SVP, Revenue Operations and Commercial Strategy

OneStream Software

3d•Remote

About The Position

The Senior Vice President, Revenue Operations and Commercial Strategy is responsible for architecting, building, and scaling OneStream’s end-to-end revenue operating system. This role owns the design and execution of the core mechanisms that drive predictable revenue growth, including territory design, pipeline governance, forecasting, deal desk operations, revenue analytics, systems architecture, and GTM enablement. This leader operates as a transformational builder in a high-growth, multi-product SaaS environment, translating strategic growth objectives into scalable operating frameworks that improve ARR growth, forecast accuracy, and seller productivity. As a key member of the executive leadership team, this role partners closely with the President, CRO, CFO/FP&A, Product, Marketing, and Customer Success to drive alignment across the full customer lifecycle. Why This Role Matters Now: Opportunity to shape the next phase of GTM Evolution. Helping guide an evolving GTM transformation (hunter/farmer model, territory redesign, role specialization). Partnering cross‑functionally to modernize pricing, packaging, and commercial frameworks. Chance to modernize and rationalize Salesforce systems. Operating in a high‑visibility, execution‑focused environment where strong alignment, predictability, and value creation matter. Long-tenured organization requiring strong change management capabilities

Requirements

15+ years of experience in Revenue Operations, GTM Strategy, or Commercial Operations.
Proven experience building and scaling RevOps in a $1B+ multi-product SaaS environment.
Demonstrated success designing territory models, forecasting frameworks, and pipeline governance systems.
Experience building deal desk and pricing governance functions from the ground up.
Deep experience with CRM architecture, GTM systems, and data governance.
Track record of supporting GTM transformations (e.g., hunter/farmer models, segmentation redesign).
Experience partnering with executive leadership and influencing C-suite decision-making.
Builder-doer mindset with ability to operate strategically and execute hands-on.
Strong change management capabilities in complex, tenured organizations.
Exceptional analytical and modeling skills with ability to translate data into action.
Executive presence with ability to influence without direct authority.
Strong political and organizational navigation skills.
Ability to operate effectively in ambiguity and high-growth environments.
Deep understanding of SaaS metrics, revenue models, and GTM dynamics.
Direct leadership of a global RevOps organization (30+ FTE).

Responsibilities

Planning & Commercial Strategy
Territory design, account assignment, and coverage models.
Capacity modeling and quota allocation.
Segmentation strategy across verticals, geographies, customer size, and sales motions.
Whitespace analysis and expansion mapping.
Partner/channel analytics and coverage insights.
Renewals process design, forecasting, and visibility.
Pipeline & Forecasting
Stage definitions, exit criteria, and CRM enforcement.
Pipeline generation tracking (by source, segment, and rep).
Pipeline inspection cadence, hygiene standards, and coverage ratios.
Aged pipeline management policies and automation.
Forecast methodology design, accuracy tracking, and reporting.
Win/loss reporting, conversion metrics, and cycle time analysis.
Deal Desk & Commercial Governance
Discounting frameworks, approval thresholds, and governance policies.
Non-standard deal approval workflows and escalation paths.
CPQ ownership, quote accuracy, and proposal standardization.
Renewal and expansion deal support infrastructure.
Revenue Analytics & Insights
Executive dashboards and board-level KPI reporting.
Rep productivity, ramp curves, and cohort performance analysis.
Marketing attribution, CAC analysis, and pipeline efficiency.
NRR, churn, and customer health analytics.
Data models that inform executive decision-making and GTM prioritization.
Systems, Data & Automation
CRM architecture, field standards, and functional requirements (RevOps defines; admins execute).
GTM tech stack ownership (e.g., Salesforce, Gong, Outreach, CPQ).
Data governance, enrichment strategy, and data quality standards.
Workflow automation (lead routing, approvals, assignments).
Enablement & GTM Process Excellence
Sales methodology design and system codification.
Onboarding, ramp programs, and time-to-productivity benchmarks.
GTM process design and cross-functional handoffs (Marketing → Sales → CS).
GTM operating rhythms (forecast calls, QBRs, performance reviews).
Training, content operations, and playbook development.
Change management for new tools, processes, and GTM initiatives.
Influence (Advisory)
Compensation plan design and payout modeling (executed by Finance).
Pricing and packaging strategy evolution (in partnership with Product and Finance; dedicated pricing leadership required).
Product roadmap via structured GTM feedback (deal data, win/loss insights, customer signals).
ComX and other overlay motions alignment within GTM planning.
Build, lead, and scale a best-in-class revenue operating system to support multi-product growth.
Establish rigorous forecasting discipline and improve predictability across the revenue organization.
Design and implement scalable coverage, territory, and quota models.
Stand up and mature a global deal desk function with clear governance and execution standards.
Develop advanced analytics capabilities to support lifecycle revenue optimization (land, expand, renew).
Own and rationalize the GTM systems architecture and tech stack.
Drive cross-functional alignment across Marketing, Sales, Customer Success, Finance, and Product.
Lead transformation initiatives tied to GTM model evolution and operating cadence redesign.
Lead and scale a high-performing global RevOps organization across:
Revenue Operations
Deal Desk
Analytics & Insights
Systems & Data
Enablement
Assess and optimize existing team structure (approx. 30+ FTE).
Attract, retain, and develop top-tier GTM operations talent.
Foster a culture of accountability, analytical rigor, and execution excellence.