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Arize is seeking a strategic and operationally excellent Revenue Operations Leader to serve as the operational backbone of our go-to-market (GTM) organization. In this critical role, you'll align and optimize Sales, Marketing, Customer Success, and Partnerships functions to drive predictable, scalable revenue growth. This is a hands-on leader who will establish systems, processes, data infrastructure, and operational cadence that enable our teams to execute with precision and visibility. You will report directly to the President and work closely with the Sales, Marketing, Customer Success, and Partnerships leaderships to be the glue between departments, driving operational efficiency, and creating a data driven revenue culture across the entire organization.
Job Responsibility:
Strategic Alignment & GTM Operations: Establish unified revenue goals and KPIs across Sales, Marketing, Customer Success, and Partnerships aligned to company objectives. Drive alignment through annual & quarterly planning, business reviews, and operating cadences (monthly metrics, weekly reviews) that connect leadership around shared outcomes. Define end-to-end customer lifecycle strategy with formalized handoffs (lead routing, customer transitions, partner escalation) and SLAs to ensure seamless execution and accountability
Process Optimization & Operational Excellence: Own and optimize end-to-end revenue operations across all go-to-market motions (open-source, self-serve, and enterprise). Drive sales operations excellence through territory planning, lead management, process standardization, sales enablement, sales compensation design and forecast accuracy. Collaborate with Marketing on lead quality standards, attribution frameworks, and automation workflows, while enhancing Customer Success operations through health scoring, onboarding optimization, and expansion playbooks to accelerate revenue velocity across the entire customer lifecycle
Technology, Data & Analytics Infrastructure: Own the complete revenue technology ecosystem (CRM, marketing automation, customer success platforms, revenue intelligence, BI tools). Build and maintain data infrastructure ensuring a single source of truth across all systems. Deliver executive-level dashboards providing real-time visibility into pipeline health, forecast accuracy, funnel conversion, and revenue performance. Drive data integrity, governance, and standardization while leveraging analytics to surface strategic insights and optimization opportunities
Revenue Forecasting & Capacity Planning: Own revenue forecasting methodology and delivery of accurate pipeline predictions. Partner with Finance on ARR planning, quota setting, and capacity modeling. Provide executive leadership with ARR outlook through rigorous pipeline analysis, historical trend modeling, and scenario planning
Cross Functional Leadership & Culture: Drive organizational transformation toward a unified, data-driven revenue culture by leading change management initiatives that break down silos and establish shared accountability. Build trusted partnerships with Sales, Marketing, Customer Success, and Partnerships leadership while mentoring the RevOps team to develop cross-functional expertise. Align teams around evidence-based decision-making and common revenue objectives
Requirements:
10+ years of progressive experience in revenue operations, business operations, sales operations, or marketing operations roles within B2B SaaS companies, OR equivalent experience scaling go-to-market functions in high-growth environments or management consulting
Demonstrated success scaling RevOps functions in high-growth B2B SaaS companies (preferably $25M-$100M+ ARR) with deep expertise in revenue forecasting, territory & capacity planning, quota setting, pipeline management, and sales methodology
Strong background in data analysis and business intelligence, with proven ability to design and build dashboards, define KPIs, and derive actionable insights from complex datasets
Hands-on expertise with core RevOps technology stacks: CRM platforms (Salesforce preferred), marketing automation (HubSpot, Marketo, or equivalent), customer success platforms, revenue intelligence tools, and BI/analytics platforms (Tableau, Looker, or equivalent)
Proven track record of driving cross-functional alignment, influencing without direct authority, and leading organizational change in matrixed environments
Excellent project management skills: ability to manage multiple initiatives simultaneously, prioritize effectively, and drive execution across teams with accountability for results
Outstanding communication and storytelling ability—capable of translating complex data and RevOps concepts into clear narratives for operational teams and executive leadership
Strategic thinking combined with operational rigor: balancing long-term vision with hands-on problem-solving and a bias toward action