VP Revenue Operations

Description

• Deployment of integrated dashboards for real-time GTM visibility.
• Collaborate with Sales Enablement and Partner teams to drive world-class execution.
• Align enablement initiatives with operational priorities and forecasting insights.
• Develop account assignment frameworks for Enterprise and SMB segments to ensure fairness, scalability, and growth potential.
• Ensure GTM processes are scalable and aligned with growth objectives for both Enterprise and SMB segments.
• Provide data-driven feedback to improve sales effectiveness and productivity.
• Identify friction points in the GTM funnel and implement solutions to improve conversion rates and accelerate deal velocity.
• Own revenue analytics and forecasting dashboards for pipeline health, bookings, and churn.
• Manage CRM (Salesforce) and integrated tools (marketing automation, CPQ, partner management platforms).
• Develop processes for partner-sourced and partner-influenced deals to be tracked and reported accurately.
• Own commissions planning and ensure alignment with company goals and compensation philosophy.
• Translate strategic objectives into actionable operational plans across marketing, sales, customer success, and partner channels.
• Provide actionable insights to inform GTM decisions, resource allocation, and market expansion strategies.
• Commissions plans and coverage models implemented globally with >95% compliance.
• Maintain data integrity and enforce governance standards across global teams.
• Work directly with the CRO to shape GTM strategy and forecasting discipline for a global leader in geospatial technology.
• Act as a key advisor to the CRO on GTM strategy, revenue planning, and operational priorities.
• Design and manage the end-to-end forecasting methodology, including pipeline modeling, scenario planning, and accuracy tracking.
• Ensure GTM processes and forecasting models support Enterprise and Mid-Market/SMB motions.
• Implement standardized forecasting processes across all regions and segments.
• Align partner programs with overall GTM strategy for maximum impact.
• Forecast accuracy within ±5%.
• Implementation of standardized GTM and forecasting processes globally.
• Accurate tracking and reporting of partner-influenced revenue across Enterprise and SMB segments.
• Deliver weekly, monthly, and quarterly forecast reviews with CRO and executive leadership.
• Continuously refine forecasting models to improve predictability and support strategic decisions.
• Ensure tech stack supports GTM efficiency and forecasting accuracy.
• Establish KPIs for GTM performance and track progress against growth targets.
• Collaborate with the Sales Enablement team to ensure GTM strategies are supported by training, playbooks, and tools.
• Partner with Finance and HR to ensure compliance and accuracy in incentive structures.
• Design and maintain geographic coverage models to optimize resource allocation across global regions.
• Support pricing, packaging, and deal desk operations to optimize revenue capture.
• Work closely with the Partner team to streamline joint GTM efforts with Sales, ensuring partner-driven opportunities are integrated into forecasting and pipeline management.

Requirements

• Improved data hygiene score to 95%+.
• Experience supporting Enterprise and Mid-Market/SMB sales motions.
• Strong analytical and strategic thinking skills with ability to influence executive decisions.
• Proven experience partnering with CRO or senior leadership to optimize GTM execution and forecasting.
• Telecom or utility sector experience is a plus.
• 7+ years in Revenue Operations, Sales Operations, or GTM strategy roles within B2B SaaS or enterprise software.
• Deep understanding of CRM systems (Salesforce preferred) and revenue tech stack.
• Experience working with partner ecosystems and integrating partner-driven revenue into GTM processes.
• Excellent communication and stakeholder management skills.
• Expertise in commissions planning, coverage modeling, and account assignment.

Benefits

• Reduction in lead-to-opportunity conversion time by 20%.
• Enhanced maternity leave policy
• Home office support for remote workers.
• 401(k) Safe Harbor contribution, with day-one vesting
• SHINE employee ownership program
• Mentor program
• Comprehensive health coverage — we cover 100% of monthly Medical, Dental & Vision premiums for you and your family.
• Paid volunteer day each year
• Competitive compensation, benefits, and career development opportunities.
• Life/AD&D/STD/LTD insurance: monthly premiums are paid 100% for employee
• Generous PTO + 8 paid holidays + 2 floating holidays

Training + Development

Interview process

Visa Sponsorship

Security clearance