VP, Revenue Operations & Strategy

We're Celonis, the global leader in Process Mining technology and one of the world's fastest-growing SaaS firms. We believe there is a massive opportunity to unlock productivity by placing data and intelligence at the core of business processes - and for that, we need you to join us.

The VP, Revenue Operations & Strategy will be critical in optimizing and scaling our GTM operational metrics, processes, policies, and infrastructure to drive efficiency, consistency and growth at Celonis. This role will unify several key functions, including all revenue operations and analytics, under a single simplified structure that serves as the foundation of data-driven decision-making organization across the customer value chain.   

Operating at the intersection of sales, finance, compensation and operations, this leader must bring an agile consultative and highly collaborative approach to influence stakeholders and drive alignment.  The ideal candidate will champion a simplified and consistent revenue operations model, ensuring GTM teams operate with clarity, efficiency, and precision.l
You will contribute to the following areas:

 

The work you’ll do:

• Develop and execute a unified GTM strategy that establishes a clear operational roadmap that simplifies complex processes and enhances decision-making with a single source of truth.
• Drive revenue efficiency by establishing simplified, standardized frameworks to improve sales productivity, accelerate deal velocity, and optimize conversion rates across the funnel. Define and track key sales efficiency metrics such as quota attainment, sales cycle length, win rates, and implement improvements.
• Ensure consistency in forecasting by developing a repeatable and scalable revenue forecasting model with >90% accuracy by integrating real-time pipeline analytics, historical trends, and leading indicators. Ensure consistent forecasting across all sales segments.
• Optimize fiscal planning & execution, including capacity modeling, headcount planning, territory/account alignment, and incentive design.
• Align Cross-Functional Revenue teams by ensuring a seamless alignment between sales, marketing, finance, and value engineering to drive full-fullen optimization, customer retention, and fuel expansion.
• Establish a consistent operational cadence by building a predictable and repeatable business rhythm to track key performance metrics, including forecast accuracy, funnel analysis, and pipeline achievement.

• Simplify GTM processes and Policies by identifying inefficiencies and implementing streamlined policies and infrastructure that remove complexity and enhance execution.
• Lead reporting and insights by delivering clear, data-driven insights for QBRs, Board Meetings, Earnings Reports, and Analyst days.
• Develop a High-Performing Revenue Operations Team by building, mentoring, and leading a high-performing Revenue Operations team that operates with clarity, accountability, and consistency, ensuring scalable and repeatable success

The qualifications you need:

• 15+ years of proven experience in revenue operations within a high-growth SaaS environment
• Demonstrated success in scaling global GTM organizations of varying sizes and maturity
• Expertise in forecasting, sales efficiency and GTM strategy execution
• Strong analyticical mindset with experience in building dat-driven, scalable frameworks
• 2nd or 3rd line management experience, with multiple layers of management
• Ability to simplify complex processes and drive alignment across global teams
• Experience and comfort with regular presentations to the CEO and board
• Strong business acumen and a deep understanding of end-to-end revenue processes, including sales, marketing and finance.
• Exceptional communication and interpersonal skills, with the ability to influence and inspire at all levels of the organization.

• Experience with revenue enablement tools, CRM platforms (e.g., Salesforce), and proposal management software.

The base salary range below is for the role in the specified location, based on a Full Time Schedule.

Total compensation package will include base salary + bonus/commission + equity + benefits (health, dental, life, 401k, and paid time off). Please note that the base salary range is a guideline, and that the actual total compensation offer will be determined based on various factors, including, but not limited to, applicant's qualifications, skills, experiences, and location.The base salary range below is for the role in New York, b