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VP Revenue Operations
PRIMARY PURPOSE: The Vice President, Revenue Operations serves as the senior commercial operations leader for an assigned Business Unit, partnering directly with the Business Unit President, Chief Growth Officer, and Executive Leadership Team to optimize revenue performance, drive profitable growth, and advance enterprise commercial strategy. This role provides executive leadership for revenue planning, forecasting, sales effectiveness, commercial governance, technology enablement, and performance management, ensuring alignment between Business Unit objectives and enterprise growth priorities. The Vice President establishes the operational framework, insights, and strategic direction necessary to scale commercial performance, improve customer acquisition and retention outcomes, and support long-term business growth.
ESSENTIAL FUNCTIONS AND RESPONSIBILITIES
Enterprise Revenue Strategy & Growth Leadership
- Serves as the executive Revenue Operations leader for a $750M+ Business Unit, partnering with the Business Unit President and sales leadership team to define and execute long-term growth strategies and commercial priorities.
- Influences enterprise revenue strategy through participation in executive planning, investment decisions, organizational design, and commercial transformation initiatives.
- Leads the development of multi-year revenue plans, market expansion strategies, workforce planning, and commercial effectiveness programs that support sustainable business growth.
- Ownership of annual commercial planning, sales capacity modeling, quota/territory governance, revenue targets, growth bridge planning, and investment cases
- Advises executive leadership on business opportunities, market trends, risks, and operational performance drivers impacting revenue growth and customer outcomes.
- Ensures alignment between Business Unit commercial objectives and Sedgwick's enterprise growth strategy, operating model, and financial goals.
Executive Forecasting, Business Performance & Decision Support
- Owns Business Unit revenue performance outcomes by leading forecasting, pipeline management, sales performance governance, and revenue analytics to improve growth predictability, pipeline quality, seller productivity, win rates, and achievement of revenue targets.
- Establishes forecasting methodologies, performance standards, and governance processes that improve visibility, predictability, and accountability.
- Delivers strategic insights and recommendations to executive leadership regarding revenue trends, growth opportunities, operational risks, and emerging market conditions.
- Leads executive business reviews and performance assessments, translating complex data into actionable strategies that drive revenue growth and operational excellence.
- Serves as an executive partner to senior leadership, contributing revenue performance insights for Board, Executive Leadership Team, and enterprise business reviews.
Commercial Excellence, Governance & Performance Optimization
- Serves as a commercial operating leader who establishes and drives enterprise-leading commercial practices that improve selling effectiveness, customer acquisition, retention, and profitability.
- Owns the development of territory strategy, quota design, incentive effectiveness, sales capacity planning, and resource allocation recommendations.
- Ensures commercial processes, pricing governance, contract approval frameworks, and performance expectations support growth objectives while protecting profitability.
- Identifies opportunities to improve productivity, streamline commercial processes, and increase organizational effectiveness across the Business Unit.
- Drives a culture of performance accountability, operational discipline, and continuous improvement throughout the sales organization.
- Designs and leads large-scale commercial transformation across people, process, data, technology, and operating model.
Revenue Technology, Data Strategy & Digital Transformation
- Leads Business Unit revenue technology strategy and roadmap in partnership with enterprise technology, data, and growth leaders.
- Sponsors large-scale CRM, automation, artificial intelligence, analytics, and digital transformation initiatives that improve commercial effectiveness and business performance.
- Ensures the integrity, governance, and strategic utilization of commercial data to support executive decision-making and revenue growth initiatives.
- Champions innovative technologies and advanced analytics capabilities that improve forecasting accuracy, customer insights, operational efficiency, and sales productivity.
- Establishes enterprise standards for data governance, process compliance, and performance measurement across the Business Unit.
Executive Stakeholder Leadership & Enterprise Alignment
- Serves as the primary Revenue Operations advisor to the Business Unit President and executive leadership team.
- Collaborates with leaders across Sales, Marketing, Operations, Finance, Legal, Human Resources, and Information Technology to align business priorities and accelerate growth initiatives.
- Represents the Business Unit in enterprise governance councils, strategic planning forums, and executive leadership discussions.
- Influences enterprise policies, standards, and operating models to ensure effective execution of growth strategies across the organization.
- Leads organizational change initiatives supporting commercial transformation, system implementations, process modernization, and operating model enhancements.
Organizational Leadership & Talent Development
- Provides strategic leadership and direction for Revenue Operations teams, fostering a high-performance culture focused on accountability, innovation, collaboration, and results.
- Builds organizational capabilities through succession planning, leadership development, talent acquisition, and workforce planning strategies.
- Establishes functional objectives, performance expectations, and operational priorities that support both Business Unit and enterprise goals.
- Develops future leaders within Revenue Operations while promoting best practices and knowledge-sharing across the organization.
- Creates an environment that encourages strategic thinking, continuous improvement, and operational excellence.
ADDITIONAL FUNCTIONS and RESPONSIBILITIES
- Performs other duties as assigned.
- Travel as required.
QUALIFICATIONS
Education & Licensing
MBA or advanced degree from an accredited college or university preferred.
Experience
Twelve (12+) years of related experience in Revenue Operations, Sales Operations, or Business Operations, including significant experience leading enterprise-scale revenue growth initiatives and managing senior-level stakeholders or equivalent combination of education and experience required. Experience supporting executive leadership teams and driving large-scale commercial transformation initiatives preferred.
Skills & Knowledge
- Experience advising Presidents, C-suite leaders, or enterprise executive committees on revenue performance, GTM execution, forecasting, and investment decisions
- Demonstrated success developing and executing enterprise revenue growth strategies
- Deep expertise in revenue operations, commercial effectiveness, forecasting, and performance management
- Strong financial acumen with experience influencing strategic planning, investment decisions, and business performance
- Advanced understanding of CRM, analytics, automation, artificial intelligence, and revenue technologies
- Proven ability to lead large-scale transformation, change management, and organizational effectiveness initiatives
- Exceptional executive communication, presentation, and influencing skills
- Ability to translate complex business challenges into strategic solutions and measurable outcomes
- Strong organizational leadership and talent development capabilities
- Proven ability to lead through influence across complex, matrixed organizations
- Ability to meet or exceed Performance Competencies
WORK ENVIRONMENT
When applicable and appropriate, consideration will be given to reasonable accommodations.
Mental: Clear and conceptual thinking ability; excellent judgment, troubleshooting, problem solving, analysis, and discretion; ability to handle work-related stress; ability to handle multiple priorities simultaneously; and ability to meet deadlines
Physical: Computer keyboarding, travel as required
Auditory/Visual: Hearing, vision and talking
The statements contained in this document are intended to describe the general nature and level of work being performed by a colleague assigned to this description. They are not intended to constitute a comprehensive list of functions, duties, or local variances. Management retains the discretion to add or to change the duties of the position at any time.
Sedgwick is an Equal Opportunity Employer and a Drug-Free Workplace.
If you're excited about this role but your experience doesn't align perfectly with every qualification in the job description, consider applying for it anyway! Sedgwick is building a diverse, equitable, and inclusive workplace and recognizes that each person possesses a unique combination of skills, knowledge, and experience. You may be just the right candidate for this or other roles.
