Skills & Competencies
▪ Proven experience building or scaling revenue operations functions in $1B+ enterprise software businesses.
▪ Deep understanding of complex sales channel models including inside sales, field sales, enterprise accounts, and partner/reseller networks.
▪ Expert knowledge of revenue forecasting, pipeline management, territory design, and sales compensation structures.
▪ Experience leading revenue operations across multiple geographies with global team management
responsibilities.
▪ Exceptional business acumen with ability to translate complex data into actionable insights and strategy.
▪ Deep fluency with enterprise revenue technology platforms (Salesforce, SAP, Oracle, HubSpot, Tableau, or similar).
▪ Strong analytical skills with expertise in revenue analytics, performance metrics, and business intelligence.
▪ Understanding of how to leverage AI, automation, and advanced analytics to enhance sales effectiveness.
Leadership and Management
▪ Ability to build and lead high-performing, geographically distributed teams across multiple time zones.
▪ Strong executive presence with ability to partner effectively with division presidents and C-suite leaders
Proven capability to lead through influence in matrixed organizations without direct authority.
▪ Experience managing both inherited teams and building new capabilities from the ground up.
▪ Track record of attracting, developing, and retaining diverse revenue operations talent.
▪ Ability to drive accountability and performance while fostering collaboration and team engagement.
▪ Comfortable operating in high-accountability, results-driven environments with rapid transformation timelines.
Communication and Interpersonal Skills
▪ Exceptional communication skills with ability to translate technical concepts for diverse audiences including executives, sales leaders, and cross-functional stakeholders.
▪ Collaborative mindset with track record of aligning cross-functional stakeholders toward common goals.
▪ Ability to navigate complex organizational dynamics and build consensus across divisions and geographies.
▪ Clear, concise communication style that drives alignment, accountability, and results.
▪ Strong listening skills with ability to understand regional nuances and business unit priorities.
▪ Skilled at building trust and credibility quickly with new teams and leadership stakeholders.
Education and Experience
▪ Bachelor’s degree required; MBA or equivalent advanced degree preferred.
▪ 15+ years of experience in revenue operations, sales operations, or commercial leadership roles.
▪ Minimum 7 years in senior or executive management positions with P&L impact or revenue accountability.
▪ Proven success leading revenue operations for large-scale businesses exceeding $1B in annual revenue.
▪ Deep understanding of SaaS and enterprise B2B operating models; experience in private equity-backed software companies strongly preferred.
▪ Track record of revenue operations transformation in global, complex sales environments.
▪ Experience as a CRO’s revenue operations partner or similar strategic operating role preferred.
▪ Background in companies with multiple sales models serving enterprise customers highly valued.