Functional Leadership

• Lead core Revenue Operations functions across Sales Operations, Client Success Operations, and Deal Desk.

• Manage, coach, and develop a small but high-impact team, creating clarity around priorities, roles, service levels, and expected outcomes.

• Partner with the VP, Revenue Operations to translate company strategy into scalable operational plans and team execution.

• Build a culture of accountability, operational rigor, continuous improvement, and strong internal partnership.

Process Standardization and Automation

• Lead the design, standardization, documentation, and continuous improvement of core go-to-market processes across the lead-to-close, order-to-book, and customer lifecycle management motions.

• Identify manual, inconsistent, and low-value workflows across Sales Ops, CS Ops, and Deal Desk, and implement automation to improve efficiency, accuracy, compliance, and user experience.

• Establish scalable business rules, governance frameworks, and operating procedures that drive consistency across teams, functions, and geographies.

• Partner with business stakeholders and systems teams to translate requirements into durable process improvements and automated solutions.

Sales Operations

• Optimize end-to-end sales processes to improve productivity, pipeline management, forecasting discipline, and rep execution.

• Lead territory design, segmentation, and coverage planning across geographies, segments, and verticals.

• Support quota operations, account assignment governance, account holdovers, certification tracking, and operational reporting.

• Improve pipeline hygiene, forecasting accuracy, and reporting consistency through better process design, controls, and dashboards.

Client Success Operations

• Support the operational infrastructure for customer lifecycle management, including renewals, expansion support, customer segmentation, success workflows, and performance visibility.

• Standardize core Client Success processes, stage definitions, handoffs, and success metrics to improve consistency and scalability.

• Partner with Client Success leadership to improve operational visibility into book of business, retention risk, renewal readiness, and expansion opportunity management.

Deal Desk and Policy Governance

• Oversee Deal Desk operations to ensure efficient management of approvals, pricing, discounting, exception handling, and policy adherence.

• Implement controls and approval frameworks that balance governance, speed, and flexibility for complex commercial scenarios.

• Partner with Sales and Finance leadership to align bookings rules, approval policies, commercial processes, and reporting standards.

Forecasting, Reporting, and Revenue Insights

• Deliver accurate, timely dashboards, executive reporting, and actionable insights across sales performance, customer retention, forecast risk, conversion trends, and productivity.

• Build and improve reporting frameworks that support data-driven decision-making across Sales, Client Success, and executive leadership.

• Provide scenario modeling and analysis to support strategic planning, headcount decisions, and growth initiatives.

Data and Systems Management

• Own data quality standards and governance across CRM, BI, and related revenue systems.

• Ensure clean, structured, and reliable data to support forecasting, reporting, segmentation, renewals, and operational execution.

• Oversee system hygiene, user management, troubleshooting, and process compliance across revenue tools.

• Maintain alignment between process design and system configuration to ensure tools reinforce standardized ways of working.

Tool and Platform Optimization

• Evaluate, optimize, and scale the GTM technology stack across Sales, Client Success, and Deal Desk workflows.

• Recommend and implement enhancements, integrations, and automation that improve cross-functional efficiency and visibility.

• Simplify the systems landscape where possible, reduce redundant manual work, and improve adoption of core platforms.

• Drive tool and platform decisions with a focus on scalability, standardization, automation, and business impact.

Cross-Functional Collaboration

• Serve as a strategic liaison across Sales, Client Success, Finance, Marketing, Product, and Systems teams.

• Align stakeholders around shared definitions, workflows, service models, metrics, and operational priorities.

• Lead cross-functional initiatives that improve execution across the revenue engine and customer lifecycle.

• Experience in a mid-size SaaS company supporting a scaling go-to-market organization.

• Experience owning or supporting Sales Ops, CS Ops, and Deal Desk under a unified Revenue Operations model.

• Experience with channel and partner business models, reseller operations, or partner revenue management.

• Background in BI and data visualization tools such as Tableau, Power BI, or Looker.

• Hands-on experience with territory modeling, quota operations, capacity planning, and segmentation frameworks.

• Expertise in CRM administration, workflow automation, and enablement or productivity technologies.

• Familiarity with compensation planning, pricing governance, discount controls, and revenue performance management.