Vice President, Sales Operations

Azul

28d

About The Position

Reporting directly to the Chief Revenue Officer (CRO), the Vice President of Sales Operations is responsible for driving sales productivity, operational excellence, and revenue growth. Acting as a strategic partner and “right hand†to the CRO, this role identifies opportunities to improve sales efficiency, implements scalable processes and systems, and ensures the organization consistently meets or exceeds its revenue targets. The VP of Sales Operations oversees all aspects of sales operations, including forecasting, planning, deal management, compensation design, sales systems, analytics, and enablement. This leader works cross-functionally across Sales, Finance, Legal, HR, Marketing, and Product to align strategy with execution and build a high-performing, data-driven sales organization.

Requirements

• Strong executive presence with the ability to influence senior leaders and drive organizational alignment.
• Deep expertise in sales operations, forecasting, and revenue processes in a SaaS, subscription, or XaaS business model.
• Advanced analytical and financial modeling skills, including strong proficiency in Excel and BI tools (Qlik preferred).
• Extensive experience with CRM systems (Salesforce preferred) and sales enablement technologies.
• Proven ability to design and implement scalable processes, systems, and compensation frameworks.
• Excellent communication, presentation, and stakeholder management skills.
• Ability to thrive in a fast-paced, high-growth, global environment.

Nice To Haves

• 10+ years (minimum 5 years as Vice President) of senior leadership experience in Sales Operations, Revenue Operations, Sales, or Finance.
• Proven experience managing and scaling global teams across multiple geographies.
• Demonstrated success in improving sales productivity and driving revenue growth.
• Strong background in P&L management, financial planning, and subscription-based business models.
• Prior experience leading teams across Sales Operations, Deals Desk, Sales Enablement, and Data/Analytics functions.

Responsibilities

• Lead and develop a high-performing Sales Operations team, including Sales Ops, Enablement, Deals Desk, and Analytics functions.
• Act as a strategic advisor to the CRO, identifying opportunities to improve sales performance and operational efficiency.
• Lead annual and long-range planning processes, including sales capacity planning, territory design, and coverage models.
• Own and optimize the end-to-end sales process, from lead handoff through deal closure and booking.
• Ensure seamless collaboration and handoffs between Marketing/Channel, BDR, Sales, and Customer Success teams.
• Manage and deliver timely and accurate Forecasting, Sales Reporting & Analytics for the Sales Organization providing weekly, monthly, and quarterly sales reporting to Sales Leadership and Executives
• Prepare executive-level and Board of Directors (BOD) reporting materials.
• Design and implement sales compensation plans that drive performance while optimizing sales expense.
• Partner with Finance to manage commission calculations, payouts, and financial alignment.
• Track and analyze quota attainment and performance across teams and regions.
• Own and optimize the sales technology stack, including Salesforce (SFDC), Clari, Gong and related tools.
• Ensure data integrity, system scalability, and alignment with business processes.
• Oversee onboarding and ongoing training programs for sales teams.
• Collaborate closely with Finance, Legal, HR, Marketing, Product, and Business Operations to align processes and priorities.
• Build alignment and drive consensus across diverse stakeholder groups.

What This Job Offers

• Job Type: Full-time
• Career Level: Executive
• Education Level: No Education Listed