Vice President, Revenue Management

Own revenue management and pricing/packaging strategy and forecasting analytics across the Corporates portfolio. Act as the connective link between central Revenue Operations (RevOps), Customer Experience (CE), and other functions Corporates depends on to close deals and grow revenue.

About the Role

• Own and drive pricing and packaging strategy across the Corporates portfolio, partnering closely with central RevOps.
• Build out a Corporates-specific extension of the deal desk, supporting deal strategy and deal processing for the segment.
• Coordinate deal execution across legal, security, and other key functions to accelerate and de-risk complex deals.
• Partner with sales operations, O&T, and other cross-functional teams to align Corporates priorities with enterprise-wide operations.
• Lead a small, dedicated team executing Corporates-specific revenue management priorities.
• Establish the initial operating model for the Corporates COO function.

Requirements

• 10+ years of revenue management experience, with at least 5+ years in a senior leadership role in a B2B SaaS, workflow, data, AI, or enterprise software environment.
• Demonstrated success leading pricing, packaging, and commercial strategy for a complex B2B, enterprise, or multi-product portfolio.
• Deep experience partnering with Revenue Operations, Sales Operations, Finance, Product, and Customer Experience teams to translate growth objectives into scalable commercial processes.
• Building, scaling, or operating a deal desk function, including deal structuring, approval workflows, discount governance, and support for strategic or non-standard opportunities.
• Strong command of revenue-management levers, including pricing architecture, packaging, discounting, contract terms, sales incentives, and deal profitability.
• A track record of creating operating models, governance mechanisms, and performance metrics that improve deal velocity, forecast quality, commercial consistency, and revenue growth.
• Experience leading and developing a high-performing team in a fast-paced, highly collaborative environment.
• The ability to influence senior stakeholders and align segment-specific business needs with broader enterprise priorities.
• Strategic and analytical judgment, with the ability to balance customer needs, competitive dynamics, operational feasibility, and long-term revenue outcomes.
• Experience helping establish or evolve a COO, business operations, or go-to-market operating model within a growing or transforming organization.

Benefits

• Hybrid Work Model: Flexible hybrid working environment for office-based roles.
• Flexibility & Work-Life Balance: "Flex My Way" policies including work from anywhere for up to 8 weeks per year, flexible work arrangements, and supportive workplace policies for personal and professional responsibilities.
• Career Development and Growth: Culture of continuous learning and skill development with "Grow My Way" programming and a skills-first approach.
• Industry Competitive Benefits: Comprehensive benefits including:
  • Flexible vacation, two company-wide Mental Health Days off, and paid holidays.
  • Access to the Headspace app and resources for mental, physical, and financial wellbeing.
  • Retirement savings with company match and employee incentive programs.
  • Tuition reimbursement.
  • Optional hospital, accident, sickness, life, and AD&D insurance.
  • Flexible Spending and Health Savings Accounts.
  • Fitness reimbursement and Employee Assistance Program.
  • Group Legal and Identity Theft Protection benefit.
  • Access to 529 Plan and commuter benefits.
  • Adoption & Surrogacy Assistance.
  • Employee Stock Purchase Plan.
• Culture: Globally recognized for inclusion and belonging, flexibility, and work-life balance. Values include obsessing over customers, competing to win, challenging thinking, acting and learning fast, and collaboration.
• Social Impact: Two paid volunteer days off annually and opportunities for pro-bono consulting projects and Environmental, Social, and Governance (ESG) initiatives through the Social Impact Institute.
• Making a Real-World Impact: Contribute to helping customers pursue justice, truth, and transparency, upholding the rule of law, and providing trusted information globally.

Pay

The base compensation range for this role in eligible office locations (New York City, San Francisco, Los Angeles, Irvine, CA; McLean, VA; Washington, DC) is $220,200 USD - $408,900 USD. Base pay is positioned within the range based on knowledge, skills, experience, and internal equity. This role may also be eligible for an Annual Bonus based on a combination of enterprise and individual performance.