VP Business Operations

Key Responsibilities

• Own global revenue forecasting processes, delivering high levels of accuracy, consistency, and transparency
• Establish rigorous forecast governance, including weekly and quarterly cadences, risk identification, and mitigation planning
• Partner with Finance on annual planning, budgeting, and long-range planning (LRP) processes
• Define and track key SaaS metrics including ARR, NRR, GRR, pipeline coverage, and CAC payback

GTM Strategy & Capital Allocation

• Lead segmentation, TAM analysis, and market prioritization to guide investment decisions
• Drive resource allocation and capacity planning to optimize sales productivity and ROI
• Evaluate and optimize CAC efficacy, pipeline generation, and conversion across all channels
• Ensure alignment between GTM investments and company financial objectives

ARR Quality & Unit Economics

• Partner with Customer Success and Sales leadership to improve retention, expansion, and overall ARR quality
• Analyze drivers of churn, contraction, and upsell to inform strategic actions
• Monitor and improve key unit economics, including CAC, LTV, payback periods, and sales efficacy
• Develop frameworks to balance growth, margin, and long-term customer value

Pricing, Packaging & Margin Optimization

• Partner with Product Management to define and evolve pricing and packaging strategies aligned with value delivery and market dynamics
• Lead deal desk and commercial governance to ensure pricing discipline and margin protection
• Develop advanced deal modeling and benchmarking to improve consistency and outcomes
• Partner with Finance to align pricing strategy with margin and profitability targets

Sales & Marketing Operations

• Oversee global sales operations, including planning, reporting, and process optimization
• Establish standardized dashboards and KPIs to drive visibility and accountability across the funnel
• Partner with Marketing on demand generation performance, attribution, and ROI optimization
• Drive continuous improvement in pipeline generation, conversion, and sales cycle efficiency

Compensation & Incentives

• Design and manage global GTM compensation plans aligned to growth, efficacy, and strategic priorities
• Ensure quota setting is data-driven, achievable, and aligned to financial targets
• Continuously assess plan effectiveness to reinforce desired behaviors and outcomes

Systems, Data & Enablement

• Own the GTM systems architecture (CRM, forecasting tools, analytics platforms) and roadmap
• Ensure data integrity and governance to support accurate reporting and decision-making
• Leverage automation and AI to enhance forecasting, pipeline insights, and productivity
• Partner with Enablement to improve onboarding, ramp, and ongoing sales productivity

Reporting, Governance & Board Engagement

• Lead development of executive and Board-level reporting, including revenue performance, forecasts, and key SaaS metrics
• Establish operating rhythms (MBRs, QBRs) to drive accountability and performance management
• Support Board and investor discussions with clear, data-driven insights on growth and efficiency

Experience & Background

• 2–15+ years of experience in Revenue Operations, Finance, Sales Operations, or Strategy within B2B SaaS or technology environments
• Proven experience partnering closely with Finance and executive leadership in a $150M+ ARR organization
• Strong track record of improving forecast accuracy, operational rigor, and capital efficiency
• Deep expertise in SaaS metrics, revenue modeling, pricing, and GTM analytics

Skills & Capabilities

• Strong financial and analytical acumen, with deep understanding of SaaS unit economics
• Executive presence with the ability to influence cross-functional stakeholders
• Experience operating in high-growth, performance-driven environments
• Advanced systems mindset with expertise in modern GTM tech stacks (e.g., Salesforce, hubspot)
• Ability to translate complex data into clear, actionable insights

Education

• Bachelor’s degree required; MBA, Finance, or equivalent advanced degree preferred