VP, Revenue Operations and Enablement
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Key details
- Location
- United States
- Work style
- Remote
- Level
- Lead / Staff+
- Experience
- 15–18 yrs
- Function
- Operations & Strategy
- Focus area
- other
- Posted
- 20h ago
Skills
crmcustomer segmentationcustomer successenterprise salesforecastinggo-to-marketmaster data managementmeddpiccnegotiationperformance managementpipeline managementrevenue operationssales forecastingupselling
About the role
Job Summary
Builds and runs the operating system behind the revenue engine. Owns sales forecasting, pipeline and revenue analytics, GTM (Go-to-Market) systems, and revenue enablement across a multi-product, multi-segment portfolio that spans enterprise SaaS, SMB SaaS, transaction-based fees, and one-time services and implementation. Leads the Revenue Operations and Revenue Enablement teams.
Key Responsibilities
Owns revenue planning, forecasting, and performance management. Owns the company pipeline management and forecast process with Sales and Finance leadership. Builds a distinct pipeline and forecasting method for each revenue model and rolls them into one view leadership can act on.
Partners with leadership on strategic planning from the top of funnel down to bottom; co-owns sales compensation planning with Finance and Sales teams including plan designs by role/revenue type and quota-to-comp alignment.
Defines and enforces state gates, activity standards and leading indicators for sales teams. Embeds a common qualification and selling methodology (MEDDIC) into sales/GTM systems through automated processes or other mechanisms.
Partners with Finance to deliver board and sponsor-grade revenue reporting.
Leads the revenue data, insights and related governance functions, evolving the team from an analytics producer to answer producer, cascading dashboards from executive to sales leader to individual representatives. Owns the GTM metrics definition library. Partners with the Business Information Systems team to create an enforce a master data management and governance policy. Optimizes enterprise visibility processes. Expands prospect and customer segmentation and enrichment for audience building and cross-sell/upsell.
Co-leads systems and business system transformation. Owns the GTM tech-stack roadmap and its adoption. Ensures systems are integrated end-to-end, and partners with Marketing Operations to streamline the lead-to-close motion across customer types and sales teams. Removes administrative work from sellers where process, automation, or AI can absorb it.
Oversees revenue enablement and seller productivity. Ensures the team has coverage from onboarding, playbooks, product readiness, coaching, certification, and manager excellence. Ties enablement activities to revenue outcomes.
Provides oversight for AI-powered GTM execution and selling. Sets and executes the AI strategy for revenue teams in partnership with the Chief Marketing Officer.
Leads, mentors, and develops the Revenue Enablement and Revenue Operations & Analysis leaders and teams. Sets goas, priorities, and accountability. Empowers leaders to manage performance and execution. Identifies gaps in organization capabilities, skills and knowledge, and provides resources and tools to fill gaps. Ensures development plans are in place for high-potential employees.
Owns engagement, recognition, promotion and retention strategies so the organization keeps talent the plan depends on.
Recruits, hires and onboards department leaders and staff, positioning new hires to deliver quickly.
Leads development of the department budgets. Allocates budget, headcount and AI capacity to business priorities and scaling revenue organizational capabilities with fiscal discipline.
Education
A bachelor’s degree from an accredited college or university is required, with a focus in Sales, Marketing, Business, Finance, or related discipline. In the absence of a degree, equivalent work experience will be considered as a substitute for the degree.
Experience
At least 15 years of experience across revenue enablement, sales operations and go-to-market strategy in a B2B SaaS environment. Work background must include the following:
Track record of successfully leading people managers and building a multi-layer team across sales operations, forecasting and analytics, and revenue enablement.
Demonstrable experience owning sales forecasting and analytics processes and championing reporting metrics, projections, and team performance data.
Strong body of experience partnering with Marketing, Sales, Customer Success, Enterprise sales teams, and Finance.
Experience deploying MEDDIC methodology framework across multiple business units (Sales, Customer Success, Enterprise Sales, etc.).
Hands-on work leading a business systems transformation/implementation (CRM, billing, lead-to-cash, etc.).
Solid implementation of AI tools across a team's workflow to enhance and enable sales productivity.
Must also be able to demonstrate the following skills and abilities:
Approachable leadership style, with the ability to lead diverse teams and create an engaging and positive culture that motivates and empowers others to do great work.
Executive presence, with the ability to build strategic alliances and collaborative relationships across all levels of internal and external stakeholders, including investors.
Fluency in SaaS metrics and in how revenue-recognition rules affect bookings and forecasting.
Can operate at both altitudes including setting the multi-year roadmap and personally inspecting data when a number looks wrong.
Strong change management leadership to drive adoption of new processes, systems, and AI tools.
Exceptional communication skills and can tailor messaging to a specific audience or call to action.
Engaging presentation skills and can explain complex data simply to executive, sales, and frontline audiences.
Strong business acumen to strategize and plan and communicate a big-picture view that resonates with others.
