Zuora · 22 hours ago
VP, Revenue Operations
Redwood City, California, United States
Full-time
Onsite
Director/Executive
$264K/yr - $396K/yr
10+ years expZuora is a company focused on powering the shift to Modern Business through subscription models. They are seeking a VP of Revenue Operations to manage a global team, optimizing systems and processes to drive scalable revenue performance across the customer lifecycle.
BillingDeveloper APIsPaymentsSaaSSoftware
Responsibilities
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 health, churn risk, and expansion opportunities
Establish clear measurement and executive visibility into the impact of services delivery on long-term retention, expansion, and customer value realization
Partner with Customer Success and Account Management to create consistent health scoring and cohort-based analyses that embed value realization across the lifecycle
Partner with Services to define, track, and operationalize implementation performance metrics (e.g., time-to-value) and embed them into lifecycle and renewal analytics
Implement system-driven monitoring and alerting to proactively identify and escalate at-risk implementations and customer engagements
Deliver insights that shape product, retention, and pricing/packaging strategy and renewal forecasting
Serve as the executive owner of Salesforce—driving data quality, architecture, workflow design, and integration strategy
Ensure the GTM system stack (e.g. Salesforce, CPQ, Gainsight, Clari) is fully instrumented and governed to support scalable and efficient processes
Coordinate with IT on implementation and support of tools and analytics to support the organization
Own Global Services opportunity processing, customer billing workflows, and internal services compensation programs
Lead data quality and governance initiatives across GTM systems, including historical data normalization (e.g., upsell and expansion bookings) and the design of scalable, automated mechanisms for capturing pipeline and bookings going forward
Lead cross-functional efforts to streamline and document sales processes, acting as a change agent to ensure alignment across Sales, Marketing, Customer Success, Services, and Finance
Act as a trusted advisor to the COO, CRO, and CCO in translating data into actionable insights and strategic recommendations
Lead and mentor a high-performing, multi-disciplinary RevOps team across forecasting, analytics, systems, sales process, and services operations fostering a culture of operational excellence
Drive successful onboarding, institutionalize best practices, and provide executive ownership of data governance, integrity, and accuracy across the end-to-end GTM operating model
Support board-level reporting and preparation of executive materials related to revenue performance and GTM efficiency and ROI
Qualification
Required
10–15 years+ of progressive experience in Revenue Operations, Sales Operations, or related GTM operations roles
Significant, demonstrated experience in a Global SaaS / subscription-based business model is mandatory, ideally mid-market or enterprise-focused
Deep expertise with Salesforce (data governance, complex architecture, reporting, process design, integrations)
Demonstrated ability to design GTM workforce models
Proven track record of owning and improving forecasting accuracy, pipeline analytics, territory/quota modeling, and renewals insights
Exceptional analytical and financial modeling mindset; expert in turning complex data into narratives that drive executive and board-level decision-making
Demonstrated ability to design, implement, and govern scalable processes in high-growth, multi-region environments
Excellent leadership skills with experience managing and developing multi-disciplinary, geographically dispersed operations teams
Strong cross-functional collaboration and executive communication skills; ability to influence without direct authority
Preferred
Direct experience leading a RevOps function through a period of significant growth
Expert-level familiarity with advanced RevOps tools such as Clari, PowerBI, Gainsight, etc
Background in working with global sales teams and multi-region GTM motions with multiple routes to market (e.g. Direct, Partner)
Experience supporting complex revenue models (subscription, usage-based, multi-product portfolios)
MBA or related advanced degree is highly valued
Preferred location in San Francisco Bay Area
Benefits
Competitive compensation, bonus opportunities, and retirement programs
Comprehensive medical, dental, and vision coverage
Generous, flexible time off
Paid holidays, wellness days, and a company-wide year-end break
6 months of fully paid parental leave
Learning & development stipend
Opportunities to give back, including volunteer time and donation matching
Mental wellbeing resources and support
Company
Zuora
Zuora provides cloud-based software on a subscription basis that helps companies launch, manage, and transform into a subscription business.
1001-5000 employees
H1B Sponsorship
Zuora has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (48)
2024 (27)
2023 (30)
2022 (65)
2021 (51)
2020 (37)
Funding
Current Stage
Public CompanyTotal Funding
$647.5MKey Investors
Silver LakeRedpointBenchmark
2024-10-17Private Equity
2024-10-17Acquired
2022-03-02Post Ipo Equity· $400M
Leadership Team
Tien Tzuo
Founder and Chief Executive Officer
Arun Krishnaswamy
Chief Data Scientist
Recent News
Index Ventures
2026-01-06
2025-12-19
Company data provided by crunchbase