Vice President - Revenue Operations

About the role

The VP of Revenue Operations is the executive leader responsible for defining and scaling the operating model that powers predictable, efficient revenue growth. This role owns the strategy, governance, and performance framework for planning, forecasting, analytics, inspection, process design, and revenue systems across the go-to-market organization.

Responsibilities

• Set the operating model for Revenue Operations under the leadership of the VP of RevOps & Enablement, aligning planning, forecasting, performance management, process governance, and systems strategy to company growth goals.
• Lead enterprise annual planning for the revenue organization in partnership with FP&A and commercial leaders, including capacity strategy, target setting, productivity assumptions, territory and coverage design inputs, and pipeline creation expectations.
• Own executive forecast governance, including methodology, roll-up structure, inspection rigor, scenario planning, risk escalation, and communication of the business call to executive leadership.
• Establish the company’s revenue performance framework, including executive dashboards, KPIs, operating reviews, management cadences, and analytics that guide strategic decisions across teams, segments, and product lines.
• Partner directly with sales and other revenue leaders to identify growth opportunities, remove execution bottlenecks, improve pipeline quality and coverage, and increase efficiency across the customer lifecycle.
• Serve as the executive sponsor for the revenue data and technology ecosystem, ensuring platforms, reporting architecture, and automation capabilities support scale, accuracy, adoption, and decision-making.
• Drive cross-functional alignment on definitions, process standards, service levels, governance, and inspection practices to create a consistent revenue operating system.
• Lead major transformation initiatives across planning, forecasting, segmentation, coverage, customer engagement processes, and systems adoption, ensuring strong change management and measurable business outcomes.
• Build, mentor, and lead a high-caliber RevOps organization spanning planning, analytics, process optimization, and systems capabilities; develop leaders who can operate as strategic partners to the business.
• Act as a trusted advisor to executive leadership, translating complex data into clear recommendations on growth strategy, investment priorities, and operating trade-offs.

Requirements

• 10+ years of leadership experience in revenue operations, sales operations, finance, strategy, consulting, or related go-to-market roles, including significant experience in B2B SaaS.
• 6 + years of senior people leadership experience, including leading leaders and building scaled operations teams through periods of growth and change.
• Proven executive-level ownership of annual planning, target setting, forecasting, board or executive reporting, and performance management for a complex commercial organization.
• Deep expertise in revenue management disciplines, including forecasting science, pipeline analytics, segmentation, capacity planning, territory strategy, and operating cadence design.
• Strong executive presence and communication skills, with the ability to influence senior stakeholders and distill complex analyses into decisive actions.
• Track record of leading revenue systems and data strategy, including CRM architecture, forecasting and planning tools, dashboarding, governance, and process automation.
• Demonstrated success leading cross-functional transformation and change management initiatives with clear business impact.
• Strong business judgment and financial acumen, with the ability to connect operational decisions to growth, productivity, and profitability outcomes.

Qualifications

• Bachelor’s degree or equivalent practical experience; MBA or advanced degree is preferred.

Skills

• Strategic thinking and problem-solving skills.
• Excellent communication and interpersonal skills.
• Ability to manage multiple projects simultaneously.
• Experience with revenue management tools and technologies.
• Strong analytical and data-driven approach.

Benefits

• Flexibility & Balance: Flexible Time Off, Company-Wide Wellbeing Days, Work From Home Reimbursement.
• Health & Wellness: Multiple Health Plan Options, Employer HSA Contributions, Fitness Reimbursement Program, On-Demand Mental Health Support.
• Growth & Recognition: Online Learning Platforms, Competitive Salary & Bonuses, Traditional & Roth 401(k), Life & AD&D Insurance.

Pay

USD $190,000.00 - USD $230,000.00 /Yr.

Schedule

Remote-first

Team

We are a remote-first company with a globally distributed workforce across the United States, Canada, United Kingdom, India, Armenia, Australia, and New Zealand.

Culture

The Culture At Granicus, we are building a transparent, inclusive, and safe space for everyone who wants to be a part of our journey. A few culture highlights include – Employee Resource Groups to encourage diverse voices, Coffee with Mark sessions – Our employees get to interact with our CEO on very important and sometimes difficult issues ranging from mental health to work-life balance and current affairs, Microsoft Teams communities focused on wellness, art, furbabies, family, parenting, and more. We bring in special guests from time to time to discuss issues that impact our employee population.

The Impact

We are proud to serve dynamic organizations around the globe that use our digital solutions to make the world a better place — quite literally. We have so many powerful success stories that illustrate how our solutions are impacting the world. See more of our impact here.

Equal Opportunity Employer

Granicus is committed to providing equal employment opportunities. All qualified applicants and employees will be considered for employment and advancement without regard to race, color, religion, creed, national origin, ancestry, sex, gender, gender identity, gender expression, physical or mental disability, age, genetic information, sexual or affectional orientation, marital status, status with regard to public assistance, familial status, military or veteran status or any other status protected by applicable law.