Own the end-to-end revenue operating model across Sales, Marketing, and Fulfillment
Lead annual and quarterly planning processes, including quota setting, territory design, and capacity planning
Translate company growth objectives into actionable GTM strategies and operational plans
Serve as the primary link between Finance and GTM, ensuring alignment between revenue forecasts, financial plans, and business performance
Own global revenue forecasting processes and accuracy, providing clear visibility to executive leadership
Define and manage pipeline coverage models, funnel metrics, and conversion benchmarks
Establish operating cadence including forecast calls, pipeline reviews, and quarterly business reviews
Deliver data-driven insights to inform executive decision-making and resource allocation
Design and scale processes across the full customer lifecycle (lead → opportunity → close → expansion → renewal)
Optimize lead management, routing, and conversion across Marketing and Sales Development
Identify and remove friction in the sales process to improve productivity, win rates, and cycle times
Standardize reporting and performance tracking across the GTM organization
Own the Revenue Operations technology stack (CRM, CPQ, marketing automation, and analytics tools)
Ensure data integrity, governance, and consistency across systems
Lead system enhancements, integrations, and automation initiatives to support scale
Evaluate and implement new technologies, including AI-driven tools, to improve GTM efficiency
Partner closely with Sales, Marketing, Customer Success, Product, and Finance to align on GTM strategy and execution
Provide operational and market insights to influence product, pricing, and growth strategies
Ensure seamless handoffs and accountability across the customer lifecycle
Act as a trusted advisor to executive leadership on revenue performance and operational strategy
Build and lead a high-performing global Revenue Operations organization
Develop strong leaders and create a scalable team structure aligned to business growth
Establish a culture of accountability, continuous improvement, and data-driven decision-making
Mentor and develop future leaders across the GTM organization
Requirements
12–15+ years of experience in Revenue Operations, Sales Operations, GTM strategy, or related roles within a SaaS or recurring revenue business
8–10+ years of leadership experience managing global, cross-functional teams, including Sales Operations, Marketing Operations, and/or Customer Success Operations
Proven track record of building and scaling Revenue Operations functions that support predictable, data-driven revenue growth
Deep expertise in revenue forecasting, pipeline management, and GTM planning (quota setting, territory design, capacity planning)
Strong financial acumen with experience partnering closely with Finance on forecasting, budgeting, and long-range planning
Experience owning and optimizing RevOps technology stack (e.g., CRM, CPQ, marketing automation, BI/analytics tools) and ensuring data integrity and governance
Demonstrated ability to deliver actionable insights through data analytics and influence executive decision-making
Experience supporting enterprise sales organizations with complex deal cycles and multi-stakeholder environments
Strong cross-functional leadership skills with the ability to drive alignment across Sales, Marketing, Customer Success, Product, and Finance
Exceptional executive presence, communication, and stakeholder management skills
Bachelor’s degree in Business, Finance, Technology, or a related field