VP Global Revenue Operations

Key Strategic Responsibilities

• Revenue Strategy & Cross-Functional Alignment: Design, implement, and govern the overarching revenue operations strategy. Align GTM teams across Marketing, Sales, and Customer Success to ensure frictionless handoffs, unified KPIs, and a completely shared data model.
• Global Deal Desk Transformation: Architect and oversee the modernization of the Global Deal Desk. Shift the Deal Desk paradigm from a reactive, back-end approval gateway to a proactive, highly strategic partner engaged in the early opportunity phase. Direct the Deal Desk to structure complex, multi-year cybersecurity contracts that maximize ARR, optimize Net Revenue Retention (NRR), and drive cross-sell adoption.
• Governance & Margin Protection Optimization: Implement and strictly enforce a global, tiered discount approval matrix. Empower Regional SVPs with significant autonomy (up to 65% discounting) to accelerate deal velocity, while strictly governing high-risk deals (>65%) at the executive level to protect corporate profitability, deploying specific playbooks for hyper-price-sensitive regions like APAC.
• Technological Orchestration & AI Adoption: Partner closely with the GTM technology stack, including CRM, CPQ, Marketing Automation, and CS platforms. Champion the rapid integration of agentic AI-driven forecasting, automated workflow approvals, and predictive pipeline analytics to reduce manual bottlenecks, eliminate administrative drag, and accelerate the sales cycle.
• Executive Collaboration & Financial Modeling: Partner deeply with the CFO on revenue recognition standards, the establishment of hard pricing floors, and complex financial modeling. Collaborate with General Counsel on contract standardization, fallback clauses, and playbook creation. Work alongside Product Engineering to ensure pricing bundles perfectly align with shifting market demands and threat landscapes.
• Candidate Qualifications & Experience: A minimum of 10+ years of progressive, high-impact leadership experience in Revenue Operations, Sales Operations, or Strategic Business Operations, strictly within a high-growth B2B Enterprise Software, SaaS, or Cybersecurity environment.

Candidate Qualifications & Experience

• Advanced technical fluency in modern revenue infrastructure, including enterprise CRM administration (Salesforce), CPQ system implementation, Business Intelligence tools (Tableau, PowerBI), and the deployment of emerging AI automation platforms for GTM execution.
• Exceptional executive presence and emotional intelligence, with the demonstrated ability to influence C-level stakeholders, manage board-level forecasting, and lead diverse, cross-functional global teams without relying solely on direct hierarchical authority.
• An MBA or equivalent advanced degree is highly preferred, supported by a profound, granular understanding of core SaaS financial metrics, including ARR, NRR, LTV, and CAC.