Excellent judgement and problem-solving skills including negotiation and conflict resolution.
Ability to manage and allocate resources in line with budget and business goals.
Travel
Occasional travel a few times per year for business/executive meetings and conferences, primarily to OEC executive offices (10-15%).
Builds and runs the operating system behind the revenue engine. Owns sales forecasting, pipeline and revenue analytics, GTM (Go-to-Market) systems, and revenue enablement across a multi-product, multi-segment portfolio that spans enterprise SaaS, SMB SaaS, transaction-based fees, and one-time services and implementation. Leads the Revenue Operations and Revenue Enablement teams.
Key Responsibilities
Owns revenue planning, forecasting, and performance management. Owns the company pipeline management and forecast process with Sales and Finance leadership. Builds a distinct pipeline and forecasting method for each revenue model and rolls them into one view leadership can act on.
Partners with leadership on strategic planning from the top of funnel down to bottom; co-owns sales compensation planning with Finance and Sales teams including plan designs by role/revenue type and quota-to-comp alignment.
Defines and enforces state gates, activity standards and leading indicators for sales teams. Embeds a common qualification and selling methodology (MEDDIC) into sales/GTM systems through automated processes or other mechanisms.
Partners with Finance to deliver board and sponsor-grade revenue reporting.
Leads the revenue data, insights and related governance functions, evolving the team from an analytics producer to answer producer, cascading dashboards from executive to sales leader to individual representatives. Owns the GTM metrics definition library. Partners with the Business Information Systems team to create an enforce a master data management and governance policy. Optimizes enterprise visibility processes. Expands prospect and customer segmentation and enrichment for audience building and cross-sell/upsell.
Co-leads systems and business system transformation. Owns the GTM tech-stack roadmap and its adoption. Ensures systems are integrated end-to-end, and partners with Marketing Operations to streamline the lead-to-close motion across customer types and sales teams. Removes administrative work from sellers where process, automation, or AI can absorb it.
Oversees revenue enablement and seller productivity. Ensures the team has coverage from onboarding, playbooks, product readiness, coaching, certification, and manager excellence. Ties enablement activities to revenue outcomes.
Provides oversight for AI-powered GTM execution and selling. Sets and executes the AI strategy for revenue teams in partnership with the Chief Marketing Officer.
Leads, mentors, and develops the Revenue Enablement and Revenue Operations & Analysis leaders and teams. Sets goas, priorities, and accountability. Empowers leaders to manage performance and execution. Identifies gaps in organization capabilities, skills and knowledge, and provides resources and tools to fill gaps. Ensures development plans are in place for high-potential employees.
Owns engagement, recognition, promotion and retention strategies so the organization keeps talent the plan depends on.
Recruits, hires and onboards department leaders and staff, positioning new hires to deliver quickly.
Leads development of the department budgets. Allocates budget, headcount and AI capacity to business priorities and scaling revenue organizational capabilities with fiscal discipline.
Education
A bachelor’s degree from an accredited college or university is required, with a focus in Sales, Marketing, Business, Finance, or related discipline. In the absence of a degree, equivalent work experience will be considered as a substitute for the degree.
Experience
At least 15 years of experience across revenue enablement, sales operations and go-to-market strategy in a B2B SaaS environment. Work background must include the following:
Track record of successfully leading people managers and building a multi-layer team across sales operations, forecasting and analytics, and revenue enablement.
Demonstrable experience owning sales forecasting and analytics processes and championing reporting metrics, projections, and team performance data.
Strong body of experience partnering with Marketing, Sales, Customer Success, Enterprise sales teams, and Finance.
Experience deploying MEDDIC methodology framework across multiple business units (Sales, Customer Success, Enterprise Sales, etc.).
Hands-on work leading a business systems transformation/implementation (CRM, billing, lead-to-cash, etc.).
Solid implementation of AI tools across a team's workflow to enhance and enable sales productivity.
Must also be able to demonstrate the following skills and abilities:
Approachable leadership style, with the ability to lead diverse teams and create an engaging and positive culture that motivates and empowers others to do great work.
Executive presence, with the ability to build strategic alliances and collaborative relationships across all levels of internal and external stakeholders, including investors.
Fluency in SaaS metrics and in how revenue-recognition rules affect bookings and forecasting.
Can operate at both altitudes including setting the multi-year roadmap and personally inspecting data when a number looks wrong.
Strong change management leadership to drive adoption of new processes, systems, and AI tools.
Exceptional communication skills and can tailor messaging to a specific audience or call to action.
Engaging presentation skills and can explain complex data simply to executive, sales, and frontline audiences.
Strong business acumen to strategize and plan and communicate a big-picture view that resonates with others.
Excellent judgement and problem-solving skills including negotiation and conflict resolution.
Ability to manage and allocate resources in line with budget and business goals.
Travel
Occasional travel a few times per year for business/executive meetings and conferences, primarily to OEC executive offices (10-15%).