• Own End-to-End Operational Process & Procedure • Design and govern GTM operational processes across the full revenue lifecycle — from the first Marketing touch through Customer Success retention • Define lifecycle stage definitions, entry/exit criteria, and cross-functional handoff standards, ensuring they are consistently applied and improved over time • Govern lead routing, account assignment, territory execution, and workflow design across all GTM functions • Own pipeline governance and inspection frameworks in partnership with the Revenue Strategy, Planning & Analytics pillar • Identify and systematically eliminate operational friction across the revenue lifecycle • Translate Business Needs into Operational Solutions • Act as the primary translator between business strategy and operational execution — defining not just what the goals are, but precisely how teams execute against them • Work directly with Sales, Marketing, and CS leadership to understand business needs and design the operational model to support them • Partner with Revenue Systems, Data & AI to translate operational requirements into scalable system design and implementation, ensuring what is defined operationally is accurately built into the tech stack • Build operational frameworks and documentation that scale with business growth and increasing organizational complexity • Ensure that AI and automation investments are grounded in sound operational process design, partnering with Revenue Systems, Data & AI on use case prioritization • Lead and Develop Your Team • Lead and develop Revenue Operations Managers covering Marketing Ops and Sales Ops, providing direction, coaching, and clear prioritization • Personally own CS Ops process design — including post-sale process optimization, customer health scoring logic, and customer lifecycle communications — as part of your end-to-end lifecycle remit • Oversee Customer Education alignment to lifecycle stages, partnering with instructional design and content managers to connect Academy learning pathways to operational lifecycle moments • Maintain content and tooling standard alignment between Customer Education and Revenue Training & Enablement • Drive Cross-Functional Alignment & Adoption • Serve as the operational liaison across Sales, Marketing, CS, and Finance leadership, representing the operational model and advocating for process integrity • Partner with Revenue Strategy, Planning & Analytics on territory execution, pipeline governance, and performance frameworks • Align operational workflow rollouts with Revenue Training & Enablement to ensure field readiness and adoption • Drive adoption of new processes and workflows across the GTM field, measuring effectiveness and iterating continuously • Continuously Improve the Revenue Engine • Bring a data-informed perspective to process improvement, leveraging analytics insights from the Revenue Strategy, Planning & Analytics pillar • Continuously evaluate operational processes for efficiency, scalability, and adoption across the field • Stay ahead of best practices in revenue operations and bring a clear point of view on how emerging tools and AI capabilities can be operationally embedded

