VP, Revenue Operations
About the role
We're at a tipping point. We've built a solid foundation — now it's time to go from 1 to 10. The VP, Revenue Operations will architect the predictable, scalable revenue engine across Sales, Marketing, and Customer Success that powers that next chapter. Reporting directly to our CEO, Shikhar Shrestha, this executive will be the connective tissue of our GTM organization — setting strategy, building the team and systems, and instilling operational rigor as we scale.
What You'll Do
Forecasting & Planning: Own pipeline, bookings, and ARR forecasting; lead annual and quarterly GTM planning (quotas, territories, capacity), run QBRs, and partner with Finance and Sales leadership on comp design. Ensure top-down and bottom-up forecasts pencil across Marketing, Sales, and CS, and present forecast and GTM performance to the executive team and board.
Team Leadership: Build and lead the Revenue Operations function — define its structure, hiring roadmap, and operating model, and hire and develop the team as the company scales.
Process & Funnel Optimization: Design and refine end-to-end lead-to-cash and customer lifecycle processes; improve funnel conversion and eliminate operational friction across the GTM motion.
Systems & Data Management: Own CRM architecture (HubSpot, Salesforce), the GTM tech stack, data governance, and automation strategy, including tool consolidation and upleveling. Deliver dashboards and self-serve analytics that become the single source of truth for the business.
Cross-Functional Alignment: Translate company strategy into executable GTM plans; partner with Sales, Marketing, CS, Product, and Finance leadership to align goals, investments, and execution.
Insights & Strategy: Deliver actionable analysis on pipeline health, marketing-to-sales conversion, rep performance, churn/expansion patterns, and GTM efficiency; identify and drive the strategic initiatives that move the revenue engine forward.
What You'll Bring
10–15 years of Revenue Operations, Sales Operations, or GTM strategy experience in B2B SaaS, including supporting high-growth enterprise sales motions — candidates with exclusively tactical Sales Operations experience will not be a fit for this role.
Experience scaling GTM operations through hypergrowth at an enterprise B2B SaaS startup — you've built the operational infrastructure (forecasting, planning, systems, territory design) for a company transitioning from early GTM to a repeatable, multi-segment enterprise motion.
Proven ability to design scalable processes and lead complex cross-functional initiatives at the executive level
Strong analytical and modeling skills; deep fluency in funnel metrics and SaaS KPIs
Exceptional communication, stakeholder management, and executive- and board-level storytelling
Set a high bar and consistently deliver excellence; a relentless builder with a strong bias toward action