VP, Revenue Operations at octopus

Octopus Deploy sets the standard for Continuous Delivery, empowering software teams to deliver value in an agile way. Over 4,000 organizations globally –  including Ubisoft, Xero, Stack Overflow, NASA, and Disney – rely on our Continuous Delivery, GitOps, and release orchestration solutions.  Founded in Australia in 2012, our team of over 300 Octonauts now spans the globe. We combine high growth and big ambitions with a sustainable, balanced working environment. Our revenue has grown consistently between 30–50% every year for the past 8 years, and we’ve been profitable for 10 out of the past 11 years. Octopus now provides the industry's most comprehensive Continuous Delivery solution for organizations operating at scale. We’ve been remote-first since 2015 and work with an uncommon level of transparency. You can read our public handbook to learn how we work. We have a transparent approach to compensation that ensures people doing the same work with the same skill get paid the same, with well-defined career pathways. We foster a supportive, collaborative, and high-trust environment. We leave our job titles at the door and focus on doing what’s best for our customers and team. Our leaders never shy away from answering the tough questions at our all-hands calls or in 1:1s. We conduct interviews and onboarding virtually as part of being a remote-first company.  The VP of Revenue Operations is responsible for building and leading an integrated revenue operations function that enables predictable and efficient growth across all go-to-market teams. The role aligns marketing, sales, technical success, and finance around a unified GTM strategy, standardized processes, and a single source of truth for revenue data, with particular focus on subscription / usage-based DevOps software metrics (ARR, NRR, expansion, churn). The ideal candidate has a proven track record of scaling B2B SaaS or DevOps revenue operations from under $50M to over $ 250M in ARR. What You'll Do: • Partner with the CRO and executive team to define the multi‑year revenue strategy, including segmentation, coverage model, and capacity planning across direct, channel, and self‑serve motions. • Lead the annual and quarterly GTM planning process: targets, territories, quotas, headcount plans, compensation design, and budget alignment across Marketing, Sales, Customer Success, and Partnerships. • Develop and maintain a unified revenue performance framework (pipeline, conversion, cycle time, retention, expansion) to guide investment decisions and trade‑offs. • Own the Revenue enablement program for all functions within the organization. • Own end‑to‑end GTM process design from lead to renewal and expansion (lead management, qualification, opportunity management, deal desk, order management, handoffs to onboarding and CS, renewal playbooks). • Standardize and continuously improve processes for different DevOps segments (e.g., PLG/self‑serve, mid‑market, enterprise, strategic accounts, MSPs/VARs) while preserving regional and segment flexibility where needed. • Implement and govern clear operating cadences: QBRs, forecast calls, pipeline reviews, marketing performance reviews, and customer health reviews. • Establish a single source of truth for revenue data across CRM, marketing automation, product telemetry, billing, and customer success platforms, with clear data definitions and governance. • Build robust dashboards and analytics for pipeline health, forecast accuracy, cohort retention, product adoption, pricing/discounting, and sales productivity; turn insights into recommendations and action. • Own the companywide revenue forecasting process (new, expansion, churn) and drive continuous improvements in accuracy, timeliness, and scenario modelling. • Own the GTM tech stack strategy and roadmap (e.g., Salesforce, HubSpot/Marketo, sales engagement, CPQ, CLM, CS platforms, data warehouse/BI, enrichment, routing, intent signals, PLG tooling). • Ensure systems are designed and integrated to support DevOps‑specific motions such as trials, freemium, usage‑based pricing, marketplace transactions, and hybrid land‑and‑expand motions. • Drive adoption, enablement, and change management for GTM tools, ensuring that teams use standardized workflows and that data quality remains high. • Serve as the connective tissue between Marketing, Sales, Customer Success, Product, and Finance to ensure alignment on ICP, segmentation, messaging, pricing/packaging, and lifecycle plays. • Partner with Product and Product Marketing to translate product telemetry and usage data into account‑level signals and plays (upsell, expansion, save, migration) for GTM teams. • Oversee Revenue Enablement (directly or via dotted line), ensuring onboarding, ongoing training, and playbooks are grounded in data and aligned to GTM priorities. • Build and lead a high‑performing RevOps organization spanning sales operations, marketing operations, CS operations, systems/administration, analytics, and deal desk. • Define clear charters, operating models, and SLAs for how RevOps engages with GTM leaders and internal stakeholders. • Develop talent, foster a culture of experimentation and continuous improvement, and position RevOps as a strategic partner rather than a reactive service function. Your background: • 10–15+ years in revenue operations, sales operations, GTM strategy, or related fields, including leadership roles in high‑growth B2B SaaS; strong preference for DevOps, developer tools, or