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Brentwood Associates · 1 month ago

Vice President / Principal - Growth & Operations Team (B2B SaaS & Software)

United States

Full-time

Remote

Senior Level, Lead/Staff

10+ years exp

Brentwood Associates is a Los Angeles-based private equity firm with over 30 years of experience investing in middle-market growth businesses. The Vice President / Principal on the Growth & Operations Team will play a critical role in accelerating value creation across the firm's portfolio companies through strategic initiatives that drive sustainable revenue growth and operational scalability.

Business Information SystemsConsumerEducationFinanceFinancial ServicesInternetVenture Capital

Responsibilities

Rapidly Diagnose & Overhaul Go-to-Market Engines Across the Portfolio

Within the first 30–60 days of each new investment, lead a full GTM diagnostic (funnel metrics, win/loss, pricing, sales process, marketing ROI, comp plans)

Build and execute 100-day GTM acceleration plans that typically deliver 20–50% improvement in revenue growth or capital efficiency

Redesign pricing & packaging, introduce or fix PLG motions, and implement ABM/demand-gen playbooks that scale

Build World-Class Revenue Operations Capabilities in Every Portfolio Company

Design and implement integrated revenue tech stacks (Salesforce + CPQ + Gong + Outreach + ZoomInfo + data warehouse + BI layer)

Install forecasting rigor, pipeline coverage rules, territory/carve design, quota setting, and deal desk governance

Create a single source of truth for all revenue data and train leadership teams to run the business off real-time dashboards

Drive Functional Performance & Operating Rigor Across 2-3 Companies Simultaneously

Partner with portfolio CEOs and boards to create and pressure-test Value Creation Plans (VCPs) with clear, measurable GTM and productivity levers

Install OKRs, weekly revenue cadences, talent scorecards, and accountability structures

Lead functional talent upgrades: assess existing GTM leaders, create succession plans, and recruit proven replacements when needed

Turn Customer Success into a Profit Center and NRR Growth Engine

Evaluate and evolve CS org structures, coverage models, and compensation to drive expansion revenue

Implement customer health scoring, renewal forecasting, QBR processes, and tech-touch motions that move NRR from <100% to 115–130%+

Eliminate churn surprises and build predictable logo retention + expansion pipelines

Shape and Accelerate Product Strategy to Unlock New Growth Levers

Partner with CEOs and CPOs to refine product roadmaps, prioritization frameworks (RICE, ICE, etc.), and feature-level pricing/up-sell opportunities

Lead packaging & tiering exercises that dramatically improve win rates, ACV, and expansion potential (e.g., moving from feature-based to persona/outcome-based packaging)

Identify and validate adjacent markets, new buyer personas, or PLG “quick-win” features that can 2–3x TAM or open entirely new GTM channels

Drive product-led growth transformations when appropriate (self-serve sign-up, in-app adoption loops, viral mechanics)

Qualification

SaaS Go-to-Market ExpertiseRevenue Operations MasteryOperational RigorCustomer Success ExpertiseFinancial & Unit EconomicsSales Compensation DesignData HygieneTalent AssessmentForecasting RigorHigh EQStructured ThinkerCross-Industry Curiosity

Required

10-15 years of experience in management consulting, private equity value creation, operating roles within growth businesses, or a combination thereof with demonstrated success in:

Deep SaaS Go-to-Market Expertise (Sales + Marketing Leadership)

Proven ability to build, scale, and optimize modern SaaS GTM motions (PLG, sales-led, or hybrid)

Hands-on experience with pricing/packaging, sales compensation design, funnel metrics (CAC, LTV:CAC, Magic Number, payback period), marketing ROI, and demand gen (paid, organic, partnerships)

Track record of taking SaaS companies from <$10M ARR to $50M+ ARR with efficient growth (Rule of 40+)

Familiarity with tools like Salesforce, HubSpot, Gong, ZoomInfo, Outreach/ SalesLoft, and modern ABM platforms

Revenue Operations & Systems Thinking (RevOps Mastery)

Ability to design and implement end-to-end revenue architecture: lead routing, territory/carve design, forecasting rigor, quota setting, CPQ, billing systems, and data hygiene

Expertise in aligning Sales, Marketing, and Customer Success around a single source of truth (often Snowflake + Looker/Tableau + Salesforce)

Can rapidly diagnose and fix broken pipelines, poor conversion rates, or misaligned incentives

Operational Rigor & Productivity Improvement (CEO/CRO-level Execution Mindset)

Strong framework-driven operator (ex-McKinsey/Bain, or multiple SaaS CRO/COO roles) who can install OKRs, operating cadences, KPI dashboards, and accountability structures

Experience driving functional transformation in post-investment 100-day plans and longer-term value creation plans (VCPs)

Skilled at talent assessment and upgrading: quickly identifying A-players vs. C-players in GTM leadership and knowing how to recruit top SaaS sales/marketing leaders

Customer Success & Expansion Playbook Expertise

Deep understanding of NRR drivers: gross churn, logo retention, expansion (upsell/cross-sell), and how to build scalable CS organizations (pooled → pooled+ → 1:many models)

Ability to implement renewal forecasting, QBR processes, and customer health scoring that actually predict behavior

Experience turning 'leaky bucket' SaaS companies into 110–130%+ NRR machines

Financial & Unit Economics Fluency + Private Equity Mindset

Can translate operational improvements directly into EBITDA and multiple expansion (e.g., 'If we improve payback from 18 → 9 months and NRR from 105% → 125%, here's the valuation impact')

Comfortable building and pressure-testing financial models, 100-day plans, and presenting to executive team members and board partners

Operator's bias to action; sleeves‑up problem solver

Structured thinker; turns complexity into scalable systems

High EQ; influences without direct authority

Systems‑oriented; leverages technology to enable performance

Cross‑industry curiosity; adaptable across software and services