VP, Revenue Operations

Responsibilities

• Revenue Planning & Forecasting
• Lead the end-to-end corporate sales forecasting process , partnering closely with Sales, Finance, Customer Success, Services, and Marketing leadership, ensuring a single source of truth for revenue prediction.
• Build and maintain standardized forecasting methodologies , including pipeline inspection, data science-backed conversion modeling, services analysis, and scenario planning across regions and segments.
• Own the design and governance of global sales compensation plans that reinforce GTM strategy, drive collaboration, and ensure fiscal alignment with corporate targets.
• Deliver executive-level insights on forecast risk, upside, and key performance drivers to the Senior Leadership team and Board .
• Territory, Segmentation & Quota Management
• Design and implement global territory models aligned to market potential, whitespace analysis, sales capacity planning, and service delivery constraints.
• Own annual quota-setting and allocation processes, ensuring fairness, scalability, and alignment with corporate targets.
• Monitor quota attainment trends and recommend proactive resource adjustments or strategic coverage changes.
• Pipeline Management & GTM Analytics
• Oversee robust pipeline health analytics , identifying key drivers, bottlenecks, and opportunities for acceleration across regions, segments, and partners.
• Analyze sales and marketing data to identify performance trends, conversion drivers, and areas of inefficiency across the funnel.
• Partner with Marketing, Sales and Services Leadership to drive rigorous, data-backed weekly/monthly pipeline and deal reviews.
• Collaborate with Sales, Marketing, and Product to translate product, market, and buyer-intent signals into prioritized workflows, GTM plays, and automated engagement strategies to accelerate pipeline creation and conversion.
• Own Global Services reporting and forecasting , including services revenue, P&L, budget vs. actuals, cost management, and go-live forecasting.
• Develop predictive and long-range models for pipeline, bookings, renewals, and churn, including multi-quarter (e.g., 9-quarter rolling) forecasts to inform strategic planning and investment decisions.
• Customer Lifecycle & Renewals Insights
• Develop analyses and frameworks to understand renewals performance, customer health, churn risk, and expansion opportunities .
• Establish clear measurement and executive visibility into the impact of services delivery on long-term retention, expansion, and customer value realization.
• Partner with Customer Success and Account Management to create consistent health scoring and cohort-based analyses that embed value realization across the lifecycle.
• Partner with Services to define, track, and operationalize implementation performance metrics (e.g., time-to-value) and embed them into lifecycle and renewal analytics.
• Implement system-driven monitoring and alerting to proactively identify and escalate at-risk implementations and customer engagements.
• Deliver insights that shape product, retention, and pricing/packaging strategy and renewal f

Benefits

Additional Information

About Zuora At Zuora, we help businesses grow smarter and adapt faster. Our platform powers modern business models - from subscriptions and usage-based pricing to AI-driven and outcome-based offerings - helping companies launch new products, automate complex billing, and unlock predictable, recurring revenue. We've led the Subscription Economy for more than a decade. Now we're evolving again by building the definitive platform for quote to cash and helping companies monetize their products and services with an adaptable, AI-ready foundation. The Opportunity and About the Team The VP of Revenue Operations (RevOps) / Sales Operations is a highly strategic business partner to the COO, CRO, CCO and the rest of the Executive Leadership Team, managing a global team responsible for building and optimizing the systems, processes, and analytics that drive predictable, scalable revenue performance across the customer lifecycle (Acquire, Implement, Expand, Retain). This leader is a strategic operator working along GTM, Customer Success and Services who turns strategy into repeatable execution, owning end-to-end forecasting for bookings and retention, pipeline and deal management, global analytics, territory design, quota setting, sales and services compensation , and field effectiveness . The ideal candidate has 10-15+ years of progressive experience in Enterprise/ Global SaaS revenue operations or sales and services operations and is a proven operator capable of driving commercial excellence in Salesforce and across a modern, integrated GTM tool ecosystem.

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