VP, Revenue Operations

About Zuora At Zuora, we help businesses grow smarter and adapt faster. Our platform powers modern business models — from subscriptions and usage-based pricing to AI-driven and outcome-based offerings — helping companies launch new products, automate complex billing, and unlock predictable, recurring revenue. We’ve led the Subscription Economy for more than a decade. Now we’re evolving again by building the definitive platform for quote to cash and helping companies monetize their products and services with an adaptable, AI-ready foundation. The Opportunity and About the Team The VP of Revenue Operations (RevOps) / Sales Operations is a highly strategic business partner to the COO, CRO, CCO and the rest of the Executive Leadership Team, managing a global team responsible for building and optimizing the systems, processes, and analytics that drive predictable, scalable revenue performance across the customer lifecycle (Acquire, Implement, Expand, Retain). This leader is a strategic operator working along GTM, Customer Success and Services who turns strategy into repeatable execution, owning end-to-end forecasting for bookings and retention, pipeline and deal management, global analytics, territory design, quota setting, sales and services compensation , and field effectiveness . The ideal candidate has 10–15+ years of progressive experience in Enterprise/ Global SaaS revenue operations or sales and services operations and is a proven operator capable of driving commercial excellence in Salesforce and across a modern, integrated GTM tool ecosystem. What you’ll do Revenue Planning Forecasting 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 . Territory, Segmentation Quota Management 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. Pipeline Management GTM Analytics 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, PL, budget vs. actuals, cost management, and go-live forecasting. Develop predictive and long-range models for pipeline, bookings, renewa ... (truncated, view full listing at source)