Halo · 13 hours ago
VP, Revenue Operations
IL
Full-time
Onsite
Director/Executive
$175K/yr - $250K/yr
12+ years expHALO is a global leader in connecting people and brands to create unforgettable experiences. The Vice President, Revenue Operations is responsible for optimizing the revenue engine across Sales, Marketing, Operations, and Finance to drive predictable revenue growth and improve sales productivity.
Information TechnologyManufacturingOptical CommunicationTelecommunications
Responsibilities
Go-to-Market Strategy, Segmentation & Process Design
Lead the development and continuous refinement of the GTM strategy, including customer segmentation, role design, buyer journey alignment, and channel strategy
Operationalize segmentation by defining clear customer tiers, coverage models, and rules of engagement across Sales, Marketing, and Operations
Architect the full GTM process, including top-, middle-, and bottom-of-funnel process design, ensuring efficiency and clarity across the revenue lifecycle
Define and optimize funnel stages, conversion expectations, lead routing logic, and interlock processes between teams
Sales Planning, Territory Design & Revenue Architecture
Lead end-to-end sales planning, including capacity planning, rep and leader-level targets, forecasting models, and hiring plans
Design territories and account allocations that are equitable, data-driven, and aligned with growth opportunities
Own quota setting, allocation methodologies, and annual planning cycles
Develop revenue models and scenarios to guide investment decisions and headcount allocation
Pipeline Governance, Forecasting & Sales Reporting
Build and maintain comprehensive Sales reporting, including dashboards, KPIs, pipeline health indicators, funnel conversion metrics, bookings, win/loss, and revenue attainment
Establish a rigorous pipeline management framework, including stage definitions, inspection cadences, forecasting structures, and accuracy governance
Run weekly pipeline reviews, forecast calls, and monthly/quarterly business reviews with Sales leadership
Ensure the executive team has real-time visibility into performance, risks, gaps, and opportunities
Sales Incentive Design & Compensation Governance
Design, model, and administer all sales compensation plans, including quota mechanics, accelerators, SPIFFs, incentive structures, and special programs
Ensure incentive plans create clarity and motivation, reinforce desired behaviors, and are financially responsible
Conduct regular compensation reviews, aligning incentives with business goals, segmentation strategies, and market conditions
Talent Strategy: AE Recruiting, Funnel Recruiting & Capacity Alignment
Own AE recruiting strategy in partnership with Sales leadership and Talent Acquisition, ensuring hiring aligns with capacity models and revenue goals
Define recruiting targets, including required headcount, backfill assumptions, and ramp timelines
Manage top- and middle-of-funnel recruiting activities, including outreach strategy, pipeline development, screening criteria, and funnel analytics
Ensure recruiting velocity, quality, and funnel throughput meet growth and productivity needs
Business Development Alignment & Demand Funnel Optimization
Partner with Marketing and Business Development to qualify and prioritize leads, ensuring alignment with segmentation and coverage models
Govern the full lead management process: lead scoring, routing, SLAs, handoff quality, and conversion expectations
Ensure BD/SDR activities support pipeline coverage goals and that conversion metrics are tracked and optimized
Revenue Systems, CRM Ownership & Process Automation
Serve as executive owner of the CRM (e.g., Salesforce) and revenue tech stack, governing data quality, adoption, enablement, and system optimization
Identify opportunities to automate workflows, improve data quality, and enhance usability across the revenue engine
Implement scalable tools that improve forecasting, planning, lead routing, analytics, onboarding, and performance management
Sales Enablement & Performance Optimization
Lead onboarding programs, training, skill development, and the creation of playbooks, battlecards, and selling frameworks
Develop a performance management structure that supports top sellers while driving remediation plans for underperforming reps
Partner with sales leadership to ensure sellers are equipped for success across all stages of the funnel
Deal Desk, Pricing Strategy & Commercial Excellence
Lead the Deal Desk to support deal structuring, pricing, discount governance, and non-standard approval workflows
Align pricing strategy with competitive positioning, customer value, margin goals, and market dynamics
Monitor pricing performance and collaborate on improvements to win rates, retention, and customer lifetime value
Qualification
Required
Bachelor's degree in Finance, Accounting, Economics, or related field required
MBA, CPA, or CFA strongly preferred
12+ years of progressive experience in Revenue Operations, Sales Operations, or Commercial Strategy
Expertise in CRM systems (e.g., Salesforce), analytics platforms, forecasting tools, and sales engagement technologies
Deep expertise in pipeline management, segmentation, forecasting, sales compensation, and GTM operations
Experience owning AE/sales recruiting pipelines, hiring targets, and top-of-funnel recruiting strategies
Demonstrated ability to architect scalable processes and operational systems
Strong analytical, financial, and problem-solving skills with experience leading executive-level reporting
Proven success influencing cross-functional teams and partnering at the executive level
Benefits
Nationwide coverage for Medical, Dental, Vision, Life, and Disability insurance
Additional Voluntary Benefits
401(k) Retirement Savings Plan
Health Savings Accounts (HSA)
Flexible Spending Accounts (FSA)
Company
Halo
Halo, a global leader in the fiber optics industry, is shaping the future with compatible transceiver technology.
201-500 employees
Funding
Current Stage
Growth StageTotal Funding
unknown2021-12-01Acquired
Leadership Team
Jon Eikel
Chief Technology Officer (CTO)
Scott Krzywicki
Chief Financial Officer/ Chief Operating Officer
Company data provided by crunchbase