Vice President, Revenue Operations

Demandbase

About The Position

Demandbase is the only pipeline AI platform that empowers GTM teams to automate growth at scale. With a unified view of data, insights, actions, and outcomes, B2B enterprises can seamlessly align and execute their account-based GTM strategies with confidence. Thousands of businesses trust Demandbase to maximize revenue, minimize waste, and consolidate their data and tech stacks – all in one platform. As a company, we’re as committed to growing careers as we are to building world-class technology. We invest heavily in people, our culture, and the community around us. We have also continuously been recognized as One of The Best Places To Work in the San Francisco Bay Area by Fortune, and One of The 60 Best Companies To Sell For by Selling Power. Our offices are located in San Francisco, New York, Austin, Seattle, India, and the United Kingdom. About the Role The VP, Revenue Operations owns the infrastructure, intelligence, and execution systems that power the company's go-to-market engine. Reporting to the Chief Financial Officer, this leader builds and runs four core operational pillars — Sales Operations, Marketing Operations, Revenue Analytics, and Systems & Tools — while overseeing Deal Desk as the governance layer for pricing and deal structure. At $200M+ ARR, this role operates as a strategic peer to field leadership, driving operational discipline, data integrity, and cross-functional alignment across the full revenue funnel.

Requirements

15+ years in revenue operations, sales operations, or GTM strategy roles
7+ years of progressive people leadership, including leading managers of managers
Hands-on experience leading both sales operations and marketing operations at the senior level
Demonstrated success owning a multi-discipline revenue operations function at a high-growth B2B SaaS company
Deep expertise in Salesforce and the modern revenue tech stack (Marketo/HubSpot, Outreach/Salesloft, CPQ, BI tools)
Advanced analytical capability including financial modeling, SQL, and BI platform fluency
Strong financial fluency including SaaS metrics, unit economics, and revenue recognition principles
Executive presence with a record of influencing C-suite peers and presenting complex data clearly

Nice To Haves

Experience at $200M+ ARR B2B SaaS companies with global GTM operations
Prior VP-level reporting line into a CFO or CRO
Experience working with Demandbase

Responsibilities

Direct the field-facing business partner function supporting Sales, Partner, Post-Sales, and Solutions Consulting
Own annual planning including territory design, quota setting, capacity modeling, and headcount analysis
Establish and govern forecasting cadence, methodology, and accuracy disciplines across all GTM motions
Build and maintain operating rhythms including QBRs, pipeline reviews, and forecast calls
Identify friction across GTM handoffs and drive cross-functional fixes
Partner with the CMO & leadership team on campaign operations, database health, and audience segmentation
Own marketing tech stack including Demandbase, MAP, intent data, ABM, and attribution tooling
Establish lead management standards including routing, scoring, SLAs, and handoff governance between Marketing and Sales
Build full-funnel attribution reporting connecting marketing investment to pipeline and revenue outcomes
Define and maintain shared pipeline definitions and funnel stage standards across Marketing and Sales
Own executive and board-level reporting on pipeline, productivity, retention, expansion, and unit economics
Develop predictive models for pipeline coverage, win rates, conversion, attainment, and churn risk
Lead deep-dive analyses on sales cycle, funnel conversion, segment performance, and rep productivity
Partner with Business Intelligence and Data Engineering on data architecture, governance, and self-service analytics
Ensure data integrity across the revenue tech stack, establishing a single source of truth
Define and execute the revenue technology roadmap across CRM, sales engagement, CPQ, and analytics platforms
Drive enterprise-wide adoption of tools, processes, and operating standards across all GTM functions
Establish SLAs and operating standards for systems support and administration
Partner with IT, Sales Enablement, and Product on systems integration and data flows
Lead tool evaluation and procurement with disciplined ROI frameworks and change management plans
Oversee pricing approvals, discount governance, contract structuring, and non-standard deal review
Establish deal desk SLAs, escalation paths, and approval frameworks in partnership with Finance and Legal
Partner with Sales on strategic enterprise, multi-year, and partner-sourced transactions
Build deal analytics to surface pricing trends, discount patterns, and margin performance by segment
Serve as the primary operational interface between Finance, Sales, Marketing, Product, and the field
Build, develop, and scale a multi-layer team of 20–35 across all five functions
Develop leadership bench strength through coaching, succession planning, and stretch assignments