Vice President, Revenue Operations

Job Location (Short):
Madison, Alabama-USA

Workplace Type:
Remote

The Vice President, Revenue Operations leads the strategy, systems, processes, governance, and analytics that power Octave’s global revenue engine across AMS, EMIA, APAC, and China and all four product lines (SIG, ALI, ETQ, and Bricsys).This executive owns the end-to-end revenue operating model, including planning, territories, quotas, compensation, forecasting, pipeline governance, deal desk, quote-to-cash, bookings policy, revenue systems, and executive reporting.

This is a hands-on leadership role requiring strong business and financial acumen, analytical depth, and operational discipline. The successful candidate will establish a consistent source of truth for bookings, ARR, forecasting, pipeline health, and performance while aligning Sales, Finance, Customer Success, Partners, Services, and Executive Leadership around consistent processes and data.

Key Responsibilities

Revenue Planning & Performance

• Lead annual and quarterly revenue planning, including capacity modeling, headcount planning, territory design, account segmentation, quota allocation, and sales compensation.
• Conduct ongoing coverage and capacity reviews, identify performance gaps, and recommend actions to achieve revenue targets.
• Partner with Sales and Finance to connect revenue plans, investments, and performance expectations.
• Own the global forecasting process, reporting cadence, and forecast accuracy.
• Establish and enforce pipeline standards, opportunity management practices, qualification criteria, and data hygiene.
• Analyze and challenge revenue data and assumptions
  , delivering insights and variance analysis to support executive decision-making.
• Drive consistency in key metrics including bookings, ARR, pipeline coverage, win rates, productivity, retention, and forecast performance.

Bookings, Deal Desk & Quote-to-Cash

• Own global bookings policies and governance in partnership with Finance and Revenue Accounting.
• Lead deal desk operations, pricing governance, approval workflows, and contract review processes.
• Ensure accurate, compliant, and auditable quote-to-cash execution, including quarter-end booking validation and reconciliation.
• Own the revenue technology ecosystem, including CRM, CPQ, forecasting, analytics, and related integrations.
• Govern revenue data quality, account structures, territory management, and performance reporting.
• Drive improvements and automation across revenue processes, systems, and reporting.

Cross-Functional & Team Leadership

• Partner closely with Finance, Revenue Accounting, Customer Success, Renewals, Professional Services, Partners, Enablement, HR, and Legal.
• Build and lead a global Revenue Operations organization spanning planning, compensation, forecasting, analytics, systems, data management, deal desk, and order operations.
• Drive accountability, continuous improvement, and adoption of consistent global processes.

• 12+ years of progressive experience in Revenue Operations, Sales Operations, Finance, FP&A, or go-to-market strategy within a global SaaS or enterprise software organization.
• 5+ years in a senior leadership role with direct ownership of Revenue Operations for a multi-region, multi-product business.
• Strong experience across revenue planning, forecasting, pipeline governance, analytics, deal desk, and quote-to-cash
  .
• Deep understanding of SaaS and recurring-revenue metrics, including ARR, bookings, pipeline, and forecast performance.
• Demonstrated ability to personally analyze data, challenge assumptions, and translate insights into executive-level decisions.
• Experience designing territories, quotas, capacity models, and compensation plans across regions and currencies.
• Experience operating CRM, CPQ, forecasting, and analytics platforms at scale.
• Strong understanding of bookings governance and experience partnering with Finance/Revenue Accounting on ASC 606, controls, and audit requirements.
• Strong executive presence and proven ability to influence senior Sales, Finance, and cross-functional leaders.
• Bachelor’s degree in business, finance, engineering, or a related field.
• Willingness to travel domestically and internationally as required.

Preferred

• Experience in FP&A or commercial finance before or alongside Revenue Operations.
• Experience supporting a transition from perpetual licensing to SaaS or recurring-revenue models
  .
• Experience in a publicly traded software company, including SOX and audit support.

Octave provides…