Vice President, Revenue & Business Operations

Responsibilities

• Lead Revenue Operations and Business Operations through team leads, partnering with Sales, Marketing, Account Management, Client Success, Finance, and Product.
• Lead annual and quarterly revenue planning across new business, retention, and expansion, including pipeline, capacity, hiring, ramp, productivity, and coverage modeling.
• Own account segmentation, tiering, ownership, recycling, suppression, whitespace, and market-penetration rules.
• Establish lifecycle stages, definitions, metrics, forecasting processes, and infrastructure for credible revenue forecasts.
• Analyze conversion, velocity, ACV, win-loss patterns, demo yield, and productivity across specialties, segments, channels, products, and cohorts.
• Model and recommend coverage, territories, quotas, capacity, rules of engagement, and process changes; govern implementation and measurement.
• Operationalize cross-sell, expansion, retention, implementation, renewal, and product-adoption motions across the customer lifecycle.
• Set a unified strategy and prioritized roadmap across Revenue Operations and Business Operations.
• Own the roadmap for CRM architecture, reporting, data infrastructure, integrations, workflow automation, data integrity, and AI-enabled internal tools.
• Assess teams, clarify ownership and service levels, prioritize the commercial and systems roadmap, and address data and architecture risks.
• Build a bottom-up revenue model, executable account cohorts, a forecast operating system, early-warning indicators, and an end-to-end lifecycle scorecard.
• Manage managers or team leads, develop talent, and establish accountability across interdependent teams.

Requirements

• Experience leading Revenue Operations or GTM Strategy and Operations in a scaled B2B SaaS environment.
• Demonstrated improvement of measurable commercial outcomes across BDR, Sales, Marketing, and Account Management or Client Success.
• Fluency in bottom-up revenue planning, capacity, territories, quotas, pipeline requirements, forecasting, retention, expansion, and scenario analysis.
• Experience with disciplined account selection, coverage, recycling, and market penetration in a finite market.
• Executive-level judgment and ability to influence senior leaders, challenge assumptions, explain tradeoffs, and make recommendations with incomplete data.
• CRM, data-model, integration, automation, and governance expertise sufficient to direct technical teams and evaluate system design.
• Experience leading through managers or team leads.
• Advanced Excel or Google Sheets skills and comfort with CRM and BI tools.

Nice-to-Haves

• SQL experience.
• Experience in vertical SaaS or healthcare technology, such as EMR, RCM, provider workflow, or similar systems of record.
• Exposure to SMB, mid-market, and enterprise segments, as well as new-business and expansion motions in a multi-product portfolio.
• Experience supporting a company or business unit through a substantial portion of an approximately $100M–$300M ARR growth journey or comparable organizational and data complexity.

Compensation and Benefits

• Annual base salary: $250,000–$300,000.
• Travel is expected for several office visits, planning sessions, and selected customer or industry meetings each year.