VP, Revenue Operations

Job Title: Vice President, Revenue Operations

Location: Hybrid (Boston)
Reports To: SVP, GTC Operations
Department: Operations

Job Overview:

The Vice President of Revenue Operations (RevOps) is a key strategic leader responsible for optimizing the entire revenue lifecycle, from lead generation to customer retention. This individual will ensure that the sales, marketing, and customer success functions are aligned, efficient, and data-driven to drive predictable revenue growth. The ideal candidate has a deep understanding of RevOps best practices, strong analytical and technical expertise, and a proven track record of leading cross-functional teams to success. 

Key Responsibilities:

Revenue Strategy and Planning:

• Develop and execute a cohesive revenue operations strategy to align sales, marketing, and customer success functions with the company’s growth goals.

• Partner with executive leadership to establish revenue targets, forecast performance, and develop strategies to achieve them.

• Lead the annual planning process, including goal setting, territory planning, and quota assignment.

Process Optimization and Enablement:

• Streamline processes across the revenue lifecycle to improve efficiency, scalability, and performance.

• Implement and manage sales enablement programs, ensuring that sales teams have the tools, resources, and training to succeed.

• Optimize lead-to-cash workflows to ensure seamless collaboration between sales, marketing, and customer success.

Data and Analytics:

• Build and maintain robust analytics and reporting frameworks to track key performance indicators (KPIs) and revenue metrics.

• Provide actionable insights to executive leadership on revenue trends, pipeline health, and performance gaps.

• Implement predictive analytics to improve forecasting accuracy and decision-making.

Technology and Tools:

• Own the strategy, implementation, and optimization of revenue technology stacks, including CRM, Clari, Gong, Gainsight and other sales and customer success platforms.

• Evaluate and recommend tools to enhance the effectiveness of revenue teams.

• Ensure data integrity and integration across systems to support seamless operations.

Cross-Functional Collaboration:

• Serve as a trusted advisor to sales and executive leadership on planning and forecasting-related matters.

• Partner with marketing to align demand generation strategies with sales objectives.

• Work closely with customer success to optimize customer retention, expansion, and satisfaction.

• Collaborate with product teams to ensure feedback loops that inform product development and positioning.

Leadership and Team Development:

• Build, lead, and mentor a high-performing revenue operations team.

• Foster a culture of accountability, collaboration, and continuous improvement.

• Serve as a trusted advisor to the executive team on revenue-related challenges and opportunities.

Qualifications:

Required:

• Bachelor’s degree in business, operations, or a related field; MBA or equivalent preferred.

• 10+ years of experience in revenue operations, sales operations, or a related field, with leadership experience in high-growth environments.

• Proven success in scaling revenue operations and delivering predictable growth.

• Strong analytical skills and experience with data-driven decision-making.

• Expertise in CRM and RevOps tools (e.g., Salesforce, Clari, Gainsight, Gong, Tableau, etc.).

• Exceptional leadership and communication skills, with the ability to influence at all levels of the organization.

Preferred:

• Experience in SaaS, CyberSecurity a plus

• Familiarity with advanced analytics techniques and tools.

• Deep understanding of le