Vice President, Enterprise Revenue Operations

Certus•Chicago, IL

6d•$275,000 - $325,000•Remote

About The Position

The Vice President of Enterprise Revenue Operations is an executive leader responsible for the systems, insights, people, and processes that support every stage of the revenue engine. Working across Sales, Marketing, and Customer Success, this role aligns the go-to-market ecosystem and drives consistent, predictable growth. Reporting directly to the Chief Revenue Officer, the VP shapes execution of the company’s growth strategy and owns forecasting, pricing and deal desk, data governance, and go-to-market technology, while providing strategic direction to sales training and enablement. The role’s recommendations inform executive-level decisions. The VP sets multi-year Revenue Operations and enablement strategy, leads revenue forecasting and cross-functional planning, and identifies growth opportunities. They establish scalable territory, quota, and compensation frameworks; improve coordination across functions; and oversee enablement direction, pricing strategy, deal-desk operations, revenue processes, analytics, data governance, and technology strategy. The role also leads a multidisciplinary organization spanning Sales Operations, Sales Training and Enablement, and Pricing and Deal Desk, including directors and managers, and manages the function’s headcount, budget, and vendor spend. This is a remote position with some travel required for team meetings. Anticipated OTE is $275,000–$325,000, with the opportunity to participate in long-term incentives.

Requirements

12 or more years of progressive experience in Revenue Operations, Sales Operations, or Marketing Operations in a B2B environment, including 5 or more years leading managers or directors.
Proven success building and scaling Revenue Operations functions, including ownership of forecasting and reporting.
Experience directing sales training or enablement programs.
Ability to influence executive stakeholders and drive accountability across functions.
Deep experience with SaaS or subscription models and mastery of NRR, GRR, and churn dynamics.
Experience managing complex, multi-brand portfolios and varying sales motions.
Experience building pricing strategy and deal-desk functions, including approval governance and discount management.
Expert-level CRM proficiency, with Salesforce preferred, including CPQ and quoting workflows.
Advanced analytical and financial modeling skills, including multi-touch attribution.
Demonstrated success leading cross-functional change without direct authority.
Experience presenting strategic findings to senior executives or the C-suite.
Exceptional written, verbal, and visual communication.

Nice To Haves

Background in training, events, or professional services with high-volume scheduling environments.
Expertise with BI tools such as Tableau, Looker, or Power BI.
Experience with revenue intelligence platforms such as Gong or Clari, and enablement platforms.
Familiarity with CPQ, subscription management, or event registration solutions.
MBA or advanced degree in Business, Finance, or a related field.

Responsibilities

Set a multi-year Revenue Operations and enablement strategy aligned with company growth targets.
Deliver accurate, actionable revenue models and forecasts for the CRO and executive team.
Lead annual, quarterly, and monthly planning and resource allocation with Finance, Sales, and Marketing.
Use data and market insight to identify revenue opportunities and guide investment across channels, brands, and segments.
Own scalable territory models, quota frameworks, and compensation plans.
Align Sales, Marketing, Customer Success, and Finance, establishing operating rhythms around pipeline health, funnel performance, and forecast accuracy.
Partner with Product and Finance on go-to-market readiness and launch planning for new products and offerings.
Design processes that support a consistent customer experience across the buyer journey.
Define enablement vision and priorities; hold the Sales Training leader accountable for onboarding, ongoing development, and certification programs.
Ensure training reflects company methodology, products, pricing, and competitive positioning across brands and sales motions.
Partner with sales leaders to embed coaching frameworks and use Gong insights to reinforce effective seller behaviors.
Measure enablement impact against ramp time, win rate, deal size, and retention, and discontinue programs that do not improve results.
Set pricing, packaging, and discounting strategy across brands, segments, and sales motions in partnership with Product and Finance.
Design and establish a scalable deal desk with intake processes, approval matrices, service-level agreements, and escalation paths.
Balance deal speed with margin, discount discipline, and risk; monitor discount levels, price realization, and win rates.
Simplify quoting, approvals, and booking with Finance, Legal, and Sales, supported by CPQ and CRM workflows.
Provide pricing analytics and competitive pricing insights to inform list pricing, renewal uplifts, and promotions.
Improve revenue workflows from lead generation through renewal and expansion; build consistent, repeatable processes.
Own renewal strategy, churn analysis, and at-risk account workflows to improve retention and lifetime value.
Increase event fill rates, reduce cancellations, and optimize revenue per scheduled day.
Own a unified analytics framework covering pipeline velocity, conversion, customer acquisition cost, lifetime value, churn, and retention.
Govern CRM and revenue-tool integrity, setting enterprise standards for data quality, security, and accuracy.
Deliver dashboards that provide leadership with visibility into performance against targets.
Monitor cancellations, event utilization, and booking velocity to diagnose issues and recommend solutions.
Set strategy and ROI for revenue tools, including Salesforce, Gong, CPQ, and reporting platforms.
Ensure revenue tools are integrated, intuitive, adopted, and measurably effective across go-to-market teams.
Lead AI and automation initiatives to improve forecasting precision and efficiency.
Maintain documentation of system configurations, workflows, and data architecture decisions.
Build, mentor, and inspire a multidisciplinary organization spanning Sales Operations, Sales Training and Enablement, and Pricing and Deal Desk.
Establish goals, KPIs, and growth paths that support performance and development.
Present data-backed insights and recommendations to the CRO and executive team.
Manage the function’s headcount, budget, and vendor spend.
Cultivate a culture of transparency, continuous improvement, and data-driven decision-making.