Vice President, Revenue Operations

Summary

Join Accela as the Vice President, Revenue Operations, leading and scaling the Revenue Operations organization to drive bookings growth and enhance sales effectiveness. This executive role requires a hands-on leader with deep enterprise SaaS experience, a strong analytical mindset, and a passion for building high-performing teams. You will oversee key operational teams including Proposal Management, Sales Operations, Deal Desk, Order Management, and Renewals. The position demands cross-functional collaboration with Sales, Finance, Marketing, Legal, Product, and Customer Success teams. You will own and evolve the revenue technology stack and develop data-driven insights for revenue forecasting and sales productivity. Lead, coach, and develop a high-performing Revenue Operations leadership team.

Requirements

• 10+ years of experience in Revenue Operations, Sales Operations, including 5+ years in a senior leadership role within a high-growth B2B SaaS organization
• Proven ability to scale and lead cross-functional operational teams in a fast-paced, complex environment
• Strong understanding of the end-to-end revenue lifecycle, including sales enablement, forecasting, deal structuring, contracting, and renewals
• Strong expertise in high growth enterprise software sales GTM strategy and execution
• Highly analytical with experience in business intelligence, financial modeling, and performance management
• Excellent communication and stakeholder management skills
• Proficiency with Salesforce and other RevOps tools (CPQ, Clari, Gainsight, etc.)
• Bachelor's degree required; MBA or equivalent advanced degree preferred

Responsibilities

• Lead and scale the Revenue Operations function, aligning strategy, execution, and analytics to accelerate revenue growth
• Oversee and integrate the following key operational teams: Proposal Management – Ensure timely, accurate, and compelling proposal delivery that supports sales goals. Sales Operations – Streamline sales processes, manage territory planning, quota setting, and CRM optimization. Deal Desk – Provide strategic deal support, governance, and pricing analysis to enable complex deal structuring. Order Management – Ensure smooth order processing and contract execution in alignment with revenue recognition standards. Renewals – Drive retention and expansion through proactive renewals management and customer lifecycle insights
• Partner closely with Sales, Finance, Marketing, Legal, Product, and Customer Success teams to drive cross-functional alignment and scale go-to-market operations
• Own and evolve the revenue technology stack (e.g., Salesforce, CPQ, Clari, etc.) to support scalable and efficient sales execution
• Develop and deliver data-driven insights and dashboards for revenue forecasting, pipeline health, and sales productivity
• Drive continuous improvement through process optimization, automation, and best practices
• Lead, coach, and develop a high-performing Revenue Operations leadership team

Benefits

• Medical, dental, and vision plans
• Family planning benefits
• 401(k) retirement savings plan with company match
• Health savings account with company contributions
• Flexible spending account
• Life, accident, and disability coverage
• Business travel insurance
• Employee assistance programs
• Other well-being benefits