Vice President, Revenue Operations

📋 Description

• • Architect the Revenue Operations function from the ground up, owning the end-to-end design and implementation of scalable processes, systems, and teams that support both Morning Consult’s high-growth SaaS platform and its premium professional-services offerings.
• • Serve as a strategic partner to the CEO, CRO, CFO, and other members of the executive team, translating the company’s bold vision into an actionable, data-driven operating plan with clear KPIs, quarterly OKRs, and board-level reporting cadences.
• • Lead annual and quarterly go-to-market planning cycles—territory carving, capacity modeling, quota setting, and variable-comp design—ensuring that every sales, marketing, and customer-success resource is optimally deployed against revenue targets.
• • Own and evolve the entire business-technology stack, including Salesforce, CPQ, marketing-automation, BI, and emerging AI tooling; drive integrations, data governance, and automation that turn raw data into real-time, decision-ready insight for frontline reps and executives alike.
• • Build a world-class Revenue Operations team—recruit, coach, and retain analysts, systems architects, and people leaders—while fostering an inclusive, high-trust culture that prizes curiosity, experimentation, and continuous learning.
• • Establish a single source of truth for revenue analytics: design forecasting models, pipeline-velocity dashboards, churn-propensity scores, and AI-enhanced scenario planning that allow leaders to spot risk early and double-down on upside.
• • Partner with Product and Finance to craft pricing and packaging strategies that maximize ARR, net-revenue retention, and services attach-rates; model the P&L impact of every pricing lever and present recommendations to the board.
• • Champion AI-driven innovation across the revenue engine—experiment with generative AI for proposal automation, predictive lead scoring, dynamic discount guidance, and conversational insights—then scale the winners into production.
• • Own change-management for all GTM process rollouts: create playbooks, training curricula, and adoption metrics that ensure new workflows stick and drive measurable lift in win-rate, cycle-time, and expansion revenue.
• • Present monthly and quarterly business reviews to the board of directors, distilling complex data into crisp narratives that highlight progress, surface risks, and recommend decisive actions.
• • Proactively identify friction in the customer journey—from first touch to renewal—and orchestrate cross-functional squads to eliminate bottlenecks, reduce churn, and accelerate expansion.
• • Embed a culture of experimentation: run A/B tests on cadences, messaging, and pricing; institutionalize learnings so that every rep benefits from the fastest-growing tactics in the field.
• • Collaborate with Marketing to optimize lead flow, account-based scoring, and attribution models; ensure that every MQL has a clear SLA, routing path, and revenue outcome.
• • Oversee sales compensation design and administration, balancing simplicity for reps with precision for finance; partner with the People team to ensure plans are equitable, motivational, and fully auditable.
• • Establish rigorous data-quality standards—duplicate management, enrichment, and hygiene—so that AI models and executive decisions are built on trustworthy, high-resolution data.
• • Serve as the connective tissue between Sales, Marketing, Customer Success, Finance, and Product, ensuring that strategic priorities, resource allocation, and customer feedback loops are tightly synchronized.