demandbase - Vice President, Revenue Operations

• 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 fixes • Marketing Operations • Partner with the CMO & leadership team on campaign operations, database health, and audience segmentation • Own marketing tech stack including Demandbase, MAP, intent data, ABM, and attribution tooling • Establish lead management standards including routing, scoring, SLAs, and handoff governance between Marketing and Sales • Build full-funnel attribution reporting connecting marketing investment to pipeline and revenue outcomes • Define and maintain shared pipeline definitions and funnel stage standards across Marketing and Sales • Own executive and board-level reporting on pipeline, productivity, retention, expansion, and unit economics • Develop predictive models for pipeline coverage, win rates, conversion, attainment, and churn risk • Lead deep-dive analyses on sales cycle, funnel conversion, segment performance, and rep productivity • Partner with Business Intelligence and Data Engineering on data architecture, governance, and self-service analytics • Ensure data integrity across the revenue tech stack, establishing a single source of truth • Systems & Tools • Define and execute the revenue technology roadmap across CRM, sales engagement, CPQ, and analytics platforms • Drive enterprise-wide adoption of tools, processes, and operating standards across all GTM functions • Establish SLAs and operating standards for systems support and administration • Partner with IT, Sales Enablement, and Product on systems integration and data flows • Lead tool evaluation and procurement with disciplined ROI frameworks and change management plans • Oversee pricing approvals, discount governance, contract structuring, and non-standard deal review • Establish deal desk SLAs, escalation paths, and approval frameworks in partnership with Finance and Legal • Partner with Sales on strategic enterprise, multi-year, and partner-sourced transactions • Build deal analytics to surface pricing trends, discount patterns, and margin performance by segment • Cross-Functional & Team Leadership • Serve as the primary operational interface between Finance, Sales, Marketing, Product, and the field • Build, develop, and scale a multi-layer team of 20–35 across all five functions • Develop leadership bench strength through coaching, succession planning, and stretch assignments