketo/HubSpot,
- Outreach/Salesloft, CPQ, BI tools)
- Advanced analytical capability including financial modeling, SQL, and BI platform fluency
- Strong financial fluency including SaaS metrics, unit economics, and revenue recognition
principles - Executive presence with a record of influencing C-suite peers and presenting complex data clearly
Preferred - Experience at $200M+ ARR B2B SaaS companies with global GTM operations
- Prior VP-level reporting line into a CFO or CRO
- Experience working with Demandbase
