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Tricentis is seeking a Senior Vice President of Global Revenue Operations to lead a comprehensive transformation of the company's go-to-market function. This is a builder's role at a critical inflection point for the company, with a global customer base, expanding product portfolio, and aggressive growth agenda.
You will own the systems, processes, data, and teams powering the entire GTM motion, reporting directly to the Chief Growth Officer with executive mandate and resources to execute at scale.
Key Responsibilities:
GTM Strategy & Planning: Architect segmentation models, coverage design, and the Annual Operating Plan for the revenue organization. Partner with executive stakeholders to align GTM strategy with company objectives and translate priorities into executable plans with measurable outcomes. Benchmark capabilities against industry best practices and introduce operational models that drive scalable, efficient growth. Map buyer and seller journeys to identify friction points and improve rep and customer experience.
AI Enablement: Own the AI enablement vision and roadmap end-to-end, from identifying high-value use cases to deploying, governing, and measuring AI-powered tools across the revenue lifecycle. Lead the build-out of an AI literacy and adoption program for all GTM stakeholders. Define ROI frameworks for AI investments and create feedback loops between GTM users and technology vendors.
Operations & Performance Management: Design and maintain territory structures that maximize rep productivity and coverage balance globally. Establish and run a standardized, AI-powered performance management framework with weekly, monthly, and quarterly operational cadences. Own global revenue forecasting end-to-end, including pipeline methodology, stage definitions, call accuracy, and board-level projections. Partner with Finance on ARR/NRR reporting, KPI alignment, and incentive compensation design. Own strategy, governance, and optimization of the entire GTM technology stack.
Enablement & Training: Design enablement programs directly tied to measurable outcomes like ramp time and quota attainment. Use performance data to identify skill gaps and prioritize training investments. Integrate AI-powered learning tools to personalize development at scale. Close the loop between training completion and rep performance.
Deal Desk: Provide executive leadership to the global Deal Desk, ensuring clear SLAs and tight coordination with Sales, Finance, and Legal. Use deal data and commercial trends to inform pricing strategy and drive consistency and speed in deal execution.
Requirements:
- 10+ years of progressive experience in Revenue Operations, Sales Operations, or GTM strategy at B2B SaaS companies
- 5+ years in a senior leadership role (VP or above) managing global, cross-functional RevOps or GTM operations teams
- Track record of building or transforming RevOps functions at scale, ideally at a company with $500M+ in ARR or through a period of rapid, complex growth
- Genuine passion for AI and hands-on experience deploying AI-powered tools across the Seller Journey
- Strong financial acumen and history of effective partnership with Finance, Legal, and HR leadership
- Exceptional executive presence and communication skills
- Fluency with modern RevOps stack: Salesforce, CPQ tools, BI platforms (Tableau, Looker), forecasting tools (Clari, Aviso), and conversation intelligence platforms (Gong, Chorus)
- Reputation for developing talent and building high-performing teams
- Must be authorized to work in the U.S. without sponsorship
