VP Of Revenue Operations

VAST Data is looking to add a VP of Revenue Operations to our growing team! This is a great opportunity to be part of one of the fastest-growing infrastructure companies in history, an organization that is in the center of the hurricane being created by the revolution in artificial intelligence. "VAST's data management vision is the future of the market." - Forbes VAST Data is the data platform company for the AI era. We are building the enterprise software infrastructure to capture, catalog, refine, enrich, and protect massive datasets and make them available for real-time data analysis and AI training and inference. Designed from the ground up to make AI simple to deploy and manage, VAST takes the cost and complexity out of deploying enterprise and AI infrastructure across data center, edge, and cloud. The Role: VP of Revenue Operations is the strategic and operational backbone of VAST’s global GTM organization. This leader drives alignment, insights, process rigor, and operational excellence across Sales, Technical Sales, Marketing, Customer Success, Partners, and Field Operations. This role is responsible for architecting and operationalizing a scalable, data-driven revenue engine that supports multibillion-dollar growth while enabling a high-performance culture of execution. This is not traditional Sales Ops. This is a transformative leadership role involving strategy, systems, planning, forecasting, compensation, analytics, enablement partnership, and operational governance across a global, highly technical enterprise sales motion.

Key Responsibilities

Predictive Analytics & Revenue Intelligence

• Build a centralized analytics organization focused on predictive forecasting, pipeline quality scoring, buying propensity models, churn/expansion signals, and productivity intelligence.
• Create AI-driven insights platforms that give leadership real-time visibility into pipeline movements, risk, upside, and performance variance.
• Establish a unified data operating model that defines governance, golden sources of truth, and decision frameworks across the GTM ecosystem.
• Partner with Product, Engineering, and Finance to integrate supply availability, SKU transitions, GPU-driven demand models, and AI workload patterns into revenue forecasting.

Forecasting, Pipeline Governance & Operational Rhythm

• Own the global forecasting process with a focus on statistical accuracy, scenario modeling, and projection confidence scoring.
• Build governance standards for qualification rigor (MEDDICC), funnel discipline, pipeline inspection, and conversion benchmarks.
• Implement a structured, global operational cadence: forecast calls, regional/functional QBRs, board-level reporting, and executive business reviews.

Systems, Process Architecture & GTM Infrastructure

• Architect a modern RevOps tech stack across Salesforce, CPQ, Mission Control, AI analytics tools, marketing automation, partner systems.
• Build scalable workflow automation for contracting, approvals, deal desk, discount governance, capacity modeling, and supply-driven sales processes.
• Lead the evolution of quoting & forecasting infrastructure, integrating real-time availability, allocation, and constraint modeling into sales motions.
• Ensure all GTM processes, from lead to renewal are standardized, optimized, and automated for global scale.

Compensation

Strategy, Quotas & Productivity Analytics

• Design advanced quota methodologies and coverage models grounded in TAM analysis, AI workload segmentation, and partner ecosystem dynamics.
• Partner on global compensation strategy with focus on productivity acceleration, role clarity, incentive alignment, and revenue predictability.
• Build and maintain the KPIs, scorecards, and productivity models that define success across every GTM persona.

Cross-Functional Leadership & Executive Alignment

• Serve as the strategic operations partner to the CRO and Chief of Staff, translating vision into programs, processes, and measurable outcomes.
• Drive alignment across Sales, Technical Sales, Marketing, Customer Success, Product, Finance, and Operations to ensure a single revenue plan.
• Act as the unifying operator across GTM and supply chain (capacity planning, SKU transitions, availability windows) to influence deal strategy and customer expectations.

Team Leadership & Organizational Scaling

• Build and lead a world-class global RevOps organization spanning Revenue Strategy, Sales Ops, Analytics, Systems, Deal Desk, and Compensation.
• Develop a culture of rigor, analytical reasoning, high-velocity execution, and continuous transformation.
• Mentor GTM leaders and reps on operating discipline, pipeline craftsmanship, and data-driven decision making.

Requirements:

• 10+ years of Revenue Operations or GTM leadership in high-growth enterprise technology companies.
• Proven experience owning RevOps in $500M–$2B+ global GTM organizations.
• Deep analytical expertise: revenue modeling, forecasting science, productivity analytics, segmentation, and pricing strategy.
• Mastery of Salesforce, CPQ, advanced BI tools, and AI-driven analytics platforms.
• Strong understanding of enterprise infrastructure, GPUs/AI workloads, cloud architectures, and complex technical sales motions.
• Exceptional communication skills, must be able to operate at board level and in cross-functional technical environments.
• Demonstrated success leading large, cross-functional transformations and building scalable global operations.

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