VP, Revenue Operations and Enablement

OEC

3d

About The Position

OEC provides software solutions for professionals in the automotive parts and repair industry. The VP, Revenue Operations and Enablement builds and runs the operating system behind OEC’s revenue engine across a multi-product, multi-segment portfolio that includes enterprise SaaS, SMB SaaS, transaction-based fees, and one-time services and implementation. The role owns sales forecasting, pipeline and revenue analytics, go-to-market systems, and revenue enablement, and leads the Revenue Operations and Revenue Enablement teams.

The VP owns revenue planning, forecasting, performance management, revenue data and governance, and the GTM technology roadmap. The role partners with Sales, Finance, Marketing, Customer Success, Business Information Systems, and executive leadership to improve planning, reporting, systems, seller productivity, and the lead-to-close process. It also oversees AI-powered GTM execution, develops leaders and teams, and manages department budgets, headcount, and AI capacity.

The position requires a bachelor’s degree in a relevant field or equivalent work experience, and at least 15 years of experience across revenue enablement, sales operations, and go-to-market strategy in a B2B SaaS environment. Occasional travel for business and executive meetings and conferences is expected, primarily to OEC executive offices (10–15%). OEC describes its work environment as flexible, potentially remote, hybrid, or in person, and emphasizes camaraderie, community, empowerment, learning, and innovation.

Requirements

• At least 15 years of experience across revenue enablement, sales operations, and go-to-market strategy in a B2B SaaS environment.
• A bachelor’s degree from an accredited college or university in Sales, Marketing, Business, Finance, or a related discipline; equivalent work experience may substitute for the degree.
• Track record of leading people managers and building a multi-layer team across sales operations, forecasting and analytics, and revenue enablement.
• Demonstrable experience owning sales forecasting and analytics processes and championing reporting metrics, projections, and team performance data.
• Strong experience partnering with Marketing, Sales, Customer Success, Enterprise Sales teams, and Finance.
• Experience deploying the MEDDIC methodology across multiple business units, such as Sales, Customer Success, and Enterprise Sales.
• Hands-on experience leading a business systems transformation or implementation, such as CRM, billing, or lead-to-cash.
• Experience implementing AI tools across a team’s workflow to enhance and enable sales productivity.
• Approachable leadership style and ability to lead diverse teams and foster an engaging, positive culture that motivates and empowers others.
• Executive presence and ability to build strategic alliances and collaborative relationships with internal and external stakeholders at all levels, including investors.
• Fluency in SaaS metrics and understanding of how revenue-recognition rules affect bookings and forecasting.
• Ability to set a multi-year roadmap and personally inspect data when a number appears incorrect.
• Strong change-management leadership to drive adoption of processes, systems, and AI tools.
• Exceptional communication skills and ability to tailor messaging to an audience or call to action.
• Engaging presentation skills and ability to explain complex data simply to executive, sales, and frontline audiences.
• Strong business acumen and ability to strategize, plan, and communicate a compelling big-picture view.
• Excellent judgment and problem-solving skills, including negotiation and conflict resolution.
• Ability to manage and allocate resources in line with budget and business goals.

Responsibilities

• Own revenue planning, forecasting, and performance management, including pipeline management and the forecast process with Sales and Finance leadership.
• Develop pipeline and forecasting methods appropriate to each revenue model and consolidate them into a leadership-ready view.
• Partner with leadership on strategic planning across the funnel and co-own sales compensation planning with Finance and Sales, including role- and revenue-type-specific plan designs and quota-to-compensation alignment.
• Define and enforce sales-stage gates, activity standards, and leading indicators; embed the MEDDIC qualification and selling methodology into sales and GTM systems.
• Partner with Finance to deliver board- and sponsor-grade revenue reporting.
• Lead revenue data, insights, and governance, including dashboards for executives, sales leaders, and individual representatives, and own the GTM metrics definition library.
• Partner with Business Information Systems to create and enforce master data management and governance policies; optimize enterprise visibility processes and expand prospect and customer segmentation and enrichment for audience building and cross-sell/upsell.
• Co-lead systems and business systems transformation; own the GTM technology-stack roadmap and its adoption.
• Ensure systems are integrated end to end and partner with Marketing Operations to streamline lead-to-close processes across customer types and sales teams.
• Reduce sellers’ administrative work through process improvements, automation, or AI.
• Oversee revenue enablement and seller productivity, including onboarding, playbooks, product readiness, coaching, certification, and manager excellence; connect enablement activities to revenue outcomes.
• Set and execute the AI strategy for revenue teams in partnership with the Chief Marketing Officer, and oversee AI-powered GTM execution and selling.
• Lead, mentor, and develop Revenue Enablement and Revenue Operations & Analysis leaders and teams; set goals, priorities, and accountability and support performance and execution.
• Identify organizational capability, skill, and knowledge gaps and provide resources and tools to address them; ensure development plans are in place for high-potential employees.
• Own engagement, recognition, promotion, and retention strategies.
• Recruit, hire, and onboard department leaders and staff.
• Lead department budget development and allocate budget, headcount, and AI capacity to business priorities while scaling revenue capabilities with fiscal discipline.

Benefits

• Flexibility, including remote, hybrid, or in-person work arrangements.
• A supportive environment that encourages employees to take risks, learn, and grow.

What This Job Offers

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