Role Description The Vice President of Business Operations & Analysis is a strategic leadership role responsible for driving the performance, predictability, and capital efficiency of the Company’s global go-to-market (GTM) organization across Sales, Marketing, and Customer Growth. Operating within a ~$150M ARR global SaaS business, this role leads the design and execution of the revenue operating model, ensuring rigorous alignment between financial planning, GTM strategy, and execution. The VP, Business Operations & Analysis owns forecasting, planning, analytics, and operational frameworks that enable high-quality, predictable revenue growth, improved unit economics, and margin expansion. Reporting to the Chief Financial Officer, this role serves as a critical bridge between Finance and GTM leadership. The VP partners closely with the Chief Sales Officer, Chief Customer Officer, Chief Marketing Officer, and regional leaders to drive forecast accuracy, optimize ARR quality (including retention and expansion), and maximize return on GTM investment. Key Responsibilities - Revenue Planning, Forecasting & Performance Management - Own global revenue forecasting processes, delivering high levels of accuracy, consistency, and transparency. - Establish rigorous forecast governance, including weekly and quarterly cadences, risk identification, and mitigation planning. - Partner with Finance on annual planning, budgeting, and long-range planning (LRP) processes. - Define and track key SaaS metrics including ARR, NRR, GRR, pipeline coverage, and CAC payback. - GTM Strategy & Capital Allocation - Lead segmentation, TAM analysis, and market prioritization to guide investment decisions. - Drive resource allocation and capacity planning to optimize sales productivity and ROI. - Evaluate and optimize CAC efficiency, pipeline generation, and conversion across all channels. - Ensure alignment between GTM investments and company financial objectives. - ARR Quality & Unit Economics - Partner with Customer Success and Sales leadership to improve retention, expansion, and overall ARR quality. - Analyze drivers of churn, contraction, and upsell to inform strategic actions. - Monitor and improve key unit economics, including CAC, LTV, payback periods, and sales efficiency. - Develop frameworks to balance growth, margin, and long-term customer value. - Pricing, Packaging & Margin Optimization - Partner with Product Management to define and evolve pricing and packaging strategies aligned with value delivery and market dynamics. - Lead deal desk and commercial governance to ensure pricing discipline and margin protection. - Develop advanced deal modeling and benchmarking to improve consistency and outcomes. - Partner with Finance to align pricing strategy with margin and profitability targets. - Sales & Marketing Operations - Oversee global sales operations, including planning, reporting, and process optimization. - Establish standardized dashboards and KPIs to drive visibility and accountability across the funnel. - Partner with Marketing on demand generation performance, attribution, and ROI optimization. - Drive continuous improvement in pipeline generation, conversion, and sales cycle efficiency. - Compensation & Incentives - Design and manage global GTM compensation plans aligned to growth, efficiency, and strategic priorities. - Ensure quota setting is data-driven, achievable, and aligned to financial targets. - Continuously assess plan effectiveness to reinforce desired behaviors and outcomes. - Systems, Data & Enablement - Own the GTM systems architecture (CRM, forecasting tools, analytics platforms) and roadmap. - Ensure data integrity and governance to support accurate reporting and decision-making. - Leverage automation and AI to enhance forecasting, pipeline insights, and productivity. - Partner with Enablement to improve onboarding, ramp, and ongoing sales productivity. - Reporting, Governance & Board Engagement - Lead development of executive and Board-level reporting, including revenue performance, forecasts, and key SaaS metrics. - Establish operating rhythms (MBRs, QBRs) to drive accountability and performance management. - Support Board and investor discussions with clear, data-driven insights on growth and efficiency. Qualifications - 2–15+ years of experience in Revenue Operations, Finance, Sales Operations, or Strategy within B2B SaaS or technology environments. - Proven experience partnering closely with Finance and executive leadership in a $150M+ ARR organization. - Strong track record of improving forecast accuracy, operational rigor, and capital efficiency. - Deep expertise in SaaS metrics, revenue modeling, pricing, and GTM analytics. Skills & Capabilities - Strong financial and analytical acumen, with deep understanding of SaaS unit economics. - Executive presence with the ability to influence cross-functional stakeholders. - Experience operating in high-growth, performance-driven environments. - Advanced systems mindset with expertise in modern GTM tech stacks (e.g., Salesforce, HubSpot). - Ability to translate complex data into clear, actionable insights. Education - Bachelor’s degree required; MBA, Finance, or equivalent advanced degree preferred.