Job description
ABOUT THE ROLE
Accela is seeking a strategic and results-driven Vice President, Revenue Operations to lead and scale our Revenue Operations organization. This executive will play a critical role in driving bookings growth, enhancing sales effectiveness, and ensuring operational excellence across the revenue lifecycle. The ideal candidate will be a hands-on leader with deep experience in enterprise SaaS, a strong analytical mindset, and a passion for building and optimizing high-performing teams and processes.
SPECIFIC RESPONSIBILITIES
- Lead and scale the Revenue Operations function, aligning strategy, execution, and analytics to accelerate revenue growth.
- Oversee and integrate the following key operational teams:
- Proposal Management – Ensure timely, accurate, and compelling proposal delivery that supports sales goals.
- Sales Operations – Streamline sales processes, manage territory planning, quota setting, and CRM optimization.
- Deal Desk – Provide strategic deal support, governance, and pricing analysis to enable complex deal structuring.
- Order Management – Ensure smooth order processing and contract execution in alignment with revenue recognition standards.
- Renewals – Drive retention and expansion through proactive renewals management and customer lifecycle insights.
- Partner closely with Sales, Finance, Marketing, Legal, Product, and Customer Success teams to drive cross-functional alignment and scale go-to-market operations.
- Own and evolve the revenue technology stack (e.g., Salesforce, CPQ, Clari, etc.) to support scalable and efficient sales execution.
- Develop and deliver data-driven insights and dashboards for revenue forecasting, pipeline health, and sales productivity.
- Drive continuous improvement through process optimization, automation, and best practices.
- Lead, coach, and develop a high-performing Revenue Operations leadership team.
REQUIRED QUALIFICATIONS
- 10+ years of experience in Revenue Operations, Sales Operations, including 5+ years in a senior leadership role within a high-growth B2B SaaS organization.
- Proven ability to scale and lead cross-functional operational teams in a fast-paced, complex environment.
- Strong understanding of the end-to-end revenue lifecycle, including sales enablement, forecasting, deal structuring, contracting, and renewals.
- Strong expertise in high growth enterprise software sales GTM strategy and execution
- Highly analytical with experience in business intelligence, financial modeling, and performance management.
- Excellent communication and stakeholder management skills.
- Proficiency with Salesforce and other RevOps tools (CPQ, Clari, Gainsight, etc.).
- Bachelor’s degree required; MBA or equivalent advanced degree preferred.
ABOUT ACCELA
For nearly 20 years, Accela has been an industry leader in designing and delivering government software to improve efficiency, increase citizen engagement and enable the development of thriving communities. Today, citizens are savvy to how services should be delivered, and expect a consistently convenient, openly transparent view into their local government. While government agencies struggle to do more with less, our mission has never been more critical. Accela provides a robust, cloud-based platform of government software solutions that accelerate growth, efficiency, and transparency in communities of all sizes. From planning, to building, to service request management and more, Accela’s SaaS offerings level the playing field for small and medium governments and enable smaller agencies to leverage larger city technologies. Our open and flexible technology helps agencies address specific needs today, while ensuring they are well prepared for the emerging challenges of the future.
OUR COMMITMENT TO DIVERSITY, EQUITY, AND INCLUSION Accela believes in developing and nurturing a workplace community where our differences are celebrated, and everyone feels a sense of psychological safety and belonging. Accela is committed to putting resources and attention towards evolving our practices, policies, and philosophies to enable diversity to thrive and to support equity in opportunity for everyone.
COMPENSATION AND WELL-BEING
The annual base salary range for this full-time position is $230,000 - $275,000. The actual annual base salary offered may be adjusted based on a variety of factors, including but not limited to, location, education, skills, training, and experience. In addition to an annual base salary, this role is eligible to earn commissions.
Accela’s U.S. team members will receive a generous benefits package consisting of options including medical, dental, and vision plans, family planning benefits, 401(k) retirement savings plan with company match, health savings account with company contributions, flexible spending account, life, accident, and disability coverage, business travel insurance, employee assistance programs, and other well-being benefits.
Accela is an Equal Opportunity Employer/Affirmative Action Employer and will respond to requests for job accommodations.
All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, national origin, protected veteran status, or based on disability, gender identity, and sexual orientation.
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