VP Revenue Operations

Career Guide

A VP of Revenue Operations leads the systems, processes, and analytics that help Sales, Marketing, and Customer Success work as one revenue engine. The goal is predictable growth through clean data, clear handoffs, consistent forecasting, and efficient go to market execution.

Key Responsibilities

Define and run the revenue operations strategy and annual operating plan
Align Sales, Marketing, and Customer Success processes and handoffs
Own forecasting standards and the forecast operating rhythm
Design territory, segment, and quota frameworks
Lead pipeline management and conversion improvement efforts
Set and monitor revenue performance metrics and dashboards
Oversee CRM governance and data quality standards
Manage the revenue technology stack and tool adoption
Partner with Finance on planning, budgeting, and performance reviews
Build and lead the Revenue Operations team, including hiring and development

Top Skills for Success

Executive Stakeholder Management

Strategic Planning

Change Management

Cross Functional Leadership

Sales Forecasting

Pipeline Management

Go To Market Planning

Revenue Analytics

CRM Administration

Data Governance

Territory Design

Quota Setting

Career Progression

Can Lead To

Chief Revenue Officer

Chief Operating Officer

VP Sales Operations

VP Business Operations

Head of Revenue Operations

Transition Opportunities

VP Sales

VP Customer Success

VP Strategy

General Manager

Common Skill Gaps

Often Missing Skills

Forecasting Accuracy ManagementCRM Data Quality ManagementSales Compensation DesignRevenue Technology ArchitectureExecutive CommunicationOperational Scaling

Development SuggestionsBuild a clear portfolio of outcomes such as forecast accuracy improvement, cycle time reduction, win rate lift, and higher tool adoption. Strengthen executive communication with concise weekly business reviews, clear metrics definitions, and decision focused recommendations.

Salary & Demand

Median Salary Range

Entry LevelUSD 180,000 to 240,000 base

Mid LevelUSD 240,000 to 320,000 base

Senior LevelUSD 320,000 to 450,000 base

Growth Trend

Strong demand, especially in SaaS and B2B services, driven by tighter budgets, the need for accurate forecasting, and increased focus on efficiency.

Companies Hiring

Major Employers

SalesforceHubSpotServiceNowWorkdayAdobeShopifySnowflakeDatadogAtlassianZoom

Industry Sectors

Software as a ServiceCloud InfrastructureCybersecurityFinancial TechnologyHealthcare TechnologyBusiness ServicesEcommerceTelecommunications

Recommended Next Steps

Create a revenue operating cadence with defined owners, inputs, and decision points

Audit the CRM for field standards, stage definitions, and data completeness

Standardize pipeline stages and exit criteria across teams

Implement a forecasting framework with consistent inspection and coaching loops

Map the full lead to cash process and remove friction at handoffs

Define a core metrics set for acquisition, expansion, retention, and efficiency

Build a prioritized roadmap for tools, integrations, and automation

Develop a talent plan for analytics, systems, and process leadership roles