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Azul

Vice President, Revenue Operations

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Who We Are Looking For

We are seeking a highly strategic, analytical, and influential leader with deep expertise in sales and revenue operations. The ideal candidate is both a visionary and an operator—capable of designing scalable frameworks while executing with precision.

You bring strong executive presence, thrive in cross-functional environments, and have a proven ability to influence senior stakeholders and executive leadership. You are passionate about enabling sales teams, optimizing performance, and building the infrastructure required to scale a global SaaS or subscription-based business.

Responsibilities

  • Lead and develop a high-performing Sales Operations team, including Sales Ops, Enablement, Deals Desk, and Analytics functions.
  • Act as a strategic advisor to the CRO, identifying opportunities to improve sales performance and operational efficiency.
  • Lead annual and long-range planning processes, including sales capacity planning, territory design, and coverage models.
  • Own and optimize the end-to-end sales process, from lead handoff through deal closure and booking.
  • Ensure seamless collaboration and handoffs between Marketing/Channel, BDR, Sales, and Customer Success teams.
  • Drive the evaluation, implementation, and adoption of AI-enabled tools and capabilities (e.g., predictive forecasting, pipeline analytics, sales insights, and workflow automation) to improve sales productivity and decision-making.
  • Leverage AI and advanced analytics to enhance forecasting accuracy, identify pipeline risks/opportunities, and deliver actionable insights to Sales Leadership.
  • Manage and deliver timely and accurate Forecasting, Sales Reporting & Analytics for the Sales Organization providing weekly, monthly, and quarterly sales reporting to Sales Leadership and Executives
  • Prepare executive-level and Board of Directors (BOD) reporting materials.
  • Design and implement sales compensation plans that drive performance while optimizing sales expense.
  • Partner with Finance to manage commission calculations, payouts, and financial alignment.
  • Track and analyze quota attainment and performance across teams and regions.
  • Own and optimize the sales technology stack, including Salesforce (SFDC), Clari, Gong and related tools.
  • Ensure data integrity, system scalability, and alignment with business processes.
  • Oversee onboarding and ongoing training programs for sales teams.
  • Collaborate closely with Finance, Legal, HR, Marketing, Product, and Business Operations to align processes and priorities.
  • Build alignment and drive consensus across diverse stakeholder groups.

    • Requirements

    • Strong executive presence with the ability to influence senior leaders and drive organizational alignment.
    • Deep expertise in sales operations, forecasting, and revenue processes in a SaaS, subscription, or XaaS business model.
    • Advanced analytical and financial modeling skills, including strong proficiency in Excel and BI tools (Qlik preferred).
    • Extensive experience with CRM systems (Salesforce preferred) and sales enablement technologies.
    • Proven ability to design and implement scalable processes, systems, and compensation frameworks.
    • Experience leveraging AI/ML-driven tools (e.g., predictive analytics, conversational intelligence, sales automation) within sales or revenue operations environments.
    • Excellent communication, presentation, and stakeholder management skills.
    • Ability to thrive in a fast-paced, high-growth, global environment.

    Experience

    • 10+ years (minimum 5 years as Vice President) of senior leadership experience in Sales Operations, Revenue Operations, Sales, or Finance.
    • Proven experience managing and scaling global teams across multiple geographies.
    • Demonstrated success in improving sales productivity and driving revenue growth.
    • Strong background in P&L management, financial planning, and subscription-based business models.
    • Prior experience leading teams across Sales Operations, Deals Desk, Sales Enablement, and Data/Analytics functions.
    • Demonstrated success implementing data-driven or AI-enabled initiatives that improved forecasting accuracy, pipeline visibility, or sales productivity.

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