Vice President, Revenue Operations

Introduction to Demandbase:

Demandbase is the only pipeline AI platform that empowers GTM teams to automate growth at scale. With a unified view of data, insights, actions, and outcomes, B2B enterprises can seamlessly align and execute their account-based GTM strategies with confidence. Thousands of businesses trust Demandbase to maximize revenue, minimize waste, and consolidate their data and tech stacks – all in one platform.

As a company, we’re as committed to growing careers as we are to building world-class technology. We invest heavily in people, our culture, and the community around us. We have also continuously been recognized as One of The Best Places To Work in the San Francisco Bay Area by Fortune, and One of The 60 Best Companies To Sell For by Selling Power. Our offices are located in San Francisco, New York, Austin, Seattle, India, and the United Kingdom.

About the Role

The VP, Revenue Operations owns the infrastructure, intelligence, and execution systems that power the company's go-to-market engine. Reporting to the Chief Financial Officer, this leader builds and runs four core operational pillars — Sales Operations, Marketing Operations, Revenue Analytics, andSystems & Tools — while overseeing Deal Desk as the governance layer for pricing and deal structure.

At $200M+ ARR, this role operates as a strategic peer to field leadership, driving operational discipline,data integrity, and cross-functional alignment across the full revenue funnel.

What You’ll Do

Sales Operations

• Direct the field-facing business partner function supporting Sales, Partner, Post-Sales, and Solutions Consulting

• Own annual planning including territory design, quota setting, capacity modeling, and headcount analysis

• Establish and govern forecasting cadence, methodology, and accuracy disciplines across all GTM motions

• Build and maintain operating rhythms including QBRs, pipeline reviews, and forecast calls

• Identify friction across GTM handoffs and drive cross-functional fixes

Marketing Operations

• Partner with the CMO & leadership team on campaign operations, database health, and audience segmentation

• Own marketing tech stack including Demandbase, MAP, intent data, ABM, and attribution tooling

• Establish lead management standards including routing, scoring, SLAs, and handoff governance between Marketing and Sales

• Build full-funnel attribution reporting connecting marketing investment to pipeline and revenue outcomes

• Define and maintain shared pipeline definitions and funnel stage standards across Marketing and Sales

Analytics

• Own executive and board-level reporting on pipeline, productivity, retention, expansion, and unit economics

• Develop predictive models for pipeline coverage, win rates, conversion, attainment, and churn risk

• Lead deep-dive analyses on sales cycle, funnel conversion, segment performance, and rep productivity

• Partner with Business Intelligence and Data Engineering on data architecture, governance, and self-service analytics

• Ensure data integrity across the revenue tech stack, establishing a single source of truth

Systems & Tools

• Define and execute the revenue technology roadmap across CRM, sales engagement, CPQ, and analytics platforms

• Drive enterprise-wide adoption of tools, processes, and operating standards across all GTM functions

• Establish SLAs and operating standards for systems support and administration

• Partner with IT, Sales Enablement, and Product on systems integration and data flows

• Lead tool evaluation and procurement with disciplined ROI frameworks and change management plans

Deal Desk

• Oversee pricing approvals, discount governance, contract structuring, and non-standard deal review

• Establish deal desk SLAs, escalation paths, and approval frameworks in partnership with Finance and Legal

• Partner with Sales on strategic enterprise, multi-year, and partner-sourced transactions

• Build deal analytics to surface pricing trends, discount patterns, and margin performance by segment

Cross-Functional & Team Leadership

• Serve as the primary operational interface between Finance, Sales, Marketing, Product, and the field

• Build, develop, and scale a multi-layer team of 20–35 across all five functions

• Develop leadership bench strength through coaching, succession planning, and stretch assignments