VP Revenue Operations

The VP, Revenue Operations reports to the Chief Revenue Officer (CRO) and leads the operational strategy and execution for a unified Revenue organization that aligns all customer-facing teams under a single leader. This role designs and runs an operating system that scales-connecting the full customer lifecycle from demand generation through sales execution, onboarding, adoption, support, renewal, and expansion-while enabling consistent execution across Enterprise Sales, Small-Medium Business Sales, Digital Advertising Sales, the Solutions Group (pre-sales experts), Enterprise Customer Success, Small-Medium Business Customer Success, Professional Services, Support, and Operations. The VP drives process excellence, technology and data discipline, performance insights, and cross-functional program delivery while managing a focused, high-impact operations team spanning revenue operations and customer operations capabilities. This leader ensures teams have the tools, governance, enablement, and metrics required to deliver exceptional customer experience and predictable growth.

WHAT YOU'LL BE DOING:

• Serve as strategic advisor to the CRO and customer-facing leaders; translate growth goals into operating cadence, priorities, and measurable plans across the full revenue and customer lifecycle.
• Lead and develop the Revenue Operations team across process, systems, analytics, program management, and enablement.
• Own planning and performance models (territory/capacity, quota/coverage, compensation/commissions) and conduct trend analysis to inform decisions.
• Design and continuously improve end-to-end lifecycle processes and SLAs (lead-to-cash through renewal/expansion), ensuring clean cross-team handoffs.
• Establish rules of engagement and account governance (segmentation, ownership, routing, expansion handoffs, escalations) to protect customer experience and drive predictable growth, including partner-driven growth.
• Own an AI-first RevOps technology roadmap, including agentic workflows for forecasting, deal risk, and renewal orchestration.
• Establish data governance and CRM hygiene, and deliver a metrics and reporting framework (funnel, pipeline, forecast inputs, productivity/capacity, retention/renewals, customer health/experience) with actionable recommendations.
• Run revenue operating rhythms, governance, and cross-functional decision forums to align priorities and remove blockers across teams, including co-ownership of deal desk, supporting multiple pricing and packaging models
• Partner with Finance and Legal to ensure accurate bookings/revenue data, efficient quote-to-cash and contracting flows, and strong controls for renewals, amendments, and expansions.
• Drive customer experience operations in partnership with Client Care leadership, including communications strategy, digital engagement and self-service, community support, and effective use of Voice of Customer signals.
• Lead cross-functional programs and special projects and deliver enablement and AOP support (onboarding/training/playbooks; budgeting, headcount planning, and operational investment prioritization).

YOU'VE GOT WHAT IT TAKES IF YOU HAVE/ARE:

• 8+ years of experience in revenue operations, business operations, sales operations, customer operations, customer success operations, or related discipline within B2B SaaS or a recurring revenue business
• 5+ years of people leadership experience, including managing leaders and building high-performing teams
• Bachelor's Degree
• Demonstrated experience improving operational efficiency through the implementation of new technologies and refinement of processes across the customer lifecycle
• Experience leading customer experience programs (digital engagement, self-service, community, or Voice of Customer) and operationalizing insights at scale
• Experience supporting product-lead growth, connecting product usage and market sugnals to support expansion
• Hands-on expertise with Salesforce and revenue/customer systems, leveraging AI and technology to engineer GTM experience; strong Excel/analytics skills and comfort working with complex datasets
• Proven track record partnering cross-functionally with Sales, Marketing, Finance, Legal, Product, and Client Care/Customer Success leaders to deliver measurable results

EXPERIENCE/EDUCATION PREFERRED:

• Master's Degree (MBA or related)
• Experience integrating teams, processes, or systems following acquisitions or reorganizations