Key Facts

Remote From:

United States

Category: Revenue operations

Full time

Expert & Leadership (>10 years)

English

Hard Skills

Marketing Analytics Sales Enablement Salesforce Computational Tools Financial Modeling Performance Analytics Predictive Analytics Conversational AI Sales Automation Software Business Intelligence Tools

Other Skills

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Forecasting
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Communication
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Presentations
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Leadership

Roles & Responsibilities

Strong executive presence with the ability to influence senior leaders and drive organizational alignment
Deep expertise in sales operations, forecasting, and revenue processes in a SaaS, subscription, or XaaS business model
Advanced analytical and financial modeling skills, including strong proficiency in Excel and BI tools
Extensive experience with CRM systems and sales enablement technologies

Requirements:

Lead and develop a high-performing Sales Operations team, including Sales Ops, Enablement, Deals Desk, and Analytics functions
Act as a strategic advisor to the CRO, identifying opportunities to improve sales performance and operational efficiency
Own and optimize the end-to-end sales process, from lead handoff through deal closure and booking
Drive the evaluation, implementation, and adoption of AI-enabled tools and capabilities to improve sales productivity and decision-making

Azul

About Azul

Azul is the only company 100% focused on Java, delivering the most trusted Java platform to the modern cloud enterprise. We provide the world’s best commercial support for OpenJDK to our customers by prioritizing their success, maintaining our unwavering commitment to innovation and excellence, and advancing Java through community leadership. Millions of Java developers, hundreds of millions of devices, and the world’s most highly regarded businesses - including 27% of the Fortune 100 - trust Azul to power their applications with exceptional capabilities, performance, security, value, and success. https://www.azul.com Twitter: @azulsystems Trademarked - AZUL, Zulu, Azul Zulu, Azul Zulu Prime, Azul Platform Prime, Azul Platform Core, Azul Intelligence Cloud, Azul Analytics Suite, Azul Optimizer Suite are either registered trademarks or trademarks of Azul Systems, registered in the U.S. and elsewhere. All other trademarks belong to their respective owners.

Company type: SME

Founded: 2018

Company size: 201 - 500

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Job description

Who We Are Looking For

We are seeking a highly strategic, analytical, and influential leader with deep expertise in sales and revenue operations. The ideal candidate is both a visionary and an operator—capable of designing scalable frameworks while executing with precision.

You bring strong executive presence, thrive in cross-functional environments, and have a proven ability to influence senior stakeholders and executive leadership. You are passionate about enabling sales teams, optimizing performance, and building the infrastructure required to scale a global SaaS or subscription-based business.

Responsibilities

Lead and develop a high-performing Sales Operations team, including Sales Ops, Enablement, Deals Desk, and Analytics functions.

Act as a strategic advisor to the CRO, identifying opportunities to improve sales performance and operational efficiency.

Lead annual and long-range planning processes, including sales capacity planning, territory design, and coverage models.

Own and optimize the end-to-end sales process, from lead handoff through deal closure and booking.

Ensure seamless collaboration and handoffs between Marketing/Channel, BDR, Sales, and Customer Success teams.

Drive the evaluation, implementation, and adoption of AI-enabled tools and capabilities (e.g., predictive forecasting, pipeline analytics, sales insights, and workflow automation) to improve sales productivity and decision-making.

Leverage AI and advanced analytics to enhance forecasting accuracy, identify pipeline risks/opportunities, and deliver actionable insights to Sales Leadership.

Manage and deliver timely and accurate Forecasting, Sales Reporting & Analytics for the Sales Organization providing weekly, monthly, and quarterly sales reporting to Sales Leadership and Executives

Prepare executive-level and Board of Directors (BOD) reporting materials.

Design and implement sales compensation plans that drive performance while optimizing sales expense.

Partner with Finance to manage commission calculations, payouts, and financial alignment.

Track and analyze quota attainment and performance across teams and regions.

Own and optimize the sales technology stack, including Salesforce (SFDC), Clari, Gong and related tools.

Ensure data integrity, system scalability, and alignment with business processes.

Oversee onboarding and ongoing training programs for sales teams.

Collaborate closely with Finance, Legal, HR, Marketing, Product, and Business Operations to align processes and priorities.

Build alignment and drive consensus across diverse stakeholder groups.

Requirements

Strong executive presence with the ability to influence senior leaders and drive organizational alignment.
Deep expertise in sales operations, forecasting, and revenue processes in a SaaS, subscription, or XaaS business model.
Advanced analytical and financial modeling skills, including strong proficiency in Excel and BI tools (Qlik preferred).
Extensive experience with CRM systems (Salesforce preferred) and sales enablement technologies.
Proven ability to design and implement scalable processes, systems, and compensation frameworks.
Experience leveraging AI/ML-driven tools (e.g., predictive analytics, conversational intelligence, sales automation) within sales or revenue operations environments.
Excellent communication, presentation, and stakeholder management skills.
Ability to thrive in a fast-paced, high-growth, global environment.

Experience

10+ years (minimum 5 years as Vice President) of senior leadership experience in Sales Operations, Revenue Operations, Sales, or Finance.
Proven experience managing and scaling global teams across multiple geographies.
Demonstrated success in improving sales productivity and driving revenue growth.
Strong background in P&L management, financial planning, and subscription-based business models.
Prior experience leading teams across Sales Operations, Deals Desk, Sales Enablement, and Data/Analytics functions.
Demonstrated success implementing data-driven or AI-enabled initiatives that improved forecasting accuracy, pipeline visibility, or sales productivity.