Role Description We are seeking a Vice President, Revenue Operations to be responsible for building and leading the operational infrastructure, systems, processes, reporting, and cadence to drive scalable and predictable revenue growth across the organization. Reporting to the CEO, the VP of Revenue Operations will drive visibility, accountability, prioritization, and alignment across all revenue-generating functions. This role owns revenue operations strategy and infrastructure, ensuring teams are focused on clear metrics, customer experience, operational excellence, and profitable growth. The VP will oversee Marketing, eCommerce, and Inside Sales, and partner closely with field sales leadership to improve sales effectiveness, operational consistency, customer responsiveness, and overall revenue performance. Qualifications - Strategic, execution-focused leader with strong business and financial acumen; able to link operations to revenue and outcomes. - Proven ability to build structure, operating cadence, accountability, and scalable processes in complex, fast-paced environments. - Exceptional analytical, problem-solving, organizational, and project/time management skills with strong attention to detail. - Strong executive presence and communication skills (interpersonal, written, oral, and presentation); able to influence and align leaders across functions. - Demonstrated success in business planning, forecasting, pipeline management, KPI development, dashboards/reporting, and performance management. - Experience driving cross-functional collaboration and operational improvements that enhance execution, customer experience, and results. - Comfortable leading teams while also operating hands-on in the business when needed. - Technologically agile; able to learn and optimize systems, dashboards, reporting tools, and software central to operations. Requirements - Bachelor’s degree in Business or equivalent professional experience. - 10+ years in Revenue Operations, Business/Sales Operations, Go-to-Market Operations, or similar leadership roles. - Experience leading cross-functional operational teams and revenue-related functions. - Experience supporting or leading Marketing, eCommerce, Inside Sales, Sales Enablement, or customer engagement preferred. - Background in solar, renewable energy, distribution, industrial, manufacturing, or B2B environments preferred. - Advanced Microsoft Office skills (especially Excel and reporting). - Experience with CRM, ERP, reporting platforms, and analytics tools preferred. Benefits - Lead and grow the Revenue Operations function, including forecasting, reporting, dashboards, KPIs, analytics, and revenue performance tracking. - Identify and fix operational gaps and process breakdowns; implement scalable improvements that increase speed, visibility, and accountability. - Own revenue-related analysis (trends, conversion, customer engagement, sales activity, variances, and operational performance) to guide strategy and execution. - Support and refine go-to-market strategy, customer engagement, pricing, sales enablement, and revenue growth initiatives. - Establish a consistent operating cadence: forecast and pipeline reviews, revenue and KPI reviews, and executive business reviews. - Improve forecasting accuracy, revenue predictability, pipeline visibility, and overall commercial execution. - Build and maintain dashboards, scorecards, and reporting tools that provide clear, actionable insights for leaders and the executive team. - Lead and align Marketing, eCommerce, and Inside Sales to drive customer acquisition, engagement, retention, and revenue growth. - Define performance metrics and accountability frameworks across all revenue-generating teams to ensure alignment with company goals. - Drive prioritization and focus so resources stay aligned to revenue, customer experience, and strategic objectives. - Partner directly with the CEO to enhance visibility into business performance, revenue trends, operational risks, and execution priorities. - Work cross-functionally with Operations, Finance, Supply Chain, and Sales to improve communication, execution, inventory alignment, and customer responsiveness. - Implement and optimize systems, tools, and technologies that increase automation, scalability, and operational effectiveness. - Develop scalable processes that support growth while improving customer experience and internal efficiency. - Foster a culture of accountability, urgency, continuous improvement, and customer focus. - Perform other related duties as assigned by the CEO.

• Partner directly with a VP of sales, sales management and front line teams • Run the core operating rhythms of the business • Turn data into insight and action • Support annual and long-range strategic planning activities • Champion change initiatives • Partner with Global Enablement and Rev Process teams

• Design, build, and maintain AI-enabled tools, workflows, and internal automations that improve team efficiency and business outcomes. • Partner with cross-functional stakeholders to identify high-value AI enablement use cases across product development, operations, support, and internal business functions. • Develop integrations between AI services, internal systems, and third-party platforms using APIs, scripting, and automation frameworks. • Translate business problems into scalable technical solutions, including prompts, orchestration logic, data pipelines, and supporting applications. • Establish and follow best practices for responsible AI usage, including security, privacy, data handling, testing, monitoring, and documentation. • Evaluate emerging AI tools, models, and platforms and recommend practical solutions aligned with CivicPlus needs and architecture. • Collaborate with engineering and data teams to ensure reliable access to the data, services, and infrastructure needed to support AI-enabled solutions. • Create and maintain documentation, technical standards, and reusable patterns that support sustainable AI adoption across teams. • Troubleshoot and optimize existing AI automations and integrations to improve reliability, performance, cost-effectiveness, and user experience. • Provide technical guidance, training, and enablement support to internal teams adopting AI-powered tools and workflows. • Participate as a collaborative member of an Agile team and contribute to continuous improvement of engineering practices and delivery standards. • Improve forecast inspection and deal follow-up quality through AI-augmented workflows. • Reduce time sellers spend on follow-up, CRM hygiene, and deal-inspection prep. • Build agentic and AI-augmented workflows in the Salesforce ecosystem within governance. • Surface deal signal and risk to managers — consistently and on a cadence the team trusts. • Support RevOps on process and system enablement; coordinate with the Salesforce ecosystem team to avoid duplicate work. • Partner with Sales Enablement and SE leaders on AI-assisted enablement content and tools. • Redesign core marketing operations workflows so AI is a first-class teammate (content, landing pages, campaign ops, paid social). • Mature existing automations such as Landing Page Automation and Ad Automation into more agentic experiences. • Build experimentation infrastructure for AI-driven marketing — what to test, how to measure, when to ship. • Maintain brand voice and content safety guardrails for AI-generated assets. • Coordinate with RevOps where workflows touch Salesforce, HubSpot, and the lead lifecycle.