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Vice President, Revenue Operations



United States
Posted on Wednesday, October 18, 2023
About Highspot
Highspot is pioneering the category that is fundamentally changing the way companies increase sales productivity. On a mission to transform the way millions of people work with sales enablement, Highspot is committed to building breakthrough software with a spark of magic. We believe a great place to work is about more than the work – it’s about what the company stands for, and how it authentically represents its values in the real world. To this end, we have put intentional focus on creating equitable workspaces for each of our employees. Our goal is to create a culture where everyone feels a deep sense of belonging and is empowered to be an agent of change, with the ability to transform themselves, their workplace, and their world.
About the Role
The Vice President of Revenue Operations will be responsible for fostering an environment of continuous improvement, setting our go-to-market operations strategy and leading our internal teams owning commissions, territory management, deal desk, renewals, revenue analytics, and platforms. You’ll work closely with the broader Revenue Strategy team, along with Marketing, Sales, Services, Finance and Accounting teams to analyze go to market data, identify areas for improvement, and propose recommendations to level up our operational excellence and sales productivity.
We’re also looking for someone who is passionate about developing individuals and teams to reach their full potential. You’re not afraid to dive into the details to show your team what success looks like in their role.
This role reports to the President, Field Operations.

What You'll Do

  • Lead the Global Revenue Operations team to develop and manage a comprehensive roadmap of strategic initiatives, using a systematic approach to balance immediate requirements with our long-term strategic vision.
  • Play a key role as a strategic advisor in our annual growth planning and long-range plan development to set targets and quota allocation across each of our teams, define our go-to-market motion including compensation plan changes and territory planning and work with partners in HR and Finance to determine headcount and future investment needs.
  • Optimize the go-to-market technology stack, analyzing current tool utilization and data integrity while recommending changes that will help the team pull the right data to influence and enable key business decisions to be made.
  • Run the sales compensation plan design process. Establish and update current sales compensation programs, policies, and procedures to drive and incentivize the right behaviors.
  • Drive improvements to reporting on sales quota attainment, pipeline through each stage of the funnel, and sales forecasting. Deliver analytics and insights to sales & finance leadership that measures key performance indicators.
  • Partner with our Sales Enablement team to improve onboarding, skill building and training programs, along with other internal teams to design and implement end-to-end streamlined workflows focused on efficiency and productivity.
  • Support go-to-market teams with renewals and deal strategy. Provide analytics and support the process to review account plans to retain and grow our customer base.

Your Background

  • 10+ years experience in Sales Operations, Sales and Pricing Strategy, Sales Enablement, Account Management, Sales, or other related fields
  • 5+ years experience leading Sales Operations teams, preferably in a SaaS business
  • Experience developing and managing high performing teams
  • Proven capacity to partner effectively with internal teams to design and implement streamlined workflows.
  • Strong analytical and problem solving skills using data insights to drive decision making.
  • Excellent interpersonal and communication skills, with the ability to tell stories through data to advise and influence decisions in partnership with the go-to-market leadership team.
  • Knowledge and hands-on experience with the sales and marketing tech stack, including Salesforce, Salesforce CPQ, and Marketo, with the technical ability to administer and refine these tools to meet business needs.
  • Proven track record of resilience, tenacity, and a “get it done” attitude, thriving under pressure while staying focused on delivering results.
Base salary range: $210,769 - $316,923. Employees may also be eligible for bonuses, stock options, and other forms of compensation.
The above represents total expected compensation for this role. Actual compensation will depend on various job-related factors, including, but not limited to, location, experience, and job qualifications.
Highspot also offers the following employee benefits for this position:
-Comprehensive medical, dental, vision, disability, and life benefits
-Health Savings Account (HSA) with employer contribution
-401(k) Matching with immediate vesting on employer match
-Flexible PTO
-8 paid holidays and 5 paid days for Annual Holiday Week
-Quarterly Recharge Fridays (paid days off for mental health recharge)
-18 weeks paid parental leave
-Professional development opportunities through LinkedIn Learning
-Access to Coaches and Therapists through Modern Health
-2 volunteer days per year
-Commuting benefits
Equal Opportunity Statement
We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of age, ancestry, citizenship, color, ethnicity, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or invisible disability status, political affiliation, veteran status, race, religion, or sexual orientation.
Did you read the requirements as a checklist and not tick every box? Don't rule yourself out! If this role resonates with you, hit the ‘apply’ button.