VP, Revenue Operations & Strategy

DataRobot

About The Position

DataRobot delivers AI that maximizes impact and minimizes business risk. Our platform and applications integrate into core business processes so teams can develop, deliver, and govern AI at scale. DataRobot empowers practitioners to deliver predictive and generative AI, and enables leaders to secure their AI assets. Organizations worldwide rely on DataRobot for AI that makes sense for their business — today and in the future. The Vice President of Revenue Operations & Strategy is a key leadership role responsible for building and optimizing the effectiveness of the sales organization in a fast-paced “AI first” environment. This role will shape and execute the company’s go-to-market strategy, overseeing the operational infrastructure and enablement programs that drive revenue growth, seller effectiveness, and customer success. Collaborating with the Sales, Marketing, Customer Success, Finance, and Product teams, this leader will develop data-driven insights, process improvements, and enablement initiatives to support strategic objectives and boost overall productivity.

Requirements

Bachelor’s degree in Business, Finance, Marketing, or a related field; MBA or advanced degree preferred.
10+ years of experience in sales strategy, revenue operations, enablement, or a related role within the technology industry, with at least 5 years in a leadership position.
Proven track record of success in scaling and optimizing sales functions in high-growth SaaS or enterprise software environments.
Strong analytical and problem-solving skills, with expertise in sales forecasting, data analysis, and performance metrics.
A deep understanding of CRM systems (e.g., Salesforce) and sales tech stack, as well as proficiency in analytics tools and data visualization platforms, is a plus.
Exceptional leadership, communication, and cross-functional collaboration skills, with the ability to influence and drive alignment at all levels of the organization.
Strategic mindset with the ability to think both short-term and long-term and adapt quickly to changing business needs.

Responsibilities

Sales Strategy and Planning: Develop and implement a comprehensive sales strategy in collaboration with the CRO, focusing on go-to-market (GTM) effectiveness, market penetration, and revenue growth. Lead annual sales planning processes, including territory design, quota setting, and incentive planning. Align sales strategies with business objectives, market opportunities, and product roadmaps.
Revenue Operations Management: Oversee all revenue operations functions, including forecasting, pipeline management, sales performance analytics, and CRM optimization. Drive operational improvements in lead-to-revenue processes, ensuring efficiency and scalability to support growth. Implement and manage sales tools, technology, and systems to enhance sales productivity and reporting accuracy.
Integrated Enablement: Develop and execute an enablement strategy that equips internal and external stakeholders with the training, content, tools, and resources they need to succeed. Collaborate with sales leaders and enablement teams to design onboarding and ongoing training programs that improve seller effectiveness, knowledge, and skill growth. Design and execute Key Sales plays and campaigns across all different sales teams, ensuring effective execution and coordination to operate as an effective sales pod (i.e. field sales, BDRs, renewals, partners, etc.). Design and execution of the annual Sales and Marketing kick-off event. Implement and measure the success of enablement programs, focusing on driving performance metrics such as time-to-productivity, win rates, and customer satisfaction and retention.
Performance and Analytics: Develop and maintain metrics, KPIs, and dashboards to monitor sales performance and provide actionable insights to sales leaders. Conduct regular sales performance reviews and deep-dive analysis to identify areas for improvement, optimization, and course correction. Lead the development of sales forecasts, revenue modeling, and pipeline analysis to drive data-backed decision-making.
Team Leadership and Development: Build, mentor, and lead a high-performing revenue operations and strategy team, fostering a culture of collaboration, innovation, and continuous improvement. Collaborate with sales enablement teams to drive training and development initiatives that improve seller effectiveness and skill growth. Act as a strategic advisor to senior sales leadership, guiding them in executing data-driven decisions that align with business goals.
Cross-functional Collaboration: Partner with Product, Marketing, and Customer Success teams to ensure alignment on GTM strategy, customer engagement, and value delivery. Collaborate with Finance to design and implement sales incentive and compensation structures that motivate high performance and align with company objectives. Work with IT and data teams to improve the technology ecosystem and streamline the sales process.