VP of Revenue Operations

I. About the Role

We are seeking a Vice President of Revenue Operations with strategic thinking, business acumen, and exceptional leadership skills. This role is responsible for establishing and optimizing the company's revenue operations framework, driving synergy across sales, marketing, customer success, and related business functions, and enhancing revenue growth efficiency, customer lifetime value, and overall business performance.

The incumbent will work closely with the CEO and senior leadership team to formulate revenue operations strategies, refine business processes, and optimize revenue forecasting mechanisms. Through data analysis, performance management, and cross-functional collaboration, the role will support the company in achieving sustainable growth.

The ideal candidate possesses extensive experience in revenue operations, sales operations, business operations, or growth management. They must be capable of translating business objectives into actionable operational plans, identifying key obstacles to revenue growth, and continuously improving business outcomes through process optimization, data-driven decision-making, and team collaboration.

II. Key Responsibilities

1. Formulate Revenue Operations Strategy

Develop revenue operations strategies and implementation plans aligned with the company's overall business goals. Define revenue growth priorities, operational priorities, and key performance indicators (KPIs) to ensure the revenue operations framework supports the company's long-term strategic direction.

2. Optimize Revenue Growth Processes

Evaluate the end-to-end business process—spanning lead acquisition, sales conversion, and contract signing through to renewal and expansion—to identify bottlenecks hindering revenue growth. Drive process optimization to enhance conversion efficiency and revenue realization capabilities.

3. Drive Sales and Marketing Alignment

Collaborate with sales and marketing teams to standardize lead definitions, lead allocation rules, opportunity management standards, and handover processes. Improve the alignment between marketing investments and sales outcomes to enhance customer acquisition efficiency.

4. Establish Revenue Forecasting and Analysis Mechanisms

Refine systems for revenue forecasting, sales pipeline analysis, and business performance evaluation. Regularly analyze sales opportunities, conversion rates, average deal sizes, sales cycles, and churn rates to provide management with reliable insights for business decision-making. 5. Refine Revenue Operations Processes and Standards

Establish and continuously optimize the Customer Relationship Management (CRM) system, sales operations processes, data management protocols, and business reporting mechanisms to enhance data accuracy, process transparency, and consistency in cross-departmental execution.

6. Optimize Commercial Performance Management

Define and monitor revenue-related Key Performance Indicators (KPIs)—such as revenue growth rate, sales pipeline coverage, customer acquisition cost (CAC), customer retention rate, and customer lifetime value (CLV)—and propose improvement measures based on actual business performance.

7. Drive Customer Retention and Revenue Expansion

Collaborate with Customer Success, Sales, and Product teams to identify opportunities for renewals, cross-selling, and up-selling; optimize customer lifecycle management mechanisms to support long-term customer value enhancement and sustainable revenue growth.

8. Enhance Revenue Operations Efficiency

Evaluate existing business resources, technical tools, and operational processes to identify redundancies and inefficiencies; drive process automation, system integration, and workflow standardization to reduce operational friction and boost team productivity.

9. Drive Cross-Departmental Strategic Initiatives

Coordinate with Sales, Marketing, Customer Success, Finance, Data Analytics, and Technical teams to advance projects related to revenue growth, system upgrades, performance optimization, and business process improvements, while clearly defining project objectives, responsibilities, and implementation timelines.

10. Strengthen Commercial Data Analysis and Decision Support

Integrate data regarding customers, sales pipelines, marketing campaigns, and revenue performance to establish a clear business analysis framework, providing management with trend analysis, risk identification, growth opportunity assessments, and resource allocation recommendations.

11. Manage the Revenue Operations Team

Oversee the development, training, and performance management of revenue operations teams; define roles and work standards; and enhance the team's professional capabilities in business analysis, system management, forecasting and planning, and cross-departmental collaboration.

12. Report Operational Results to Senior Management

Regularly report to the CEO and senior management team on revenue operations performance, forecast accuracy, sales pipeline quality, customer retention status, and the progress of key improvement initiatives, while proposing recommendations for further optimization. III. Qualifications

Education: Bachelor’s degree or higher in Business Administration, Finance, Economics, Marketing, Data Analysis, or a related field; MBA or other relevant advanced degree preferred.

Work Experience: Typically requires 15–20+ years of experience in revenue operations, sales operations, business operations, sales management, or related business areas, including experience in team management or cross-functional project leadership.

Revenue Operations Experience: Familiarity with business processes spanning customer acquisition, sales conversion, customer retention, and revenue expansion; ability to establish operational mechanisms that support business growth.

Data Analysis Skills: Strong quantitative analysis capabilities; ability to interpret key business metrics such as sales pipelines, conversion rates, revenue forecasts, and customer lifecycles.

Systems and Process Management: Familiarity with CRM systems, sales process management, business reporting, and data quality management; experience with relevant business intelligence (BI) tools or revenue operations platforms is a plus.

Business Acumen: Ability to identify barriers to revenue growth, analyze business risks, and propose solutions that balance short-term operational goals with long-term customer value.

Leadership and Collaboration: Excellent communication, coordination, and team management skills; ability to drive alignment among sales, marketing, customer success, finance, and technical teams to achieve business objectives.

Performance Management: Ability to establish Key Performance Indicators (KPIs), revenue forecasting mechanisms, and business review processes, and to translate analytical insights into concrete improvement measures.

Project Management: Experience managing complex cross-functional projects; ability to effectively allocate resources, track execution progress, and evaluate project outcomes.

Pay: $122,800.00 - $142,000.00 per year

Benefits:

• 401(k)
• Employee discount

Work Location: Hybrid remote in Norfolk, VA 23451