VP Revenue Operations

Orbital•New York, NY

1d•$260,000 - $300,000•Hybrid

About The Position

Orbital is seeking a Vice President of Revenue Operations to lead and scale its Revenue Operations function during the company’s next stage of growth. Reporting directly to the CRO and serving on the commercial leadership team, this person will lead two Revenue Operations Managers: one responsible for revenue-generation operations across Sales and Customer Success, and one responsible for pipeline-generation operations across Marketing and Business Development. The VP will set the function’s direction and lead its day-to-day execution, building the frameworks, insights, systems, and technology that connect Sales, Marketing, Customer Success, and Finance into a cohesive growth engine. The role combines strategic leadership, operational execution, and people management. The VP will create predictable processes, maintain trusted GTM performance data, improve forecasting and visibility, and advise the CRO and leadership on go-to-market decisions. The position encompasses team leadership; GTM strategy and technology; territory, capacity, and compensation planning; sales methodology and deal desk; pipeline and funnel definitions; retention and expansion; and reporting, forecasting, and insight. Orbital expects Revenue Operations to become an AI-native function, with coordinated AI workstreams across revenue-generation and pipeline-generation operations. The role is based in Orbital’s New York office, with a minimum of two days per week in person and additional in-office time as needed. The listed starting base salary range is $260,000–$300,000, depending on experience.

Requirements

At least 8 years of experience in Revenue Operations.
A proven track record scaling B2B SaaS companies from Series A/B to Series C and beyond.
Direct people-management experience developing RevOps, Sales Ops, or Marketing Ops professionals.
Strong business and financial acumen.
Data and analytical proficiency, including the ability to turn insights into strategic decisions and operational improvements.
Hands-on expertise with key Revenue Operations technology, particularly HubSpot, and technical aptitude to evaluate and implement new tools.
Demonstrated ability to lead cross-functional initiatives in close partnership with Sales, Marketing, Customer Success, and Finance leadership.
A curious, AI-first mindset and the ability to direct others in using automation and innovative approaches to create scale.
Strategic thinking, prioritization, and an ability to create clarity and momentum in fast-scaling environments.
Structured, analytical, data-driven decision-making, including using evidence-based debate to reach decisions efficiently.
Strong communication and leadership skills, including the ability to build trust, alignment, and accountability.
Collaborative, egoless, and outcome-focused approach.

Responsibilities

Manage, coach, and develop two Revenue Operations Managers, including regular one-to-ones and career development.
Own hiring plans and scale the Revenue Operations team as Orbital grows.
Clarify ownership and adjudicate responsibilities across revenue-generation and pipeline-generation operations.
Own onboarding and ramp for new GTM hires on RevOps systems and processes.
Establish a recurring GTM alignment rhythm that aligns Sales, Marketing, Customer Success, and Finance.
Set the direction, vendor selection, budget, and roadmap for the GTM technology stack, including HubSpot and other current and future tools.
Ensure systems issues, inefficiencies, and data gaps are addressed proactively.
Direct AI-native RevOps workstreams across deal inspection, forecasting, enrichment, and scoring, coordinating them into a coherent GTM engine.
Own territory design and capacity planning across Sales and Customer Success, and revisit coverage as the organization scales.
Set territory and quota planning methodologies and partner with Finance on compensation plan design and policy.
Own the sales qualification methodology and ensure it is consistently represented in HubSpot.
Define opportunity stage definitions and exit criteria in partnership with the Revenue Generation Operations Manager.
Own deal desk operations, including pricing and discount approvals for non-standard deals under a clear discounting policy.
Own structuring and approval coordination for non-standard contract terms, and track exceptions to standard policy.
Own lead qualification methodology and ensure it is consistently represented in HubSpot.
Define MQL/SQL stage definitions and exit criteria in partnership with the Pipeline Generation Operations Manager.
Own multi-touch attribution methodology across Marketing and Business Development channels.
Govern lead-scoring criteria, weighting, and routing thresholds in coordination with Marketing and Business Development leadership.
Own retention and expansion metrics, including NRR, GRR, churn, and expansion pipeline.
Partner with Customer Success leadership on renewal forecasting, account health scoring, and book rebalancing.
Ensure renewal and expansion processes are instrumented in HubSpot alongside new-business pipeline.
Own definitions and the data model for GTM performance, including pipeline, funnel, bookings, conversion, retention, and forecasting.
Own forecasting methodology and pipeline reporting for the CRO and leadership.
Translate data into strategic recommendations, not just dashboards.

Benefits

Competitive starting salary of $260,000–$300,000, depending on experience.
401(k) match and equity options.
Medical, dental, and vision coverage for employees and dependents.
20 days of paid holiday, plus public holidays.
Generous parental leave policy, in addition to applicable state-mandated paid family leave.
Professional equipment and a personal development budget, along with training opportunities.
Pre-tax commuter benefits.
Team off-sites, shared lunches, and social events.

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