Vice President of Revenue Operations
Entelligence
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Benefits offered by this job
Job summary
Entelligence is seeking a VP of Revenue Operations to lead the end-to-end revenue lifecycle, including planning, forecasting, and governance. You will align Sales, Delivery, Practices, Recruiting and Finance to optimize revenue performance and profitability, with data-driven decisions and a focus on scalable processes.
The role partners with executive leadership to drive accountability, improve predictability, and accelerate growth across the company, while ensuring operational excellence and
Qualifications
- Proven experience leading Revenue Operations or similar function.
- Strong forecasting, planning and analytics capabilities.
- Ability to partner across Sales, Delivery, Finance, Product and Executive teams.
Responsibilities
- Own revenue operating model and performance metrics.
- Lead pipeline, forecasting, and revenue governance processes.
- Manage CRM governance, data quality, reporting standards and workflows.
- Drive cross-functional alignment and accountability across Sales, Delivery, Practices, Recruiting and Finance.
- Identify risks, opportunities, and ROI, and present insights to CRO and leadership.
Skills
Tools
Job description
Entelligence is a technology-enabled services company that partners with leading organizations to deliver complex implementations, scale operations, and drive customer success. Through our white-label talent delivery platform, we provide highly skilled, on-demand experts that help our customers execute critical initiatives with speed, precision, and reliability.
Entelligence is a technology-enabled services company that partners with leading organizations to deliver complex implementations, scale operations, and drive customer success. Through our white-label talent delivery platform, we provide highly skilled, on-demand experts that help our customers execute critical initiatives with speed, precision, and reliability.
We are a values-driven organization and a Great Place to Work Certified company, focused on building high-performing teams, delivering exceptional customer outcomes, and continuously improving how we operate.
- Grit: We persevere through complexity and follow through on what matters. We take ownership, solve problems, and stay committed to delivering results, even when things are challenging.
- Customer Obsession: We prioritize outcomes that earn trust and keep it. We anticipate needs, communicate clearly, and hold ourselves accountable to delivering meaningful impact for our customers.
- Courage: We take initiative and lead with purpose. We speak up, challenge assumptions, and make decisions that move the business forward.
- Speed: We move quickly and decisively while maintaining quality. We prioritize what matters, act with urgency, and execute with intention.
- Hungry: We are self-motivated and driven to improve. We seek feedback, take on more, and continuously look for ways to grow, learn, and add value.
The VP of Revenue Operations is responsible for how Entelligence plans, measures and improves revenue performance across the full revenue lifecycle. This leader will connect pipeline, forecasting, demand, delivery capacity, revenue realization and financial performance to give leadership a clear view of how the business is performing and where there are opportunities to improve.
The VP of Revenue Operations will own the revenue operating process, including revenue productivity, forecasting, pipeline governance, demand planning, revenue analytics, scorecards, and the systems and data needed to support them.
This is a highly cross functional role working across Sales, Delivery, Practices, Recruiting, Finance, Product, Alliances and Executive Leadership. The role will establish consistent revenue processes and accountability across these teams while functional leaders remain responsible for their respective areas.
- Build and manage the operating model for how Entelligence plans, measures and improves revenue performance.
- Evaluate the revenue business as a whole and identify opportunities to improve productivity, predictability, profitability and growth.
- Translate company growth goals into revenue plans, priorities, capacity requirements and performance targets.
- Develop and maintain the revenue scorecard used by leadership to measure performance.
- Track revenue productivity across pipeline, bookings, backlog, utilization, revenue realization, margin, renewals and expansion.
- Identify revenue risks, gaps and opportunities and provide recommendations to the CRO and Executive Leadership Team.
- Lead revenue planning and support monthly, quarterly and executive business reviews.
- Recommend areas for investment or improvement based on revenue performance and market opportunity.
- Own the sales operating cadence, including pipeline reviews, forecasting, territory planning, account planning and opportunity reviews.
- Establish consistent sales processes, stage definitions, qualification standards and pipeline requirements.
- Establish and monitor pipeline coverage, conversion, velocity, win rate, sales cycle and productivity measures.
- Partner with Sales leadership on quotas, territories, coverage models, incentive plans and productivity expectations.
- Own CRM governance, data quality, reporting standards, workflows and adoption.
- Lead the deal desk process in partnership with Sales, Finance and Delivery.
