VP, Revenue Operations
Octopus Deploy
full-time
Posted on:
Location Type: Remote
Location: Remote • 🇺🇸 United States
Visit company websiteJob Level
Lead
About the role
- Partner with the CRO and executive team to define the multi‑year revenue strategy, including segmentation, coverage model, and capacity planning across direct, channel, and self‑serve motions.
- Lead the annual and quarterly GTM planning process: targets, territories, quotas, headcount plans, compensation design, and budget alignment across Marketing, Sales, Customer Success, and Partnerships.
- Develop and maintain a unified revenue performance framework (pipeline, conversion, cycle time, retention, expansion) to guide investment decisions and trade‑offs.
- Own the Revenue enablement program for all functions within the organization.
- Own end‑to‑end GTM process design from lead to renewal and expansion (lead management, qualification, opportunity management, deal desk, order management, handoffs to onboarding and CS, renewal playbooks).
- Standardize and continuously improve processes for different DevOps segments (e.g., PLG/self‑serve, mid‑market, enterprise, strategic accounts, MSPs/VARs) while preserving regional and segment flexibility where needed.
- Implement and govern clear operating cadences: QBRs, forecast calls, pipeline reviews, marketing performance reviews, and customer health reviews.
- Establish a single source of truth for revenue data across CRM, marketing automation, product telemetry, billing, and customer success platforms, with clear data definitions and governance.
- Build robust dashboards and analytics for pipeline health, forecast accuracy, cohort retention, product adoption, pricing/discounting, and sales productivity; turn insights into recommendations and action.
- Own the companywide revenue forecasting process (new, expansion, churn) and drive continuous improvements in accuracy, timeliness, and scenario modelling.
- Own the GTM tech stack strategy and roadmap (e.g., Salesforce, HubSpot/Marketo, sales engagement, CPQ, CLM, CS platforms, data warehouse/BI, enrichment, routing, intent signals, PLG tooling).
- Ensure systems are designed and integrated to support DevOps‑specific motions such as trials, freemium, usage‑based pricing, marketplace transactions, and hybrid land‑and‑expand motions.
- Drive adoption, enablement, and change management for GTM tools, ensuring that teams use standardized workflows and that data quality remains high.
- Serve as the connective tissue between Marketing, Sales, Customer Success, Product, and Finance to ensure alignment on ICP, segmentation, messaging, pricing/packaging, and lifecycle plays.
- Partner with Product and Product Marketing to translate product telemetry and usage data into account‑level signals and plays (upsell, expansion, save, migration) for GTM teams.
- Oversee Revenue Enablement (directly or via dotted line), ensuring onboarding, ongoing training, and playbooks are grounded in data and aligned to GTM priorities.
- Build and lead a high‑performing RevOps organization spanning sales operations, marketing operations, CS operations, systems/administration, analytics, and deal desk.
- Define clear charters, operating models, and SLAs for how RevOps engages with GTM leaders and internal stakeholders.
- Develop talent, foster a culture of experimentation and continuous improvement, and position RevOps as a strategic partner rather than a reactive service function.
Requirements
- 10–15+ years in revenue operations, sales operations, GTM strategy, or related fields, including leadership roles in high‑growth B2B SaaS; strong preference for DevOps, developer tools, or infrastructure software.
- Proven track record owning revenue operations for businesses with recurring/usage‑based models (ARR/NRR), with responsibility across marketing, sales, and CS.
- Deep experience with GTM planning and execution: segmentation, territory and quota design, capacity modelling, comp plan design, and forecasting at scale.
- Demonstrated success building and scaling RevOps or similar teams, including hiring managers and senior ICs across systems, analytics, and process.
- Expert‑level proficiency with modern GTM systems (CRM, marketing automation, sales engagement, CS tools, CPQ, BI, data warehouse) and their integration patterns.
- Strong analytical and financial skills; comfortable working with executives and board‑level stakeholders on metrics, forecasts, and trade‑off decisions.
- Excellent communication, influencing, and change‑management skills in a highly cross‑functional, often remote/distributed environment.
- Experience in a product‑led or hybrid PLG/enterprise motion is a strong plus, especially where product telemetry and marketplace channels are central to GTM.
Benefits
- a minimum of 25 days annual leave
- up to 10 days of paid sick and carers leave
- 12 weeks of fully paid parental leave with flexible return options
- generous health care (100% individuals, 75% dependents)
- dental and vision
- 401K matching
- pension contributions of up to 5%
- stock options
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
revenue operationssales operationsGTM strategycapacity modelingcompensation plan designforecastingdata analysisprocess improvementrevenue forecastingpipeline management
Soft skills
leadershipcommunicationinfluencingchange managementcross-functional collaborationanalytical skillsstrategic thinkingteam developmentproblem-solvingculture of experimentation