Optimize sales. Drive with data. Work collaboratively.
As the Vice President of Revenue Operations at CB Insights, you will play a critical role in driving the company's revenue growth and operational efficiency. You will be responsible for developing and executing strategies to optimize the company's revenue-generating functions, including sales, marketing, and customer success, and trusted to provide the data-driven framework required to make the right business decisions.
The role you'll play:
Leading our Marketing and Revenue Operations teams, you will design the strategy, choose the technology, build and maintain the infrastructure, and oversee the analytics and optimization of our GTM organization, which includes approximately 120 professionals in Sales, Customer Success and Marketing.
Your Main Tasks:
- Strategy Development:
- Collaborate with senior leadership to develop and implement revenue growth strategies aligned with the company's goals and objectives as a member of the Executive Leadership Team
- Analyze market trends, competitive landscape, and customer feedback to identify opportunities for revenue optimization
- Create and implement sales commissions plans to align seller behavior with revenue generation
- Sales Operations:
- Oversee the sales operations function, including sales forecasting, pipeline management, territory planning, and sales performance analysis
- Implement best practices and processes to streamline the sales cycle, improve sales efficiency, and maximize revenue generation
- Marketing Operations:
- Work closely with the marketing team to optimize lead generation, lead scoring, and lead nurturing processes
- Track and analyze marketing performance metrics to assess the effectiveness of marketing campaigns and initiatives
- Customer Success Operations:
- Collaborate with the customer success team to strengthen customer satisfaction, retention, and expansion
- Develop processes to monitor customer health, identify at-risk customers, and drive strategies for customer retention and upselling
- Data Analysis and Reporting:
- Utilize data analytics tools and CRM systems to generate insights into revenue performance, customer behavior, and market trends
- Prepare regular reports and dashboards for senior leadership, providing visibility into key revenue metrics and KPIs
- Cross-Functional Collaboration:
- Foster collaboration and alignment between sales, marketing, customer success, finance, and other departments to optimize revenue operations
- Serve as a liaison between different teams, facilitating communication and coordination on revenue-related initiatives
- Team Leadership and Development:
- Build and lead a high-performing revenue operations team, providing mentorship, guidance, and professional development opportunities
- Set clear goals and objectives for team members, regularly evaluating performance and providing feedback to drive continuous improvement
What you bring to the table:
- Bachelor's degree in business, marketing, finance, or a related field; MBA or equivalent experience preferred
- Proven experience (10+ years) in revenue operations, sales operations, or a related role within the SaaS industry
- Strong analytical skills with the ability to interpret complex data and derive actionable insights
- 10+ years of Salesforce experience; certification preferred; must have strong command of validation rules, process builders, object design and layout, and native reporting capabilities
- Fluency in marketing automation platforms and analytics tools
- Excellent communication and interpersonal skills, with the ability to collaborate effectively across teams and influence stakeholders at all levels.
- Proven proficiency in identifying, diagnosing, and resolving problems while prioritizing critical issues and mapping long-term departmental needs
- Strong leadership skills and people management experience
- Ability to draw actionable insights from large and complex datasets. Familiarity with BI tools preferred, strong modeling experience required
- Strong leadership abilities, with experience building and managing high-performing teams
- Results-oriented mindset with a focus on driving measurable impact on revenue performance
You'll be successful here if you are:
- Willing to get your hands dirty: we need a teammate who loves the details. If you’re used to delegating the details of reporting to your team, this job is not for you.
- A strategic leader with a commitment to developing people: we’re evolving our Ops teams. We need both strong vision AND a leader dedicated to coaching, growing, and up-leveling their team.
- Motivated by
- A Problem solver that seeks truth from complex data
- Intelligent strategist/big-picture thinker that recognizes opportunity for revenue growth
- Self-starter that learns quickly and can navigate a fast-paced environment
- Builder that enjoys implementing streamlined processes
- Able to prioritize & multi-task with exceptional time-management skills
- Relationship-builder that is able to work with various stakeholders and solve challenges in both macro and individual settings
- A believer in a get sh*t done attitude :)
Please note this is a US-based role.
In addition to base salary, this role is also eligible for a bonus opportunity.
A little bit about our pay practices: Typically, we will hire at our Hiring Target, but actual starting pay may be based on several factors, including, but not limited to, market rate, the qualified pool of candidates, internal compensation, candidate experience, and budgetary constraints.
What we're all about
We're on a mission to advance the technology economy -- one driven by innovation, markets, and entrepreneurship. We believe a thriving technology economy powers a thriving society. By synthesizing, analyzing and visualizing millions of data points, we deliver a 360° view of the technology economy – powering the insights that buyers, sellers, investors, and advisors need.
As a CBIer, you can expect to leverage generative AI to drive creativity, efficiency, and strategic decision-making. Our culture is infused with the spirit of exploration and experimentation – and AI is a catalyst for new ideas and breakthrough solutions.
Our core values:
- Build Dope Isht
- Seek the Truth
- Create Simplicity
- Dive Deep
- Push Limits
- Own Outcomes
You’ll want to work here if
- You are excited about how AI is transforming tech
- You are hungry for feedback and the chance to grow
- Your instinct is to work smarter not harder
- You love developing as a SME with a POV
- You are motivated by challenges and big ideas
- You believe in radical personal accountability
You don’t want to work here if:
- You are a tech pessimist
- Radical Candor is not your style
- You like to build big processes
- You stay @ the 30,000 foot view instead of digging into the details
- You prefer to operate in your comfort zone
- You expect to be judged by outputs instead of outcomes
What we offer:
- Award-winning culture: recognized by Inc., Glassdoor, and Built-in for leadership, career opportunity, and engagement
- Industry Insight: over 500k+ people follow our tech newsletter: sign up here
- Holistic compensation: cash, rich healthcare insurance benefits including PPO, HSA, and FSA options, Gympass, multiple mental health resources, pet insurance, 401k match, annual education stipend, and generous paid time off.
About our pay practices
We believe in recognizing and rewarding excellence. Our commitment to fairness means that compensation decisions consider factors like qualification, location, internal equity, and market data.
Our compensation philosophy goes beyond base salary. To align with your dedication and success, we offer total compensation as innovative as the work we do - this includes variable cash potential, 401k matching, flexible healthcare options plus mental health and gym resources, professional development and education stipends, great PTO, and more.
Equal Opportunity Employer: At CB Insights we know that innovation comes from collaboration, belonging, and diverse perspectives. We’re proud to be an equal opportunity employer - all applicants are considered for employment without regard to race, color, religion, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.
