Vice President, Revenue Operations

Role Description

The VP, Revenue Operations owns the infrastructure, intelligence, and execution systems that power the company's go-to-market engine. Reporting to the Chief Financial Officer, this leader builds and runs four core operational pillars — Sales Operations, Marketing Operations, Revenue Analytics, and Systems & Tools — while overseeing Deal Desk as the governance layer for pricing and deal structure.

At $200M+ ARR, this role operates as a strategic peer to field leadership, driving operational discipline, data integrity, and cross-functional alignment across the full revenue funnel.

What You’ll Do

• Sales Operations
  • Direct the field-facing business partner function supporting Sales, Partner, Post-Sales, and Solutions Consulting
  • Own annual planning including territory design, quota setting, capacity modeling, and headcount analysis
  • Establish and govern forecasting cadence, methodology, and accuracy disciplines across all GTM motions
  • Build and maintain operating rhythms including QBRs, pipeline reviews, and forecast calls
  • Identify friction across GTM handoffs and drive cross-functional fixes
• Marketing Operations
  • Partner with the CMO & leadership team on campaign operations, database health, and audience segmentation
  • Own marketing tech stack including Demandbase, MAP, intent data, ABM, and attribution tooling
  • Establish lead management standards including routing, scoring, SLAs, and handoff governance between Marketing and Sales
  • Build full-funnel attribution reporting connecting marketing investment to pipeline and revenue outcomes
  • Define and maintain shared pipeline definitions and funnel stage standards across Marketing and Sales
• Analytics
  • Own executive and board-level reporting on pipeline, productivity, retention, expansion, and unit economics
  • Develop predictive models for pipeline coverage, win rates, conversion, attainment, and churn risk
  • Lead deep-dive analyses on sales cycle, funnel conversion, segment performance, and rep productivity
  • Partner with Business Intelligence and Data Engineering on data architecture, governance, and self-service analytics
  • Ensure data integrity across the revenue tech stack, establishing a single source of truth
• Systems & Tools
  • Define and execute the revenue technology roadmap across CRM, sales engagement, CPQ, and analytics platforms
  • Drive enterprise-wide adoption of tools, processes, and operating standards across all GTM functions
  • Establish SLAs and operating standards for systems support and administration
  • Partner with IT, Sales Enablement, and Product on systems integration and data flows
  • Lead tool evaluation and procurement with disciplined ROI frameworks and change management plans
• Deal Desk
  • Oversee pricing approvals, discount governance, contract structuring, and non-standard deal review
  • Establish deal desk SLAs, escalation paths, and approval frameworks in partnership with Finance and Legal
  • Partner with Sales on strategic enterprise, multi-year, and partner-sourced transactions
  • Build deal analytics to surface pricing trends, discount patterns, and margin performance by segment
• Cross-Functional & Team Leadership
  • Serve as the primary operational interface between Finance, Sales, Marketing, Product, and the field
  • Build, develop, and scale a multi-layer team of 20–35 across all five functions
  • Develop leadership bench strength through coaching, succession planning, and stretch assignments

Qualifications

• 15+ years in revenue operations, sales operations, or GTM strategy roles
• 7+ years of progressive people leadership, including leading managers of managers
• Hands-on experience leading both sales operations and marketing operations at the senior level
• Demonstrated success owning a multi-discipline revenue operations function at a high-growth B2B SaaS company
• Deep expertise in Salesforce and the modern revenue tech stack (Marketo/HubSpot, Outreach/Salesloft, CPQ, BI tools)
• Advanced analytical capability including financial modeling, SQL, and BI platform fluency
• Strong financial fluency including SaaS metrics, unit economics, and revenue recognition principles
• Executive presence with a record of influencing C-suite peers and presenting complex data clearly

Preferred

• Experience at $200M+ ARR B2B SaaS companies with global GTM operations
• Prior VP-level reporting line into a CFO or CRO
• Experience working with Demandbase

Our Commitment to Diversity, Equity, and Inclusion at Demandbase

At Demandbase, we believe in creating a workplace culture that values and celebrates diversity in all its forms. We recognize that everyone brings unique experiences, perspectives, and identities to the table, and we are committed to building a community where everyone feels valued, respected, and supported. Discrimination of any kind is not tolerated, and we strive to ensure that every individual has an equal opportunity to succeed and grow.

We acknowledge that true diversity and inclusion requires ongoing effort, and we are committed to doing the work required to make our workplace a safe and equitable space for all.

Unsolicited Submissions

At Demandbase, we value thoughtful partnerships and direct connections with candidates. We’re not accepting unsolicited resumes or outreach from third-party recruiting agencies. Any unsolicited submissions will not be reviewed, and no fees will be paid.