AVP, Revenue Operations

SentinelOne

1d•$217,500 - $326,000•Remote

About The Position

As the AVP, Revenue Operations, you will be tasked with building and leading the global operating model for Channel and Partner Operations, Sales Compensation, Renewals Operations, and Quote-to-Cash, turning a complex, multi-motion go-to-market into a scalable, well-governed operation that keeps pace with our growth. Leading a team of regional and operational leaders, you will set the operating cadence, planning, and executive reporting that give Sales, Finance, and the Board a consistent view of the business. You will also shape how we scale through what comes next, from integrating acquisitions and launching new pricing to applying AI and automation across revenue workflows.

Requirements

12+ years supporting Sales in an operations capacity, with broad experience across Channel and Partner Operations, Renewals Operations, Sales Compensation, and quote-to-cash.
5+ years leading leaders, managing Directors and Managers across multiple functions and geographies, with a track record of building and developing teams.
High-tech industry experience is required, including Global Enterprise, SMB, and MSSP go-to-market motions through indirect Partner pathways, and SaaS subscription, MSSP billing, and consumption business models.
Working knowledge of quote-to-cash mechanics, including CPQ, approval and discounting governance, order management, and handoffs into billing and revenue recognition.
Proven ability to build an operating model and cadence, not just run existing processes, and to translate strategy into measurable business outcomes.
Experience owning or governing a revenue data model and metric definitions, with systems and reporting held to an executive standard of accuracy.
Practical experience applying AI and automation to revenue operations workflows, with the judgment to separate real leverage from novelty.
Experience leading M&A integration or other large-scale transformation, such as systems migrations, program consolidation, or post-acquisition GTM alignment.
Bachelor's degree in Finance, Management, Technology, or Economics; MBA a plus.
Proficiency with Google Workspace, Salesforce, CPQ, Partner Portal applications, Clari, and Excel modeling; experience with NetSuite, incentive compensation platforms, and analytics tools such as Tableau a plus.

Nice To Haves

MBA a plus.
experience with NetSuite, incentive compensation platforms, and analytics tools such as Tableau a plus.

Responsibilities

Operating cadence and planning: own global forecasting, QBRs, and performance metrics across segments and regions, and lead annual planning for priorities, initiative roadmaps, territory design, and headcount allocation.
Operating model and team: set the strategy, governance, and performance framework for Channel and Partner Operations, Sales Compensation, Renewals Operations, and quote-to-cash globally, and lead a team of Directors who act as strategic partners to the business, with an org design that scales alongside GTM growth.
Channel, Partner, and MSSP Operations: scale Deal Registration, Partner SPIFF payments, Partner Activation, co-sell tracking, sourced versus influenced analytics, and the Partner Portal, with automated, standardized processes that support our MSSP program and consumption motions.
Sales Compensation: drive the annual incentive design cycle (spend analysis, plan design, scenario modeling, communication, and enablement), own all GTM SPIFFs and special incentive programs, and serve as the executive point of contact for Sales leadership on compensation.
Quote-to-cash and Order Operations: own the quote, order, and booking process end to end, including quoting standards, approval workflows, deal desk escalation, and quarter-end order accuracy, and govern non-standard commercial terms with Finance and Legal.
Renewals: partner with Global Renewals Sales to scale operations and improve GRR and NRR through aligned process, data, and inspection.
Executive reporting: own executive and Board reporting for your functions, with consistent metric definitions and narrative quarter over quarter.
AI and automation: prioritize and manage a portfolio of use cases across these functions, with guardrails set alongside Legal, Security, and Data, and measured adoption and impact.
M&A integration: lead the operational and systems integration of acquisitions, consolidating partner programs, compensation structures, renewal motions, quoting, and reporting on a clear timeline.
Readiness and change management: prepare systems, partners, and the Field for product launches, pricing and packaging changes, program redesigns, and international expansion, with the enablement needed to make new processes stick.