VP Revenue Operations

Overview

You'll run Revenue Operations for Pigment, a 670-person AI business planning platform that's competing against established players like Anaplan and Adaptive Insights. You're the strategic partner to the CRO and GTM leadership, managing the systems stack (likely Salesforce, Gong, outreach tools), building forecasting models, designing comp plans, and making sure the sales motion actually scales as they push into enterprise accounts.

Role Snapshot

Company Context

Stage: Series C+ (based on 670 employee count)

Size: 670 employees

Growth: Hiring for senior Rev Ops leadership indicates continued growth and GTM investment

Market Position: Challenger - competing against legacy EPM/CPM tools (Anaplan, Adaptive, OneStream) with modern, AI-native approach

Product: AI-powered business planning platform with Modeler Agent, Analyst Agent, and Planner Agent features

GTM Reality

Who They Sell To:

• CFOs, VP Finance, FP&A Directors at mid-market to enterprise companies
• Mix of software companies, e-commerce brands, and finance-heavy orgs
• Buyers are analytical, spreadsheet-native, skeptical of "replacing Excel"

Sales Motion:

• Likely consultative enterprise sales (3-6 month cycles)
• Heavy emphasis on demonstrating ROI vs current state (Excel, Anaplan, legacy tools)
• Technical evaluation with finance team doing POCs
• Multi-stakeholder (Finance, IT, sometimes department heads who need planning access)

What You're Optimizing:

• Forecast accuracy across a complex, multi-product enterprise sales motion
• Sales capacity planning as they scale AE headcount
• Lead routing and territory management
• Comp plan design that balances new logo vs expansion
• Customer success metrics (NRR, retention, expansion pipeline)

What You'll Actually Do

Time Breakdown

Strategic Planning (25%) | Systems & Data (25%) | GTM Partnerships (30%) | Team Management (20%)

Key Activities

• Forecasting & Pipeline Reviews: You're in weekly pipeline reviews with the CRO, building forecast models, calling out risks, and explaining why your predicted close rates are what they are. You're managing the process of getting accurate data from AEs who are optimistic and SEs who are realistic.

• Systems Architecture: You own the tech stack - Salesforce config, integrations between CRM/CS platform/data warehouse, making sure Gong calls are logged properly, outreach sequences are tracked, and reports actually work. When something breaks or data goes missing, you're the one troubleshooting.

• GTM Analytics: Building dashboards on sales efficiency metrics (CAC, sales cycle length, win rates by segment/rep/competitor), CS health scores, pipeline coverage ratios. You're the one who tells leadership "we need 4x pipeline coverage, not 3x" and shows the math.

• Comp Plan Design: You design and manage quota setting, comp plans, SPIFFs, and accelerators. You're balancing what motivates reps with what the business can afford, dealing with reps who think quotas are too high, and adjusting mid-year when market conditions change.

• Deal Desk & Process: You run (or oversee) deal approvals, discounting guidelines, non-standard terms reviews. You're the "no" person when a rep wants to give away a 40% discount to close a deal.

• Cross-functional Projects: Partnering with Marketing on lead scoring and routing, with Finance on revenue recognition and bookings policies, with Product on feature requests that come from lost deals.

The Honest Reality

What's Hard

• Data quality is a constant battle: Reps don't update Salesforce consistently, close dates slip, deal stages don't reflect reality. You spend a lot of time enforcing hygiene and cleaning up messes.

• You're caught between sales and finance: Sales wants aggressive targets and generous comp plans. Finance wants conservative forecasts and cost control. You're the mediator who makes neither side fully happy.

• Executive visibility means scrutiny: When forecast misses, when a comp plan has loopholes, when a report is wrong - it's visible to the C-suite. You need to be bulletproof on your numbers and ready to defend your decisions.

• Strategic vs tactical tension: You want to work on long-term system design and process improvement, but you're also putting out fires (broken integration, disputed commission, urgent board deck request).

• Change management is exhausting: Every process change means training the team, dealing with pushback from reps who liked the old way, and monitoring adoption for months.

What Success Looks Like

• Forecast accuracy within 5-10% each quarter (week 4 forecast to actuals)
• Sales capacity model that accurately predicts ramp time and productivity
• Clean pipeline with standardized stages and exit criteria that reps actually follow
• Comp plans that drive the right behaviors without creating unintended consequences
• GTM leadership trusts your data and comes to you first for strategic decisions
• You've built a team that can handle ops execution while you focus on strategy

Who You'll Partner With

Internally:

• CRO: Your main partner - you're in their staff meetings, building their board decks, pressure-testing their hiring plans
• VP Sales / Regional Directors: Weekly pipeline reviews, quota discussions, territory planning
• VP Customer Success: NRR targets, health scoring, expansion pipeline management
• CFO / Finance: Revenue recognition policies, bookings vs billings vs revenue, annual planning
• Marketing: Lead routing, MQL definitions, campaign attribution

Your Team:

• Sales Ops analysts/managers
• CS Ops (might roll up to you or be dotted line)
• Salesforce admin
• Possibly Deal Desk and Sales Comp analyst

What They're Looking For

Must-Haves:

• 8-12+ years in Rev Ops, Sales Ops, or GTM strategy roles
• Experience at a B2B SaaS company selling into enterprise ($100K+ ACV deals)
• Built and managed a Rev Ops team (4-10 people)
• Deep Salesforce expertise - you can build reports, flows, and understand object relationships
• Owned forecasting process with a track record of accuracy
• Designed comp plans that actually worked (and learned from ones that didn't)

Probably Looking For:

• Experience at a company that scaled from 200 to 500+ people
• Background in finance, FP&A, or technical sales - helps you speak the language of Pigment's buyers
• Familiarity with CS platforms (Gainsight, ChurnZero, Catalyst)
• Experience with rev rec complexities (multi-year deals, usage-based pricing, professional services)
• Strong in Excel/Google Sheets - you model scenarios and do math that finance people respect

Culture Fit:

• Comfortable with ambiguity and building processes from scratch vs optimizing existing ones
• Diplomatic - you need to push back on sales and finance without burning bridges
• Data-driven but pragmatic - not precious about perfect data if 80% accuracy drives better decisions
• Low ego - you're an enabler, not the star of the show

Requirements

• 8-12+ years in Revenue Operations, Sales Operations, or GTM strategy roles at B2B SaaS companies
• Proven track record building and leading Rev Ops teams (4-10 people)
• Deep expertise in Salesforce (admin-level knowledge of objects, fields, flows, reporting)
• Experience owning forecasting processes with demonstrated accuracy (within 5-10%)
• Background designing and managing sales compensation plans at scale
• Experience at a company selling into enterprise Finance/FP&A buyers (preferred)
• Strong financial modeling and analytical skills (Excel/Sheets fluency)
• Track record partnering with CRO, VP Sales, and CFO on strategic GTM decisions