Vice President, Revenue Operations

🕒 May 28

🇺🇸 United States – Remote

⏰ Full Time

🔴 Lead

💹 Revenue Operations

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Demandbase

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 2005

🤝 B2B

☁️ SaaS

🤖 Artificial Intelligence

B2B • SaaS • Artificial Intelligence

Demandbase is a B2B pipeline AI platform that helps go-to-market teams (marketing, sales, revenue operations, and customer success) identify, prioritize, and engage buying groups to accelerate pipeline and revenue. The SaaS platform unifies first-, second-, and third-party data, provides intent detection, account and buying-group identification, web personalization, advertising, and orchestration across the tech stack, and delivers actionable AI-powered insights to drive account-based marketing and sales at scale.

📋 Description

• Own the infrastructure, intelligence, and execution systems that power the company's go-to-market engine • Build and run four core operational pillars — Sales Operations, Marketing Operations, Revenue Analytics, and Systems & Tools • Oversee Deal Desk as the governance layer for pricing and deal structure • 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 • 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 • 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 • 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 • 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 • 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

🎯 Requirements

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

🏖️ Benefits

• Health insurance • 401(k) matching • Paid time off • Professional development opportunities • Remote work options