Vice President, Revenue Operations

ABOUT PLACER.AI: 

Placer.ai is transforming how organizations understand the physical world. Our location analytics platform provides unprecedented visibility into locations, markets, and consumer behavior. Placer empowers thousands of customers—from Fortune 500 companies, to local governments and nonprofits— to make smarter, data-driven decisions.

What sets us apart? We've built the most advanced location intelligence platform in the market while maintaining an uncompromising commitment to privacy, proving that powerful analytics and responsible data practices can coexist.

Our growth reflects the market's demand: we reached $100M in annual recurring revenue within just 6 years of launching, achieved unicorn status with a $1B+ valuation in 2022, and continue to expand rapidly as one of North America's fastest-growing tech companies. We're creating a $100B+ market opportunity, and we're just getting started.

Named one of Forbes America's Best Startup Employers and a Deloitte Technology Fast 500 company, we're building a culture where innovation thrives, collaboration is the norm, and every team member contributes to reshaping how the world understands location.

SUMMARY:

The Vice President, Revenue Operations is a key strategic partner to the CRO and executive team, responsible for defining the multi-year revenue strategy, including segmentation and capacity planning, and leading the annual and quarterly Go-to-Market (GTM) planning process; encompassing targets, quotas, compensation, and budget alignment across all revenue functions. This role is tasked with owning the end-to-end GTM process design, developing a unified revenue performance framework to guide investment decisions, and driving the companywide revenue forecasting process. 

RESPONSIBILITIES:

• The responsibilities support and drill-down from the summary
• Partner with the CRO and executive team to define the multi‑year revenue strategy, including segmentation, coverage model, and capacity planning across direct, channel, and self‑serve motions.
• Lead the annual and quarterly GTM planning process: targets, territories, quotas, headcount plans, compensation design, and budget alignment across Marketing, Sales, Customer Success, and Partnerships.
• Develop and maintain a unified revenue performance framework (pipeline, conversion, cycle time, retention, expansion) to guide investment decisions and trade‑offs.
• Own the Revenue enablement program for all functions within the organization.
• Own end‑to‑end GTM process design from lead to renewal and expansion (lead management, qualification, opportunity management, deal desk, order management, handoffs to onboarding and CS, renewal playbooks).
• Standardize and continuously improve processes for different DevOps segments (e.g., PLG/self‑serve, mid‑market, enterprise, strategic accounts, MSPs/VARs) while preserving regional and segment flexibility where needed.
• Implement and govern clear operating cadences: QBRs, forecast calls, pipeline reviews, marketing performance reviews, and customer health reviews.
• Establish a single source of truth for revenue data across CRM, marketing automation, product telemetry, billing, and customer success platforms, with clear data definitions and governance.
• Build robust dashboards and analytics for pipeline health, forecast accuracy, cohort retention, product adoption, pricing/discounting, and sales productivity; turn insights into recommendations and action.
• Own the companywide revenue forecasting process (new, expansion, churn) and drive continuous improvements in accuracy, timeliness, and scenario modelling.
• Own the GTM tech stack strategy and roadmap
• Ensure systems are designed and integrated to support DevOps‑specific motions such as trials, freemium, usage‑based pricing, marketplace transactions, and hybrid land‑and‑expand motions.
• Drive adoption, enablement, and change management for GTM tools, ensuring that teams use standardized workflows and that data quality remains high.
• Serve as the connective tissue between Marketing, Sales, Customer Success, Product, and Finance to ensure alignment on ICP, segmentation, messaging, pricing/packaging, and lifecycle plays.
• Partner with Product and Product Marketing to translate product telemetry and usage data into account‑level signals and plays (upsell, expansion, save, migration) for GTM teams.
• Oversee Revenue Enablement, ensuring onboarding, ongoing training, and playbooks are grounded in data and aligned to GTM priorities.
• Build and lead a high‑performing RevOps organization spanning sales operations, marketing operations, CS operations, systems/administration, analytics, and deal desk.
• Define clear charters, operating models, and SLAs for h