Demandbase
Finance
VicePresident,RevenueOperations
Neural analysis suggests this role is
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“Vice President, Revenue Operations at Demandbase. Skills: Revenue Operations, Sales Operations, Marketing Operations, Analytics. Own infrastructure, intelligence, and execution systems. Build and run four core operational pillars”
What You'll Achieve.
Automate growth at scale; Maximize revenue; Minimize waste; Consolidate data and tech stacks; Drive operational discipline; Ensure data integrity; Drive cross-functional alignment; Connect marketing investment to pipeline and revenue outcomes; Establish a single source of truth; Drive enterprise-wide adoption of tools; Disciplined ROI frameworks
Industry & Context.
Identify friction across GTM handoffs and drive cross-functional fixes; Drive deep-dive analyses on sales cycle, funnel conversion, segment performance, and rep productivity
What They're Looking For.
Must Have
15+ years in revenue operations, sales operations, or GTM strategy roles, 7+ years of progressive people leadership, including leading managers of managers, Hands-on experience leading both sales operations and marketing operations at the senior level, Demonstrated success owning a multi-discipline revenue operations function at a high-growth B2B SaaS company, Deep expertise in Salesforce and the modern revenue tech stack (Marketo/HubSpot, Outreach/Salesloft, CPQ, BI tools), Advanced analytical capability including financial modeling, SQL, and BI platform fluency, financial fluency including SaaS metrics, unit economics, and revenue recognition principles, Executive presence with a record of influencing C-suite peers and presenting complex data clearly
Nice to Have
Experience at $200M+ ARR B2B SaaS companies with global GTM operations, Prior VP-level reporting line into a CFO or CRO, Experience working with Demandbase
What You'll Do.
and execution systems
Build and run four core operational pillars
Oversee Deal Desk for governance
Drive operational discipline and data integrity
Drive cross-functional alignment across revenue funnel
Direct field-facing business partner function
Own annual planning including territory design
Establish and govern forecasting cadence
Build and maintain operating rhythms
Identify friction across GTM handoffs
Partner on campaign operations
Own marketing tech stack
Establish lead management standards
Build full-funnel attribution reporting
Define and maintain shared pipeline definitions
Own executive and board-level reporting
Develop predictive models
Lead deep-dive analyses
Partner on data architecture and governance
Ensure data integrity across revenue tech stack
Define and execute revenue technology roadmap
Drive enterprise-wide adoption of tools
Establish SLAs and operating standards
Partner on systems integration and data flows
Lead tool evaluation and procurement
Oversee pricing approvals and discount governance
Establish deal desk SLAs
Partner on strategic enterprise transactions
How You'll Work.
Team & Collaboration
Serve as primary operational interface between Finance, Sales, Marketing, Product, and field; Partner with CMO & leadership team on campaign operations; Partner with Business Intelligence and Data Engineering on data architecture; Partner with IT, Sales Enablement, and Product on systems integration; Partner with Sales on strategic enterprise transactions; Establish deal desk SLAs in partnership with Finance and Legal
Communication Scope
Presenting complex data clearly
Process & Methodology
Develop leadership bench strength through coaching, Succession planning, Stretch assignments, Change management plans
Full Job Description
Introduction to Demandbase: Demandbase is the only pipeline AI platform that empowers GTM teams to automate growth at scale. With a unified view of data, insights, actions, and outcomes, B2B enterprises can seamlessly align and execute their account-based GTM strategies with confidence. Thousands of businesses trust Demandbase to maximize revenue, minimize waste, and consolidate their data and tech stacks – all in one platform. As a company, we’re as committed to growing careers as we are to building world-class technology. We invest heavily in people, our culture, and the community around us. We have also continuously been recognized as One of The Best Places To Work in the San Francisco Bay Area by Fortune, and One of The 60 Best Companies To Sell For by Selling Power. Our offices are located in San Francisco, New York, Austin, Seattle, India, and the United Kingdom. ABOUT THE ROLE The VP, Revenue Operations owns the infrastructure, intelligence, and execution systems that power the company's go-to-market engine. Reporting to the Chief Financial Officer, this leader builds and runs four core operational pillars — Sales Operations, Marketing Operations, Revenue Analytics, andSystems & Tools — while overseeing Deal Desk as the governance layer for pricing and deal structure. At $200M+ ARR, this role operates as a strategic peer to field leadership, driving operational discipline,data integrity, and cross-functional alignment across the full revenue funnel. WHAT YOU’LL DO Sales Operations - Direct the field-facing business partner function supporting Sales, Partner, Post-Sales, and Solutions Consulting - Own annual planning including territory design, quota setting, capacity modeling, and headcount analysis - Establish and govern forecasting cadence, methodology, and accuracy disciplines across all GTM motions - Build and maintain operating rhythms including QBRs, pipeline reviews, and forecast calls - Identify friction across GTM handoffs and drive cross-functional
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