Description:
Reporting to Chief Revenue Officer, The Vice President, Revenue Operations is responsible for driving operational excellence across the Sales organization by balancing execution and strategic leadership. This role leads a small team while directly managing critical processes such as sales planning, forecasting, reporting, CRM optimization, quota and territory management, analytics, sales process improvement, Deal Desk oversight, and sales enablement. The successful incumbent has the ability to do the actual work to support all revenue processes to run the business while taking an active role (including creating deliverables) on special project teams. As a trusted partner to the CRO and Sales Leadership, this role ensures that Sales teams are equipped with the tools, data, and insights needed to drive predictable, scalable revenue growth.
What You Will Do
Sales Operations Leadership
- Lead and coach the Revenue Operations team, setting clear priorities and providing hands-on support when needed.
- Actively manage and optimize core sales operations processes, including forecasting cadence, pipeline health tracking, and performance reporting.
- Lead annual planning cycles for quota and territory design.
- Manage the team that oversees the accurate and timely administration of sales compensation and commission processes
Forecasting & Analytics
- Own and directly manage the Sales forecasting process, partnering closely with Sales leadership to improve forecast accuracy and visibility.
- Deliver regular performance reporting and trend analysis to inform strategic decisions.
CRM & Data Management
- Act as the primary owner, driving CRM governance, process consistency, and data integrity.
- Proactively identify gaps in data quality and implement corrective actions.
- Work with cross-functional partners to improve CRM workflows, usability, and adoption.
Deal Desk Oversight
- Oversee Deal Desk support to ensure pricing and deal structures align with revenue goals and compliance standards.
- Ensure alignment with revenue goals and compliance standards while streamlining approval processes and improving deal velocity.
Sales Enablement
- Oversee Sales Enablement to deliver onboarding and continuous training that accelerates sales rep productivity.
- Support rollout of sales playbooks, tools, and best practices.
Tech Stack & Tooling
- Manage the existing sales tech stack, working with IT and systems teams to ensure tools are well-integrated and user-friendly.
- Identify process improvement opportunities through better use of current systems (but does not lead new tool selection).
- Drive SFDC projects, serving as an active participant on the project team to drive improvements from a business process perspective.
Cross-Functional Coordination
- Partner with Sales Leadership, Customer Success, Finance, and Marketing Ops to align on performance metrics and operational needs.
- Ensure operational readiness for major go-to-market changes (e.g., org design, comp plan changes, planning cycles)