VP Revenue Operations

HALO Branded Solutions; United States; On-site; USD 175,000 - 250,000; Full time

Benefits offered by this job

Comprehensive medical, dental, and vision coverage

401(k) Retirement Savings Plan

Health Savings Accounts (HSA)

Flexible Spending Accounts (FSA)

Job summary

A leading promotional products company is seeking a Vice President of Revenue Operations, responsible for optimizing the revenue engine across sales, marketing, and finance. The ideal candidate will have 12+ years of experience in revenue operations and expertise in CRM and data analytics. This strategic role includes developing go-to-market strategies, overseeing sales planning, and managing recruiting strategies. A competitive salary ranging from $175,000 to $250,000 annually is offered along with comprehensive benefits including medical, dental, and retirement plans.

Qualifications

• Experience in Revenue Operations, Sales Operations, or Commercial Strategy for over 12 years.
• Expertise in CRM and analytics platforms.
• Demonstrated success in pipeline management and sales compensation.

Responsibilities

• Architect and optimize the revenue engine across departments.
• Lead sales planning and territory design.
• Manage AE recruiting strategy and funnel analytics.
• Oversee the CRM and automation of revenue processes.

Skills

B2B product experience

Analytical skills

Financial skills

Problem-solving skills

Sales compensation knowledge

Education

Bachelor’s degree in Finance, Accounting, or related field

MBA

Tools

Salesforce

Analytics platforms

Job description

We are HALO! We connect people and brands to create unforgettable, meaningful, and lasting experiences that build brand engagement and loyalty for our over 60,000 clients globally, including over 100 of the Fortune 500. Our nearly 2,000 employees and 1,000 Account Executives located in 40+ sales offices across the United States are the reason HALO is #1 in our $25B industry.

Successful candidates will have experience working with B2B products (not including software or services).

Position Overview

The Vice President, Revenue Operations is a strategic executive leader responsible for architecting and optimizing the full revenue engine across Sales, Marketing, Operations, and Finance. This role ensures the organization has the right systems, processes, data, and governance to drive predictable revenue growth, improve sales productivity, and enable informed decision‑making. This leader will oversee GTM strategy, sales planning, forecasting, compensation design, CRM ownership, performance analytics, sales enablement, sales process optimization, and the alignment of revenue teams.

Duties and Responsibilities

Go-to-Market Strategy, Segmentation & Process Design

• Lead the development and continuous refinement of the GTM strategy, including customer segmentation, role design, buyer journey alignment, and channel strategy.
• Operationalize segmentation by defining clear customer tiers, coverage models, and rules of engagement across Sales, Marketing, and Operations.
• Architect the full GTM process, including top-, middle-, and bottom-of-funnel process design, ensuring efficiency and clarity across the revenue lifecycle.
• Define and optimize funnel stages, conversion expectations, lead routing logic, and interlock processes between teams.

Sales Planning, Territory Design & Revenue Architecture

• Lead end-to-end sales planning, including capacity planning, rep and leader-level targets, forecasting models, and hiring plans.
• Design territories and account allocations that are equitable, data-driven, and aligned with growth opportunities.
• Own quota setting, allocation methodologies, and annual planning cycles.
• Develop revenue models and scenarios to guide investment decisions and headcount allocation.
• Build and maintain comprehensive Sales reporting, including dashboards, KPIs, pipeline health indicators, funnel conversion metrics, bookings, win/loss, and revenue attainment.
• Establish a rigorous pipeline management framework, including stage definitions, inspection cadences, forecasting structures, and accuracy governance.
• Run weekly pipeline reviews, forecast calls, and monthly/quarterly business reviews with Sales leadership.
• Ensure the executive team has real-time visibility into performance, risks, gaps, and opportunities.
• Design, model, and administer all sales compensation plans, including quota mechanics, accelerators, SPIFFs, incentive structures, and special programs.
• Ensure incentive plans create clarity and motivation, reinforce desired behaviors, and are financially responsible.
• Conduct regular compensation reviews, aligning incentives with business goals, segmentation strategies, and market conditions.

Talent Strategy: AE Recruiting, Funnel Recruiting & Capacity Alignment

• Own AE recruiting strategy in partnership with Sales leadership and Talent Acquisition, ensuring hiring aligns with capacity models and revenue goals.
• Define recruiting targets, including required headcount, backfill assumptions, and ramp timelines.
• Manage top- and middle-of-funnel recruiting activities, including outreach strategy, pipeline development, screening criteria, and funnel analytics.
• Ensure recruiting velocity, quality, and funnel throughput meet growth and productivity needs.

Business Development Alignment & Demand Funnel Optimization

• Partner with Marketing and Business Development to qualify and prioritize leads, ensuring alignment with segmentation and coverage models.
• Govern the full lead management process: lead scoring, routing, SLAs, handoff quality, and conversion expectations.
• Ensure BD/SDR activities support pipeline coverage goals and that conversion metrics are tracked and optimized.

Revenue Systems, CRM Ownership & Process Automation

• Serve as executive owner of the CRM (e.g., Salesforce) and revenue tech stack, governing data quality, adoption, enablement, and system optimization.
• Identify opportunities to automate workflows, improve data quality, and enhance usability across the revenue engine.
• Implement scalable tools that improve forecasting, planning, lead routing, analytics, onboarding, and performance management.
• Lead onboarding programs, training, skill development, and the creation of playbooks, battlecards, and selling frameworks.
• Develop a performance management structure that supports top sellers while driving remediation plans for underperforming reps.
• Partner with sales leadership to ensure sellers are equipped for success across all stages of the funnel.
• Lead the Deal Desk to support deal structuring, pricing, discount governance, and non‑standard approval workflows.
• Align pricing strategy with competitive positioning, customer value, margin goals, and market dynamics.
• Monitor pricing performance and collaborate on improvements to win rates, retention, and customer lifetime value.

Requirements

• Bachelor’s degree in Finance, Accounting, Economics, or related field required.
• MBA, CPA, or CFA strongly preferred.
• 12+ years of progressive experience in Revenue Operations, Sales Operations, or Commercial Strategy.
• Expertise in CRM systems (e.g., Salesforce), analytics platforms, forecasting tools, and sales engagement technologies.
• Deep expertise in pipeline management, segmentation, forecasting, sales compensation, and GTM operations.
• Experience owning AE/sales recruiting pipelines, hiring targets, and top-of-funnel recruiting strategies.
• Demonstrated ability to architect scalable processes and operational systems.
• Strong analytical, financial, and problem-solving skills with experience leading executive-level reporting.
• Proven success influencing cross-functional teams and partnering at the executive level.

Compensation

The estimated salary range for this position is between $175,000 - $250,000 annually. Please note that this pay range serves as a general guideline and reflects a broad spectrum of labor markets across the US. While it is uncommon for candidates to be hired at or near the top of the range, compensation decisions are influenced by various factors. At HALO, these include, but are not limited to, the scope and responsibilities of the role, the candidate's work experience, location, education and training, key skills, internal equity, external market data, and broader market and business considerations.

Benefits

At HALO, we offer benefits that support all aspects of your life, helping you find a work-life balance that’s right for you. Our comprehensive benefits include nationwide coverage for Medical, Dental, Vision, Life, and Disability insurance, along with additional Voluntary Benefits. Prepare for your financial future with our 401(k) Retirement Savings Plan, Health Savings Accounts (HSA), and Flexible Spending Accounts (FSA).