Vice President of Revenue Operations (SaaS/Data Licensing Exp. Required)

Vice President of Revenue Operations
Employment Type: Full time, Individual Contributor 
Location: Hybrid schedule in McLean, VA headquarters

About the Role

We are seeking a hands-on Vice President of Revenue Operations to drive strategic revenue growth and operational excellence across our sales, marketing, and customer success organizations. This role requires a seasoned leader who can balance strategic thinking with tactical execution, leveraging deep expertise in SaaS and data licensing business models to optimize our global revenue engine.

Key Responsibilities

Revenue Strategy & Operations

• Own end-to-end revenue operations strategy, including forecasting, pipeline management, and revenue recognition across multiple business lines
• Design and implement scalable processes for SaaS subscription models and data licensing agreements
• Lead cross-functional initiatives to drive revenue growth, retention, and expansion
• Establish and maintain revenue reporting frameworks, KPIs, and executive dashboards

Sales & Marketing Pipeline Management

• Architect sophisticated lead routing, allocation, and reassignment processes to maximize conversion rates
• Implement advanced lead scoring models and territory management strategies
• Design and optimize marketing-to-sales handoff processes and service level agreements
• Build comprehensive pipeline forecasting models with scenario planning capabilities

AI & Automation

• Evaluate, implement, and optimize AI-powered tools for lead qualification, scoring, and routing
• Drive automation initiatives across CRM, marketing automation, and sales enablement platforms
• Leverage machine learning for predictive analytics and revenue forecasting
• Champion adoption of AI-driven insights to improve SDR productivity and sales performance

Required Qualifications

• 8+ years of progressive experience in revenue operations, sales operations, or marketing operations
• Proven track record in SaaS and data licensing business models with deep understanding of recurring revenue metrics
• Extensive experience with sales and marketing pipeline management, including lead allocation and routing strategies
• Demonstrated expertise in implementing AI and automation solutions for revenue operations
• Strong background in SDR operations, lead management, and sales development processes
• Advanced proficiency in CRM platforms (Salesforce preferred), marketing automation tools, and analytics platforms
• Expert-level skills in forecasting, pipeline analysis, and revenue reporting
• Experience building and leading high-performing teams
• Strong analytical and problem-solving abilities with comfort in data-heavy environments

Preferred Qualifications

• MBA or advanced degree in Business, Analytics, or related field
• Experience with enterprise B2B sales cycles and complex deal structures
• Background in data monetization and licensing models
• Proficiency in SQL, Python, or other analytical programming languages
• Experience with modern revenue operations tools and emerging AI/ML platforms
• Track record of driving significant revenue growth and operational efficiency improvements