VP, Revenue Strategy and Operations
- Serve as the operational and analytical right hand to the CGO, driving overall GTM efficiency, effectiveness, and execution.
- Partner with Sales, Marketing, Customer Success, and Finance to align pipeline, forecasting, coverage, and capacity planning to company objectives.
- Build the operating rhythm and performance cadence across the GTM organization (forecast calls, QBRs, pipeline reviews).
- Lead the team responsible for Revenue Operations, Enablement, and GTM Systems.
- Oversee the end-to-end GTM tech stack (CRM, marketing automation, BI tools, Gong, CPQ) ensuring clean data, accurate reporting, and automation scalability.
- Define, implement, and optimize processes for forecasting, pipeline management, and territory design.
- Drive adoption and compliance of all GTM systems and tools with measurable behavioral outcomes.
- Develop dashboards and analytics that translate data into actionable business insights for leadership.
- Design and execute enablement programs tied directly to measurable outcomes — quota attainment, deal velocity, and rep ramp time.
- Build onboarding, playbooks, and continuous learning frameworks that improve field productivity.
- Use data from CRM and Gong to identify performance gaps and drive targeted enablement interventions.
- Partner with Sales Leadership to standardize sales methodology and ensure consistent execution across the field.
- Define and own the KPIs that measure GTM success across pipeline, conversion, retention, and expansion.
- Present insights and progress regularly to executive leadership to guide resource allocation and strategic planning.
- Establish and monitor leading indicators that predict revenue performance and rep effectiveness.
- 12+ years of experience leading GTM Operations, Enablement, or Strategy in high-growth SaaS or enterprise technology companies (healthcare or AI a plus).
- Proven success scaling from ~$60M to $200M+ ARR in a complex enterprise sales motion.
- Deep understanding of CRM systems (HubSpot), data visualization (Looker), and GTM tech platforms (Gong, etc).
- Strong analytical and modeling skills; fluency in SQL, advanced Excel, or BI tools for data-driven decision-making.
- Demonstrated ability to drive measurable improvements in rep productivity, forecast accuracy, and conversion rates.
- Experience leading cross-functional GTM initiatives that align Sales, Marketing, Product, and Finance.
- Bias toward execution, ownership, and outcomes — thrives in fast-paced, ambiguous environments.
- Experience in early-stage or hypergrowth environments with GTM infrastructure build-out.
- Exposure to regulated industries or health technology markets.
- Background in sales methodology, enablement tooling, and performance analytics.
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