VP, Revenue Operations Redwood , CA,

At Zuora
, we power the world’s shift to Modern Business . We’re helping people and companies subscribe to a better way of doing business—one that’s built on recurring relationships instead of one-time transactions, creating more value for customers, companies, and the planet.

As pioneers of the Subscription Economy
, our platform and expertise help the world’s most innovative organizations—from disruptive startups to global enterprises—
monetize new business models, nurture long-term subscriber relationships, and optimize their digital experiences
.

Join us as we transform industries and shape the future of how businesses grow.

The Team and the Role

The VP of Revenue Operations (Rev Ops) / Sales Operations is a highly strategic business partner to the COO, CRO, CCO and the rest of the Executive Leadership Team, managing a global team responsible for building and optimizing the systems, processes, and analytics that drive predictable, scalable revenue performance across the customer lifecycle (Acquire, Implement, Expand, Retain). This leader is a strategic operator working along GTM, Customer Success and Services who turns strategy into repeatable execution, owning end-to-end forecasting for bookings and retention, pipeline and deal management, global analytics, territory design, quota setting,
sales and services compensation
, and field effectiveness
.

The ideal candidate has 10–15+ years of progressive experience in Enterprise/ Global SaaS revenue operations or sales and services operations and is a proven operator capable of driving commercial excellence in Salesforce and across a modern, integrated GTM tool ecosystem.

What you’ll do

• Lead the end-to-end corporate sales forecasting process
  , partnering closely with Sales, Finance, Customer Success, Services, and Marketing leadership, ensuring a single source of truth for revenue prediction.
• Build and maintain standardized forecasting methodologies
  , including pipeline inspection, data science-backed conversion modeling, services analysis, and scenario planning across regions and segments.
• Own the design and governance of global sales compensation plans that reinforce GTM strategy, drive collaboration, and ensure fiscal alignment with corporate targets.
• Deliver executive-level insights on forecast risk, upside, and key performance drivers to the Senior Leadership team and Board
  .
• Design and implement global territory models aligned to market potential, whitespace analysis, sales capacity planning, and service delivery constraints.
• Own annual quota-setting and allocation processes, ensuring fairness, scalability, and alignment with corporate targets.
• Monitor quota attainment trends and recommend proactive resource adjustments or strategic coverage changes.
• Oversee robust pipeline health analytics
  , identifying key drivers, bottlenecks, and opportunities for acceleration across regions, segments, and partners.
• Analyze sales and marketing data to identify performance trends, conversion drivers, and areas of inefficiency across the funnel.
• Build and govern actionable, executive-ready dashboards and KPIs to measure funnel conversion, sales cycle efficiency, pipeline and bookings health, renewals, services attach rates, deal complexity, delivery readiness, and rep productivity—segmented by geography, market, battleground, and individual performance.
• Partner with Marketing, Sales and Services Leadership to drive rigorous, data-backed weekly/monthly pipeline and deal reviews.
• Collaborate with Sales, Marketing, and Product to translate product, market, and buyer-intent signals into prioritized workflows, GTM plays, and automated engagement strategies to accelerate pipeline creation and conversion.
• Own Global Services reporting and forecasting
  , including services revenue, P&L, budget vs. actuals, cost management, and go-live forecasting.
• Develop predictive and long-range models for pipeline, bookings, renewals, and churn, including multi-quarter (e.g., 9-quarter rolling) forecasts to inform strategic planning and investment decisions.

• Develop analyses and frameworks to understand renewals performance, customer…