Vice President, Enterprise Revenue Operations

Accountabilities

You will own the enterprise Revenue Operations strategy, ensuring that people, technology, data, and processes work together to deliver predictable growth, operational efficiency, and exceptional customer experiences. Your main responsibilities will include:

• Revenue Strategy and Planning: Define and execute a multi-year Revenue Operations and enablement strategy aligned with organizational growth objectives. Lead revenue forecasting and deliver accurate, actionable models and projections to the Chief Revenue Officer and executive leadership.

• Business Planning and Growth Optimization: Partner with Finance, Sales, and Marketing to lead annual, quarterly, and monthly planning cycles, including resource allocation. Analyze market opportunities and revenue performance to identify growth potential across channels, brands, and customer segments.

• Sales Performance Management: Develop scalable territory models, quota frameworks, and sales compensation strategies that support productivity, accountability, and revenue attainment.

• Cross-Functional Alignment: Connect Sales, Marketing, Customer Success, and Finance through shared processes, performance metrics, and operating rhythms. Improve pipeline health, funnel performance, forecast accuracy, and collaboration across departments.

• Go-to-Market Strategy: Partner with Product and Finance to coordinate go-to-market readiness and launch planning for new products and offerings. Design consistent processes that improve the customer experience throughout the buyer journey.

• Sales Training and Enablement: Establish the strategic direction and priorities for sales enablement, overseeing the leader responsible for seller onboarding, ongoing development, and certification programs. Ensure training aligns with sales methodologies, product offerings, pricing structures, and competitive positioning across brands and sales motions.

• Sales Coaching and Performance Improvement: Collaborate with sales leaders to implement effective coaching frameworks and use revenue intelligence insights from Gong to reinforce successful selling behaviors. Measure enablement effectiveness through ramp time, win rates, deal sizes, and customer retention.

• Pricing Strategy and Deal Desk: Own pricing, packaging, and discounting strategies across brands and customer segments in partnership with Product and Finance. Establish a scalable deal desk with clear intake procedures, approval matrices, service-level agreements, and escalation processes for non-standard pricing, contractual terms, and commercial arrangements.

• Margin and Commercial Optimization: Balance deal velocity with profitability, pricing discipline, and risk management. Monitor discount levels, price realization, and win rates to improve commercial outcomes.

• Quote-to-Cash Optimization: Partner with Finance, Legal, and Sales to streamline quoting, approvals, and booking workflows through effective CRM and CPQ solutions. Deliver pricing analytics and competitive insights to inform list pricing, renewal increases, and promotional strategies.

• Process Optimization: Eliminate inefficiencies across the entire revenue lifecycle, from lead generation to renewals and account expansion. Establish standardized, repeatable workflows that improve productivity, predictability, and customer satisfaction.

• Retention and Revenue Performance: Own renewal strategy, churn analysis, and at-risk account management processes to maximize customer retention and lifetime value. Improve event utilization, increase attendance and fill rates, reduce cancellations, and optimize revenue per scheduled day.

• Analytics, Reporting, and Data Governance: Establish a unified analytics framework covering pipeline velocity, conversion rates, customer acquisition costs (CAC), lifetime value (LTV), churn, and retention. Maintain enterprise-wide CRM and revenue data standards, ensuring accuracy, security, and integrity.

• Executive Reporting and Insights: Develop dashboards that provide leadership with real-time visibility into performance against business targets. Analyze cancellations, event utilization, booking velocity, and other key indicators to identify challenges and recommend corrective actions.

• Technology Strategy and Automation: Own the strategy, implementation, and return on investment of revenue technology platforms, including Salesforce, Gong, CPQ, and reporting solutions. Improve system integration, usability, and adoption across go-to-market teams while leading AI and automation initiatives to enhance forecasting accuracy and operational efficiency.

• Systems Documentation: Maintain clear documentation of system configurations, workflows, integrations, and data architecture decisions to support scalability and governance.

• Team Leadership and Development: Build, mentor, and lead a multidisciplinary organization spanning Sales Operations, Sales Training and Enablement, and Pricing and Deal Desk, including directors and managers. Establish clear objectives, KPIs, accountability frameworks, and professional development opportunities.

• Executive Influence and Financial Management: Present data-driven recommendations to the Chief Revenue Officer and executive leadership. Manage departmental headcount, budgets, and vendor spending while fostering a culture of transparency, continuous improvement, and evidence-based decision-making.

Requirements

You are an experienced revenue operations executive with a strong background in B2B business models, enterprise sales strategy, and organizational leadership. You combine advanced analytical capabilities with the ability to influence senior stakeholders and lead complex cross-functional transformations. The ideal candidate will bring:

• At least 12 years of progressive experience in Revenue Operations, Sales Operations, or Marketing Operations within a B2B environment.

• At least 5 years of experience leading managers or directors and managing multidisciplinary teams.

• A proven track record of building and scaling Revenue Operations functions, including ownership of forecasting, reporting, and performance management.

• Experience directing sales training and enablement programs, including onboarding, continuous development, and performance improvement initiatives.

• Demonstrated ability to influence executive stakeholders, establish accountability, and drive alignment across multiple business functions.

• Deep expertise in SaaS and subscription-based business models, including strong knowledge of Net Revenue Retention (NRR), Gross Revenue Retention (GRR), and customer churn dynamics.

• Experience managing complex, multi-brand portfolios and different go-to-market strategies and sales motions.

• Proven experience developing pricing strategies and establishing deal desk functions, including approval governance, discount management, and commercial optimization.

• Expert-level CRM knowledge, preferably Salesforce, including CPQ solutions, quoting processes, and revenue technology integrations.

• Advanced analytical, financial modeling, and forecasting capabilities, including experience with multi-touch attribution.

• Demonstrated success leading cross-functional organizational change and influencing stakeholders without relying on direct reporting authority.

• Experience presenting strategic analysis, business recommendations, and performance insights to senior executives and C-suite leadership.

• Exceptional written, verbal, and visual communication skills, with the ability to translate complex information into clear business decisions.

Preferred Qualifications:

• Experience in training, professional services, or event-based businesses with high-volume scheduling and operational coordination requirements.

• Expertise with business intelligence platforms such as Tableau, Looker, or Power BI.

• Familiarity with revenue intelligence solutions such as Gong or Clari, as well as sales enablement platforms.

• Experience with CPQ systems, subscription management platforms, or event registration solutions.

• An MBA or advanced degree in Business, Finance, or a related discipline.

Benefits

• Competitive Compensation: Anticipated on-target earnings (OTE) ranging from $275,000 to $325,000 per year.

• Long-Term Incentives: Additional opportunity to participate in long-term incentive programs.

• Remote Work: Fully remote position with flexibility to work from anywhere in the United States.

• Travel Opportunities: Occasional travel required for team meetings and organizational collaboration.

• Executive Leadership Exposure: Direct reporting relationship with the Chief Revenue Officer and regular interaction with executive leadership.

• Strategic Ownership: Opportunity to build and shape an enterprise-wide Revenue Operations function with significant influence over business strategy and growth.

• Leadership Development: Opportunity to build, mentor, and lead a multidisciplinary team of directors, managers, and specialized professionals.

• Business Impact: Play a central role in improving revenue predictability, commercial performance, customer retention, and operational scalability.

• Meaningful Mission: Contribute to an organization focused on helping enterprises develop capable, compliant workforces and enabling individuals to earn recognized professional credentials and advance their careers.