Revenue Operations Business Partner, Strategic

Overview

We're looking for a Revenue Operations Business Partner, Strategic to serve as a strategic advisor and operator for Procore's Strategic Sales leadership team. In this role, you will partner closely with sales leaders to influence outcomes across complex, high-impact revenue motions and help evolve Strategic Sales into a world-class, data-driven organization with strong operating discipline and decision-making rigor.

As part of Procore's Corporate Strategy & Operations organization, you will collaborate with Strategic Sales leadership and cross-functional partners - including Revenue Operations, Systems, Data & Insights, Finance, Planning, Compensation, Pricing, and Enablement. You will leverage data, field insights, and corporate priorities to improve execution, shape strategy, and accelerate sustainable growth.

This position reports to the Senior Director, NAMER Revenue Operations Business Partners and has the opportunity to work remotely from any U.S. location or be based in one of our U.S. offices. We re looking for someone to join us immediately.

• Partner with Strategic Sales leadership to manage core operating rhythms, including territory design, capacity planning, pipeline inspection, forecasting discipline, and CRM accuracy.
• Ensure executional rigor across Salesforce, account ownership, opportunity management, and deal governance.
• Lead the design, standardization, and ongoing evolution of Strategic Sales account planning, ensuring plans are tightly aligned to revenue strategy, customer segmentation, and growth priorities.
• Act as a peer to the sales organization - coaching, challenging assumptions, and constructively learning to improve execution and outcomes.
• Proactively identify and remove operational or process blockers impacting deal velocity and seller productivity.

• Analyze performance across key metrics including Total New, NNARR, GRR, pipeline coverage, win rates, and cycle times, and articulate how GTM models, incentives, and booking dynamics influence results.
• Go beyond dashboards by pulling data extracts and investigating root causes when answers are not readily available.
• Partner with Insights teams to translate analysis into clear, executive-ready recommendations.
• Maintain strong data governance and a trusted source of truth for Strategic Sales performance.

• Support annual and quarterly planning cycles, including segmentation, territory and coverage models, quota setting, and capacity planning.
• Evaluate performance drivers across strategic accounts to inform investment decisions and growth priorities.
• Partner with Finance and Compensation to align incentives and operating models to business objectives.
• Apply strong business judgment to assess tradeoffs and guide leadership decisions.

• Help mature Strategic Sales operations through process improvement, operating model evolution, and technology enhancements.
• Lead change initiatives such as deal governance improvements, automation, AI-enabled insights, and forecasting enhancements.
• Act as a thought partner to senior leadership, bringing structured problem-solving and data-backed perspectives.
• Break down silos by convening cross-functional teams to solve complex business challenges.

• Ensure effective rollout and adoption of tools, workflows, and rules of engagement supporting complex sales motions.
• Partner with Enablement on onboarding, playbooks, and training aligned to Strategic Sales workflows.
• Partner with Enablement to operationalize account planning through tooling, templates, workflows, and training, and ensure consistent adoption across Strategic Sales.
• Establish feedback loops and usage metrics to continuously improve account planning effectiveness and seller experience.
• Contribute to global sales operating standards and executive-ready materials.
• Simplify processes to reduce friction and increase seller effectiveness.

• Excellent Business Acumen - Strong understanding of SaaS revenue metrics (Total New, NNARR, GRR) and how GTM models, incentives, and booking mechanics drive outcomes.
• Analytical & Curious - Comfortable going beyond standard reporting, pulling raw data, and investigating ambiguous questions.
• Strategic Storytelling - Ability to synthesize complex problems into clear narratives that explain trends and recommended actions.
• Executive Presence - Capable of delivering concise, executive-ready insights and presentations.
• Cross-Functional Leadership - Builds strong partnerships and regularly brings teams together to remove silos.
• Peer-Level Sales Partner - Coaches and influences sales leaders with credibility, empathy, and accountability.
• Proactive & Resourceful - Anticipates issues, moves quickly, and takes ownership in fast-paced environments

• 8+ years of experience in Revenue or Sales Operations supporting large-scale B2B…