Overview

VP of Revenue Operations Jobs in United States at JJA.CO

Title: VP of Revenue Operations

Company: JJA.CO

Location: United States

Sr. Director or VP of Revenue Operations for a leader in the EdTech space.

The Head of Revenue Operations' Charter:

  • Master Pipeline and Forecasting Accuracy: Serve as the ultimate owner of forecast planning and operations. Eliminate forecast ambiguity by building and operationalizing tools that provide clean, hyper-accurate pipeline visibility and reporting for the executive team and the board.
  • Assess and Turn Around Salesforce: Dive deeply into the weeds to assess, redesign, restructure, and implement a messy, acquired Salesforce instance so it accurately supports current and future B2B SaaS scaling.
  • Navigate Complex Sales Motions: Build systems capable of accurately extracting data and measuring revenue in highly complex, "messy" use cases where deals are layered across individual schools, districts, and states.
  • Lead a Specialized Org: Manage and optimize a targeted operational team focusing purely on Deal Desk, Sales Tools/Systems, and complex sales commission models tied to quotas and customer lists.
  • Drive Strategic Connectivity: Think holistically across the organization, working collaboratively with Sales VPs and Finance partners to connect the dots, understand system implications for finance needs in an ARR/CARR model, and improve processes through system and tool upgrades.

Core Competencies (The Must-Haves):

  • Forecasting & Pipeline Mastery: Deep, specialized expertise in forecast planning, operations, and pipeline accuracy within a complex B2B SaaS environment.
  • Salesforce Turnaround Expert: Extremely high-level understanding of Salesforce. Proven track record of walking into messy, broken, or blended instances (e.g., post-acquisition) and personally fixing account structures, forecasting logic, and deal desk processes.
  • Complex B2B Sales Acumen: Deep understanding of complex, embedded selling motions (new business, cross-sell, expansion) across varying tiers (individual schools, varying district sizes, and state-wide deals).
  • "Right-Sized" Company Experience: Background in mid-sized (e.g., 200–250 employees), highly innovative, tech-forward environments. Needs to have seen enough complexity to solve problems from scratch, avoiding candidates whose sole experience is at 10,000+ employee corporations (where systems are already built) or very small startups.
  • Data & Systems Oriented: Deeply analytical and metrics-driven mindset. Understands financial systems and processes in an ARR/CARR model, and knows how to connect systems implications to Finance needs.
  • AI Automation Experience: Familiarity with and interest in leveraging AI automation and modern tooling to drive improvements and efficiency into forecasting and RevOps.
  • Career Stability: Proven track record of commitment and driving outcomes. A consistent pattern of 1.5 to 2-year job-hopping without sticking around to see implementations through is a major turn-off.
  • West Coast Alignment: Must reside on the West Coast or be completely committed to working West Coast hours to align with the executive team and board reporting cadence.

The Nice-to-Haves:

  • GG-Specific Domain Expertise: EdTech, Government, or Enterprise sales experience. (Note: A strong B2B SaaS background trumps direct EdTech experience if you have managed similar complexity).
  • Channel & Direct Sales: Understanding of both Direct Sales and Channel-driven sales environments.
  • International/B2B2C: Exposure to global markets and B2B2C selling motions.

Personality & Cultural Fit:

  • Scrappy, Hands-On Builder: "Classically trained but scrappy." Willing to roll up their sleeves as an individual contributor initially to clean up systems, execute the heavy lifting, and then scale the team. An execution-driven wizard.
  • Strategic yet Tactical: Thinks holistically across the organization to connect the dots, but operates as an execution-focused "fixer." Not someone who delegates from too high an altitude.
  • Cross-Functional Collaborator: Works seamlessly and earns respect with Sales VPs, executive leaders, and Finance partners. Strong project management and communication skills.
  • Adaptable to Change: Not overly corporate; comfortable navigating a highly complex environment requiring a complete systems overhaul without relying on an army of direct reports to do the work for them.
  • Unapologetically Optimistic: A culture amplifier who brings high energy, embraces a data-driven Go-To-Market culture, and refuses to accept broken systems or market challenges as excuses.

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