Vice President, Revenue Operations at Nexthink

We are seeking a strategic and analytical Vice President of Revenue Operations to lead and scale our end-to-end revenue engine. Reporting to the Chief Financial Officer (CFO), based in the Boston office, this role will serve as the critical bridge between Finance and Go-To-Market (GTM) functions—driving predictable, efficient, and scalable revenue growth. The VP RevOps will own forecasting, pipeline analytics, GTM systems, and operational excellence, while partnering closely with the CRO, CMO, and Customer Success leadership to optimize performance across the full revenue lifecycle. Key Responsibilities Revenue Planning & Forecasting (Core to CFO Org) • Own the company-wide revenue forecasting process (bookings, revenue, and pipeline) • Partner with FP&A to build driver-based financial and operational models • Ensure alignment between pipeline, bookings, revenue, and cash forecasts • Deliver board-ready insights and reporting on revenue performanceGTM Performance & Analytics • Define and track end-to-end funnel metrics (lead → pipeline → closed → retention) • Analyze pipeline health, conversion rates, and sales productivity • Identify risks and opportunities to achieving revenue targets • Establish standardized KPI frameworks across Sales, Marketing, and CSSales, Marketing & CS Operations Alignment • Align operations across Sales, Marketing, and Customer Success • Standardize definitions (MQL, SQL, pipeline stages, churn, expansion) • Optimize lead-to-revenue and post-sale processes • Improve funnel conversion and revenue efficiencyDeal Desk & Commercial Governance • Oversee deal desk and commercial approval processes • Partner with Finance to ensure alignment with: • Pricing strategy • Discount controls • Revenue recognition policies • Improve deal velocity while maintaining financial disciplineSystems, Data & Automation • Own the RevOps tech stack (e.g., Salesforce, HubSpot, CPQ, BI tools) • Ensure a single source of truth for revenue data • Drive system integrations across CRM, billing, and finance platforms • Lead automation initiatives to improve scalability and reduce manual workProcess Excellence & Scalability • Design and optimize scalable GTM processes and workflows • Reduce friction across the revenue lifecycle (quote → close → renewal) • Improve sales productivity and operational efficiency • Support segmentation and coverage modelsStrategic Business Partnership (Critical) • Act as a trusted advisor to the CRO and GTM leadership • Participate in: • Forecast calls • QBRs • Deal reviews • Balance growth objectives with financial disciplineTeam Leadership • Build and lead a high-performing RevOps organization (Sales Ops, Marketing Ops, CS Ops) • Develop talent, structure, and career paths • Foster a data-driven, high-accountability cultureKey Metrics / Success Measures Financial & Forecasting • Forecast accuracy (bookings & revenue) • Revenue attainment vs plan • Pipeline coverage and qualityGTM Performance • Conversion rates across funnel stages • Sales productivity (quota attainment, ramp time) • Customer retention (NRR, GRR)Efficiency & Governance • Discounting discipline • Sales cycle length • CAC efficiency and LTV/CAC ratio