VP, Revenue Operations
D
DrataB2B SaaS
Remote - USFull-TimeVp
Salary263500 - 294500 USD per year
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Job Details
- Experience
- 12+ years of experience in Revenue Operations / Sales Operations / CS Operations / GTM Operations; 5+ years leading teams, with at least 3+ years at Director/Senior Director level or above
- Required Skills
- Artificial IntelligenceSalesforce
Requirements
- 12+ years of experience in Revenue Operations / Sales Operations / CS Operations / GTM Operations at high‑growth B2B SaaS companies.
- 5+ years leading teams, with at least 3+ years at Director/Senior Director level or above.
- Proven track record of building and scaling RevOps in a fast‑paced environment (e.g., Series C+ or similar) with complex, multi‑product sales motions.
- Deep expertise with Salesforce and related GTM tools such as CPQ, forecasting, enablement, intent, enrichment, and commissions tooling.
- Strong command of go‑to‑market design: segments, territories, quotas, coverage, compensation levers, and capacity modeling.
- Experience building or scaling CS Operations functions, including health‑scoring frameworks, renewal/expansion forecasting, and digital‑touch programs.
- Demonstrated experience driving forecast accuracy, pipeline discipline, and sales productivity across Commercial and Enterprise segments.
- Advanced analytical skills; comfortable with metrics such as CAC, LTV, payback, NRR/GRR, and sales efficiency, and experienced partnering closely with Finance on planning, forecasting, and unit economics.
- Experience evaluating and implementing AI/automation solutions within RevOps or GTM workflows (e.g., AI‑driven forecasting, scoring, or workflow automation).
Responsibilities
- Partner with GTM and Finance leadership to define the end‑to‑end revenue strategy, including growth targets, capacity plans, and coverage models.
- Own the annual and quarterly GTM planning process (segments, territories, quotas, roles, compensation design inputs) to align with company‑level ARR and efficiency goals.
- Drive the forecasting framework across New, Expansion, and Retention (NRR/GRR), including standard definitions, methodologies, and inspection routines.
- Design and run the GTM operating rhythm: QBRs, weekly forecast calls, pipeline reviews, and performance reviews across segments.
- Own and/or influence the revenue tech stack (e.g., Salesforce, CPQ, forecasting/BI, enablement, sequencing, enrichment, intent) and roadmap in partnership with Business Systems and IT.
- Build a high‑impact analytics capability that can answer: what’s working, what’s not, and what to do about it across segments, products, and channels.
- Build, lead, and develop a high-performing RevOps organization across strategy, analytics, and systems.
- Act as a trusted advisor to GTM, Finance, Product, and Executive leaders; push for clarity on trade‑offs and drive decisions to closure.
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