SVP Revenue Operations

Overview

You build and run the revenue operations function for Litmos, a 222-person LMS company. You report directly to the CRO and are responsible for the systems, data, processes, and insights that drive the entire go-to-market organization. You're the person the CRO relies on to know if the number is real, where the bottlenecks are, and what needs to change.

Role Snapshot

Company Context

Stage: Growth stage (222 employees, established product)

Size: 222 employees

Growth: CRO building leadership team to scale to next phase, heavy focus on operational rigor

Market Position: Established LMS player needing better systems and processes to compete and scale efficiently

GTM Reality

Your Scope:

• Sales Operations (forecasting, pipeline, territories, comp plans)
• Marketing Operations (lead routing, attribution, funnel metrics)
• Customer Success Operations (renewals, expansion, churn analysis)
• Systems Administration (Salesforce, BI tools, sales engagement platforms)
• GTM Analytics and Insights (board reporting, QBR prep, performance analysis)
• Deal Desk and Pricing Operations (quote approvals, contract terms)

Current State: Likely inherited systems that need cleanup - Salesforce data quality issues, manual reporting, inconsistent forecasting methodology, limited automation.

Team: You'll probably manage 3-6 people across sales ops, systems, and analytics, with possibility to grow the team.

Competitive Landscape

N/A - This is an internal operations role, though you need to understand how competitors go to market to help position Litmos effectively.

What You'll Actually Do

Time Breakdown

Strategic Planning (25%) | Systems & Process (25%) | Forecasting & Analysis (20%) | Executive Reporting (15%) | Team Management (15%)

Key Activities

• Weekly Forecast Reviews: You spend 4-6 hours weekly building and pressure-testing the forecast with sales leaders. You're the bad cop who challenges pipeline quality, commit deals, and best-case scenarios. The CRO needs to know the real number.
• Salesforce and Tech Stack Management: You're constantly cleaning up data quality issues, building reports and dashboards, implementing new tools, and training teams on proper usage. Expect a lot of "Salesforce isn't working" escalations.
• Territory Planning and Capacity Modeling: You design territories, determine how many reps are needed to hit next year's targets, and model different scenarios for hiring plans and productivity improvements.
• Compensation and Quota Setting: You design comp plans, set quotas, handle attainment calculations, and field disputes about commission payments. This gets messy during plan year transitions.
• Board and QBR Prep: You build the revenue slides for board decks and quarterly business reviews. You're translating messy operational reality into clean executive narratives while staying honest about risks.
• GTM Process Design: The CRO wants "operating rigor" which means you're documenting and implementing processes for everything from lead handoff to deal approvals to renewal motions. You're changing how people work, which means change management.
• AI and Automation Initiatives: The job description mentions "AI-enabled productivity" which likely means you're evaluating and implementing tools like Gong, Clari, Outreach, or AI note-taking/coaching tools.

The Honest Reality

What's Hard

• Salesforce is a mess: You'll inherit dirty data, custom fields no one understands, broken workflows, and reports that don't match. Cleaning this up while keeping the business running is thankless work.
• Everyone wants something different from you: Sales wants reports that make them look good. Marketing wants credit for pipeline. Finance wants conservative forecasts. The CRO wants the truth. You're constantly navigating conflicting stakeholder demands.
• Forecasting in a long-cycle business is hard: LMS deals slip constantly due to budget freezes, L&D reprioritization, and long procurement cycles. Building an accurate forecast model takes time and you'll be wrong a lot early on.
• Change management is exhausting: Getting reps to actually use new tools, follow new processes, or enter data consistently requires constant reinforcement and enforcement. You'll feel like you're nagging.
• You're always the blocker: When someone wants to do something quickly and you need to slow down to do it right (proper Salesforce config, legal review, data validation), you're the bad guy.
• Limited resources: You probably have a small team and lots to do. Prioritization is constant and you can't fix everything at once.

What Success Looks Like

• Forecast accuracy within 5% by end of year one (measured weekly/monthly)
• Salesforce data quality above 90% (complete/accurate fields on opps and accounts)
• Reducing sales cycle length by 15-20% through process improvements and removing friction
• Leadership team makes faster, better decisions based on your insights and dashboards
• Successfully implementing 2-3 major system or process improvements that measurably impact revenue
• Rep satisfaction with tools and processes improves (even if they complain about change initially)

Who You Support

Primary Stakeholders:

• CRO (your boss - needs trusted insights and strategic partnership)
• VP Sales (needs clean pipeline data, accurate forecasts, operational support)
• CMO (needs lead routing, attribution, and funnel optimization)
• VP Customer Success (needs renewals/expansion data and process)
• CFO (needs revenue forecasts, bookings data, and financial reporting)

What They Need From You:

• Accurate, real-time visibility into pipeline and forecast
• Clean data they can trust for decision-making
• Processes that help them scale without adding headcount
• Insights on what's working and what's not in the GTM motion
• Systems that work and don't create more work for their teams

Requirements

• 10+ years in revenue operations, sales operations, or GTM leadership roles
• Strong track record building RevOps from scratch or scaling it in growth-stage companies
• Deep Salesforce expertise (admin certification preferred, architect-level thinking)
• Experience with modern GTM tech stack (BI tools, sales engagement platforms, forecasting tools, CPQ)
• Strong data analysis skills - SQL, Excel/Sheets mastery, experience with Tableau/Looker/PowerBI
• Strategic thinker who can also roll up sleeves and fix broken Salesforce workflows
• Experience partnering with C-level execs on GTM strategy and planning
• Track record designing and implementing sales compensation plans
• Understanding of SaaS metrics (ARR, bookings, pipeline coverage, win rates, CAC, LTV)
• East Coast based strongly preferred (time zones for CRO partnership)