- Maintain visibility across new logos, account expansion, partner sourced opportunities, renewals and recurring revenue.
- Own the revenue operating forecast across practices, customers, partners and revenue types.
- Connect bookings, backlog, pipeline, delivery schedules, resource availability, utilization and historical performance into the forecast.
- Develop expected, upside, downside and capacity constrained scenarios.
- Identify revenue risks before they impact financial results.
- Partner with Finance to align the revenue operating forecast with the company financial forecast, including revenue recognition, gross profit and cash flow assumptions.
- Provide leadership with a clear view of expected revenue performance, risks and opportunities.
- Own the revenue scorecard and reporting cadence.
- Establish consistent measures and definitions across Sales, Delivery, Recruiting and Finance.
- Track revenue, productivity, margin, utilization, capacity and customer measures.
- Track DSO as part of the revenue scorecard and lead cross functional efforts to address process issues contributing to delayed invoicing or collection.
- Identify where revenue is delayed or lost between opportunity, contracting, staffing, delivery, invoicing and collection.
- Lead action plans with the appropriate functional leaders when performance is off target.
- Provide clear recommendations based on performance data.
- Own the process connecting closed business to delivery readiness and revenue realization.
- Establish consistent handoffs from Sales and Solutioning through contracting, staffing, project launch, delivery and invoicing.
- Partner with Delivery and Practice leaders to maintain visibility into project starts, staffing, utilization, milestones and expected revenue.
- Identify risks related to staffing, timing, scope, margin and customer commitments before they impact revenue.
- Track time from closed won to project launch and revenue realization.
- Partner with Finance and Delivery to reduce revenue leakage across bookings, delivery, invoicing and collections.
- Lead cross functional efforts to improve DSO in partnership with Finance.
- Own the demand planning process across pipeline, backlog, contracted work, renewals and expected customer demand.
- Translate demand into workforce needs by practice, capability, geography, role, timing and engagement type.
- Partner with Delivery, Recruiting and People & Culture to translate revenue demand into capacity and workforce plans.
- Maintain visibility into supply and demand, hiring needs, redeployment opportunities, contractor needs and capacity gaps.
- Develop scenarios showing the revenue, resource and margin impact of potential opportunities.
- Support decisions around employees, contractors, partners and other talent channels.
- Identify capacity conflicts and provide recommendations when demand exceeds available resources.
- Maintain a clear view of revenue performance across practices, offerings, customers, partners and portfolios.
- Lead portfolio reviews using revenue growth, pipeline, bookings, backlog, margin, utilization, market demand and capacity.
- Partner with Product and Practice leaders to bring new offerings into the revenue planning and delivery process.
- Track offering adoption, customer and partner concentration, revenue mix and performance.
- Recommend where the company should invest, grow, adjust or reduce focus based on revenue performance.
- Define business requirements for systems supporting the revenue lifecycle, including CRM, PSA, financial, recruiting, contracting, business intelligence and planning tools.
- Establish consistent definitions across pipeline, bookings, backlog, capacity, utilization, revenue and gross profit.
- Build executive dashboards and reporting that provide a clear view of revenue performance.
- Improve data quality, system adoption and reporting reliability.
- Identify opportunities to automate manual processes and improve productivity.
- Partner with IT and functional leaders on system changes and implementation.
- Identify ways AI and automation can improve revenue productivity, forecasting, capacity planning and decision making.
- Build an AI and automation roadmap for Revenue Operations.
- Measure impact and ROI.
- Drive adoption across revenue processes.
- Partner with IT and Executive Leadership on broader AI standards and governance.
- Build and lead the Revenue Operations function as the business grows.
- Serve as a strategic partner to the CRO on revenue performance, priorities and investments.
- Create shared visibility and accountability across Sales, Delivery, Practices, Recruiting and Finance.
- Establish clear ownership, decision rights and accountability for revenue processes that cross multiple functions.
- Lead cross functional revenue initiatives while working closely with the leaders responsible for each area.
- Build strong working relationships across the business and help resolve issues when priorities, resources or revenue commitments conflict.
Success in this role will be measured through a combination of:
- Revenue productivity
- Revenue forecast accuracy
- Bookings and revenue attainment
- Pipeline coverage and quality
- Pipeline to bookings conversion
- Win rate and sales cycle velocity
- Backlog conversion and revenue realization
- Gross profit and gross margin performance
- Demand forecast accuracy
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