VP, Revenue Operations

We are seeking a senior leader to drive global revenue growth through strategic management of sales operations, enablement, and data analytics. This role will oversee forecasting, process optimization, and cross-functional alignment to support revenue targets and improve operational efficiency.

Responsibilities

• Strategy: Manage revenue growth strategy and execution, sales and marketing operations, sales enablement and data analysis to support global sales pipeline initiatives
  • Lead annual revenue planning and related strategy to ensure that the Revenue Organization is designed to meet the company’s revenue targets.
  • Lead the Revenue Organization’s forecasting processes designed to provide the CRO, CFO, CMO and other senior stakeholders with predictable insight into ongoing customer and revenue acquisition, informed by deep market analysis.
  • Own the analytics and performance metrics for the Revenue Organization, working in close collaboration with sales and marketing leaders
• Operational Efficiency: Develop and lead standard and consistent process for cross functional review, legal, finance and deal desk partnership. Lead Global Account program to ensure consistent territory division. Oversee the marketing operations team to ensure efficiency in lead management, campaign execution, and marketing automation. Optimize processes to support marketing initiatives, scalability, and alignment with revenue goals. Analyze existing processes (e.g., lead-to-cash, quote-to-cash, customer lifecycle management) using data to identify bottlenecks and recommend improvements to streamline operations.
• Direction: Partner with Field Sales, Customer Experience and Marketing leadership to identify strategic priorities and opportunities for the team, overseeing objectives and key results, and ensuring focus is on highest-impact initiatives
• Enablement: Help develop, optimize, and enforce compliance with sales processes and the customer journey to ensure focus on the behavior and initiatives that drive the most revenue. Proactively identify areas for improvement in sales processes across pre and post-sales funnels.
• Data: Enable end-to-end visibility of the customer lifecycle (from demand generation through growth) as well as assess effectiveness and ROI of all GTM activities to include the development of relevant KPI, Analytics, etc (vertical performance assessment, penetration analysis, initiative performance metrics, pipeline health assessments, pipeline conversion rate, etc)
• Data Strategy and Architecture: Implement data frameworks that align with revenue and go-to-market strategies, including defining data sources, governance, and analytics structures across sales, marketing, and customer success.
• Data: Partner with relevant GTM Teams and Sales Strategy to design, deploy, measure and monitor various analytics and key performance metrics and influence cross-functional revenue programs and escalate relevant topics. Analytics include:
  • Customer Journey Analytics: mapping customer touchpoints and journey phases, generating insights into customer behavior patterns, engagement metrics, and churn risks to improve customer retention and lifetime value.
  • Predictive analytics: Deploy predictive modeling techniques to identify growth opportunities and potential risks, including revenue projections, churn prediction, and cross-sell/up-sell likelihood.
• Data Quality: Establish and oversee data quality standards, ensuring accuracy and consistency in data inputs, especially in CRM systems and other data repositories critical for decision-making, ensuring a robust, reliable sales intelligence.
• Tech Stack: Own the marketing and sales tech stack. Lead the evaluation, implementation, and optimization/orchestration of sales and marketing technology, including CRM and marketing automation platforms, to support revenue operations goals and improve marketing and sales impact.

Qualifications

• Experience in crafting strategic vision, making data-driven business decisions, including identifying gaps or business needs, and innovating and scaling solutions
• Proven ability to lead with data, speak up and influence effectively under pressure with all C-level executives and senior leaders
• Deep expertise in processes for the full customer lifecycle, from marketing to sales to customer experience
• Proven track record of building out a Rev-Ops team or function from scratch.
• Demonstrated ability to develop and execute revenue operations strategies that enhance sales efficiency, pipeline management, and revenue growth.
• Deeply analytical and fluent in both sales productivity metrics and financial performance metrics in order to liaise with both the CRO and the CFO effectively to achieve specific targets.
• Ability to use data and analytics to develop a deep understanding of the levers used to hit revenue / cost targets.
• Ability to further use data to manage productivity and costs.
• Experience developing and maintaining accurate revenue forecasts and providing regular reports to executive leadership, highlighting key performance metrics,