infrastructure software. • Proven track record owning revenue operations for businesses with recurring/usage‑based models (ARR/NRR), with responsibility across marketing, sales, and CS. • Deep experience with GTM planning and execution: segmentation, territory and quota design, capacity modelling, comp plan design, and forecasting at scale. • Demonstrated success building and scaling RevOps or similar teams, including hiring managers and senior ICs across systems, analytics, and process. • Expert‑level proficiency with modern GTM systems (CRM, marketing automation, sales engagement, CS tools, CPQ, BI, data warehouse) and their integration patterns. • Strong analytical and financial skills; comfortable working with executives and board‑level stakeholders on metrics, forecasts, and trade‑off decisions. • Excellent communication, influencing, and change‑management skills in a highly cross‑functional, often remote/distributed environment. • Experience in a product‑led or hybrid PLG/enterprise motion is a strong plus, especially where product telemetry and marketplace channels are central to GTM. Octopus has an internally open and transparent system for compensation. Any Octonaut can view the compensation for any role at any level. This ensures people doing the same work with the same skill get paid the same.  The compensation leveling for this role is: VP level Benefits include a minimum of 25 days annual leave, up to 10 days of paid sick and carers leave, 12 weeks of fully paid parental leave with flexible return options, generous health care (100% individuals, 75% dependents), dental and vision, 401K matching, pension contributions of up to 5%, and stock options. Learn more. Interview Process Below is the interview process you can expect for this role. We know interviewing can seem daunting, but rest assured we designed our interview process to move quickly while still getting you all the information you need. 👋🏼Initial chat [30 min] Talent acquisition screen: Meet with your Talent Acquisition team and get a feel for what it would be like to be an Octonaut! 🧑‍💻Hiring manager chat [45–60 min] Hiring manager chat: Designated time to chat with the hiring manager. This is a great opportunity to get to know each other. You should expect the hiring manager to ask questions about your professional background and goals. We welcome any questions you may have for us! 🎉Panel interview [60–90 min] Final round chat: In this final round call, you meet cross-functional team members. You can expect a mix of leaders and individual contributors to join the chat. By the end of this call, you should have a great idea of what it’s like to work at Octopus. We should also have a great idea of what it would be like to have you on the team! We’ll ask any final questions and encourage you to do the same. Our public employee handbook is the best place to learn more about life at Octopus. It includes our values, how we structure teams, career progression, leave and benefits, and much more.  If you're enthusiastic about this position, even if you don’t meet all the criteria above, we wholeheartedly encourage you to submit your application. Our talent team is in-house, and we recognize that every individual brings something unique. We take the time to review every application and consider how you might add to the team.  We know your time is precious. If you apply, we promise to update you at least once per week about the status of your application and to give you clear expectations for each step in the journey.  Important Notice About Recruitment Scams Please be aware that individuals and organizations may attempt to scam job seekers by offering fraudulent employment opportunities under the name of Octopus Deploy or Codefresh by Octopus Deploy. These scams may involve fake job postings, unsolicited emails, text messages, or other communications claiming to be from our recruiters or hiring managers. Octopus Deploy will never: • Ask for sensitive personal information, such as credit card details, bank account numbers, or other financial information during the recruitment process. • Request payment, fees, or purchases from job seekers. • Send checks for equipment purchases prior to employment. Official Communication Channels: All communication from Octopus Deploy recruiters or hiring managers will come from official email addresses ending in @octopus.com. If you receive messages from other domains (e.g., name.sr.octopus.com or generic addresses like @yahoo.com), these are not from Octopus Deploy. If you are unsure about the authenticity of a communication claiming to be from Octopus Deploy, do not provide any personal or financial information and contact us immediately at [Upgrade to PRO to see contact]. 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We take fraudulent activities seriously and are committed to ensuring the integrity of our hiring process. Thank you for helping us protect our community and future Octonauts! [Note to Search Firms/Agencies] Octopus Deploy does not compensate search firms for unsolicited assistance unless they have a written search agreement with Octopus Deploy and the requisition is position-specific. Any resumes, curriculum vitae and other unsolicited assistance from search firms that do not have a written search agreement or position-specific requisition submitted to any Associate of Octopus Deploy will be deemed the sole property of Octopus Deploy and no fee will be paid in the event the candidate is hired by Octopus Deploy.