Revenue Operations VP

Kushki • Miami, FL

22h

About The Position

Build, lead, and continuously evolve Kushki’s commercial engine by connecting strategy, data, processes, technology, and talent to make revenue growth predictable, scalable, and efficient. Establish a common commercial operating model across markets, covering demand generation and qualification through closing, onboarding, first transaction, and merchant and partner growth. Build a reliable source of truth, strengthen pipeline and forecasting discipline, optimize commercial capacity, and equip teams with processes, tools, and automation. Act as a strategic partner to the CRO and executive leadership, translating commercial data and strategy into decisions, priorities, and execution plans across short-, medium-, and long-term horizons.

The role spans revenue strategy and operating-model development; pipeline, forecasting, and performance management; revenue data and analytics; CRM, GTM technology, and AI; sales enablement; demand generation and funnel optimization; and revenue activation and the customer lifecycle. It leads planning, capacity and territory design, quota allocation, compensation-plan design, data governance, reporting, tool adoption, seller onboarding and enablement, funnel improvement, and cross-functional handoffs that support merchant activation and growth.

Requirements

• Bachelor’s degree in Business Administration, Engineering, Economics, Finance, Marketing, Business, or a related field.
• 10–15 years of experience in Revenue Operations, Sales Operations, Commercial Operations, or commercial consulting.
• At least 4 years of experience leading Revenue Operations or equivalent functions.
• Proven experience building and scaling RevOps teams and operating models.
• Experience leading forecasting, pipeline management, GTM planning, territory and capacity planning, and sales compensation processes.
• Experience with complex commercial models and regional or multi-country organizations.
• Experience leading commercial transformation initiatives involving technology, automation, and/or AI.

Nice To Haves

• Postgraduate education in strategy, business, analytics, management, or a related area.
• Experience in Fintech, Payments, SaaS, or high-volume transactional businesses, particularly in organizations operating across multiple countries in Latin America.

Responsibilities

• Partner with the CRO to align Revenue Operations strategy with commercial priorities and objectives.
• Design and evolve a consistent, scalable GTM operating model across countries and segments.
• Build the revenue driver tree and define performance factors, ownership, and targets.
• Lead annual and capacity planning, including headcount, coverage, territories, quotas, and service models by segment and market.
• Allocate quotas based on the potential of territories and segments.
• Design sales compensation plans with relevant teams to reward business closure and the quality and sustainability of revenue.
• Establish a consistent pipeline management and forecasting methodology across markets.
• Implement a commercial inspection cadence to identify risks and opportunities early.
• Standardize funnel-stage definitions and objective entry and exit criteria.
• Design and evolve commercial scorecards covering activity, coverage, conversion, sales cycle, productivity, and attainment.
• Analyze conversion by stage, segment, country, channel, and seller, and address forecast bias or deviations.
• Use performance data to inform coaching, development, promotions, and commercial structure decisions.
• Build and govern a reliable single source of truth for commercial information.
• Establish data quality, ownership, and governance standards, and maintain a data dictionary for critical fields.
• Work with Finance to reconcile commercial and financial data.
• Develop self-service reporting and dashboards, and translate data into actionable commercial insights.
• Own the functional architecture and evolution of the CRM and GTM technology stack.
• Evaluate tools for clear purpose and measurable business value; lead Revenue automation and AI initiatives.
• Improve seller productivity, visibility, efficiency, and tool adoption while avoiding unnecessary administrative burden.
• Lead the GTM Enablement strategy and standardize and evolve sales playbooks by segment and customer type.
• Design onboarding and ramp-up for new sellers and keep commercial knowledge and tools current.
• Partner with Sales Leadership to identify capability gaps and develop enablement initiatives.
• Establish criteria for defining and qualifying leads and opportunities, and ensure funnel visibility from demand generation through close.
• Measure conversion, CAC, and payback by channel, segment, and country; partner with Marketing and Sales to identify high-impact channels and segments.
• Use funnel data to guide investment and commercial prioritization, and lead initiatives to improve funnel leakage, conversion, and velocity.
• Govern the commercial process through contract signature, first transaction, and subsequent merchant and partner growth.
• Design and govern handoffs among Sales, Implementation, Risk, Compliance, and Customer teams.
• Establish SLAs, ownership, and escalation mechanisms for onboarding.
• Monitor Time-to-First-Transaction and Activation Rate, and incorporate account quality and activation into commercial performance evaluation.

Benefits

• Access to continuous learning and professional development platforms.
• Additional vacation recharge days.
• Paid day off on your birthday.
• Flexible work arrangements.
• Wellness platform.
• Partnerships with universities and educational institutions across the region to support professional development.
• Additional financial benefits.

What This Job Offers

• Job Type: Full-time
• Career Level: Executive