Job description
Vice President of Revenue Operations
Employment Type: Full time, Individual Contributor
Location: Hybrid schedule in McLean, VA headquarters
About the Role
We are seeking a hands-on Vice President of Revenue Operations to drive strategic revenue growth and operational excellence across our sales, marketing, and customer success organizations. This role requires a seasoned leader who can balance strategic thinking with tactical execution, leveraging deep expertise in SaaS and data licensing business models to optimize our global revenue engine.
Key Responsibilities
Revenue Strategy & Operations
- Own end-to-end revenue operations strategy, including forecasting, pipeline management, and revenue recognition across multiple business lines
- Design and implement scalable processes for SaaS subscription models and data licensing agreements
- Lead cross-functional initiatives to drive revenue growth, retention, and expansion
- Establish and maintain revenue reporting frameworks, KPIs, and executive dashboards
Sales & Marketing Pipeline Management
- Architect sophisticated lead routing, allocation, and reassignment processes to maximize conversion rates
- Implement advanced lead scoring models and territory management strategies
- Design and optimize marketing-to-sales handoff processes and service level agreements
- Build comprehensive pipeline forecasting models with scenario planning capabilities
AI & Automation
- Evaluate, implement, and optimize AI-powered tools for lead qualification, scoring, and routing
- Drive automation initiatives across CRM, marketing automation, and sales enablement platforms
- Leverage machine learning for predictive analytics and revenue forecasting
- Champion adoption of AI-driven insights to improve SDR productivity and sales performance
Required Qualifications
- 8+ years of progressive experience in revenue operations, sales operations, or marketing operations
- Proven track record in SaaS and data licensing business models with deep understanding of recurring revenue metrics
- Extensive experience with sales and marketing pipeline management, including lead allocation and routing strategies
- Demonstrated expertise in implementing AI and automation solutions for revenue operations
- Strong background in SDR operations, lead management, and sales development processes
- Advanced proficiency in CRM platforms (Salesforce preferred), marketing automation tools, and analytics platforms
- Expert-level skills in forecasting, pipeline analysis, and revenue reporting
- Experience building and leading high-performing teams
- Strong analytical and problem-solving abilities with comfort in data-heavy environments
Preferred Qualifications
- MBA or advanced degree in Business, Analytics, or related field
- Experience with enterprise B2B sales cycles and complex deal structures
- Background in data monetization and licensing models
- Proficiency in SQL, Python, or other analytical programming languages
- Experience with modern revenue operations tools and emerging AI/ML platforms
- Track record of driving significant revenue growth and operational efficiency improvements
Benefits
We focus on doing things differently and challenge each other to be the best we can be.
- Excellent benefits package, including medical, dental, and vision insurance
- Premiums are 100% covered for employees and 50% covered for dependents
- Unlimited PTO
- 401(k) Plan
- Monthly internet reimbursement
- Casual, remote work environment
- Hybrid, flexible hours
- Opportunity for advancement
- Extremely competitive compensation
About Pixalate
Pixalate offers the market-leading fraud protection, privacy, and compliance analytics platform for Connected TV (CTV), Mobile Apps, and Websites.
Our platform has been used to unearth multiple high-profile criminal and illegal surveillance cases, including:
- Gizmodo: An iCloud Feature Is Enabling a $65 Million Scam, New Research Says
- Adweek:A 7-Figure Ad Fraud Scheme Running on Roku Underlines Murkiness of CTV
- Washington Post: Your kids’ apps are spying on them
- Pro Publica: Porn, Piracy, Fraud: What Lurks Inside Google’s Black Box Ad Empire
- ABC7 News: The State of Children’s Privacy Online
- NBC News: How many apps are tracking your children
Our team of lawyers, data scientists, engineers, economists, and researchers spans globally with presence in California, New York, Washington DC, London and Singapore.
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