Vice President of Revenue Operations

$240,000 - $270,000/Yr

Clearwater Analytics - New York, NY

Full-time - Senior

New York, NY

Professional, Scientific, and Technical Services

About the position

Clearwater Analytics is seeking a Vice President of Revenue Operations to join our team in New York City. This pivotal role is designed to maximize revenue potential, exceed booking targets, and drive over 20% annual growth. The VP will work closely with the Chief Revenue Officer (CRO), Managing Director for EMEA/APAC, Chief Marketing Officer (CMO), Chief Product Officer (CPO), and Sales Directors to align strategies and ensure operational excellence across the organization. The successful candidate will lead a team of Sales Operations and Enablement Leaders, overseeing the strategy, workflows, productivity, and automation of revenue-generating teams while ensuring alignment with business objectives and market demands. A key aspect of this role is the management of onboarding and continuous development (ever-boarding) of revenue teams to optimize their capacity, productivity, and impact. The VP will be responsible for developing and executing the Revenue Operations strategy, defining and aligning Ideal Customer Profiles (ICP), Personas, Use Cases, and acquisition motions. This includes optimizing lead attribution, Target Account Lists (TAL), messaging, and positioning, as well as ensuring effective management of capacity planning, outbound activity, and territory balancing. In addition, the VP will create effective incentive programs that drive results and foster the right behaviors within the team. The role also involves working with the CMO and CPO to establish clear roles, responsibilities, and accountability frameworks, as well as defining opportunity scoring frameworks and nurturing processes. The VP will lead the Sales Operations and Enablement teams to implement onboarding and ever-boarding programs, ensuring continuous development and alignment with sales strategies. Furthermore, the VP will leverage AI for attribution, funnel optimization, and forecasting, while implementing automated workflows for lead journeys, account risk assessments, and engagement processes. The ultimate goal is to optimize the customer journey from handoff to retention and expansion, establishing KPIs for retention and ensuring alignment with partner-led implementations and coverage models.

Responsibilities

• Collaborate with the CRO, MD EMEA/APAC, CMO, CPO, and Sales Directors to develop and execute the Revenue Operations strategy.
• Define and align Ideal Customer Profiles (ICP), Personas, Use Cases, and acquisition motions.
• Optimize lead attribution, Target Account Lists (TAL), messaging, and positioning.
• Ensure effective management of capacity planning, outbound activity, and territory balancing.
• Create effective incentive programs that drive results and create the right behaviors.
• Work with CMO and CPO to drive clear roles/responsibilities and accountability frameworks and metrics to drive results.
• Define opportunity scoring frameworks and nurture processes.
• Map the lead-to-customer journey with campaign insights and reporting.
• Lead the Sales Operations and Enablement teams to implement onboarding and ever-boarding programs, ensuring continuous development and alignment with sales strategies.
• Align campaigns with the Target Account Lists and optimize cost per lead/opportunity.
• Maximize social prospecting, intent signals, and ABM integration.
• Lead initiatives for executive sponsorship, deal reviews, and customer reference programs.
• Leverage AI for attribution, funnel optimization, and forecasting.
• Implement automated workflows for lead journeys, account risk assessments, and engagement processes.
• Optimize the customer journey from handoff to retention and expansion.
• Establish KPIs for retention and ensure alignment with partner-led implementations and coverage models.
• Maintain data hygiene and celebrate key milestones such as go-lives.
• Develop comprehensive onboarding programs for new revenue team members to ensure a strong start and quick ramp-up.
• Create ever-boarding initiatives that provide ongoing education, skills development, and performance enhancement.

Requirements

• 10+ years in Revenue Operations, Sales Operations, or a similar role with a proven record of accomplishment in a high-growth SaaS environment.
• Proven ability to influence across an organization to lead and develop high-performing teams, particularly in Sales Operations and Enablement.
• Hands-on experience with a willingness to roll up sleeves and get into the details, ideally with experience in both large and small companies.
• Strong ability to translate data into actionable insights.
• Experience with CRM platforms, marketing automation, and revenue technologies, preferably Salesforce and Marketo.
• Excellent verbal and written communication skills, with the ability to influence and collaborate with senior leadership and cross-functional teams.
• Strong focus on continuous improvement and innovation.
• Deep understanding of customer needs and alignment with operations.

Nice-to-haves

• Experience in a high-growth SaaS environment.
• Familiarity with AI technologies and their application in revenue operations.

Benefits

• Base salary of $240,000 - $270,000
• Annual bonus
• RSU opportunities
• Opportunities for advancement
• Innovative work environment
• Collaborative culture