Vice President, Revenue Operations

Job Description

Job Description

Company Description

Nexthink is the leader in digital employee experience management software. The company provides IT leaders with unprecedented insight allowing them to see, diagnose and fix issues at scale impacting employees anywhere, with any application or network, before employees notice the issue. As the first solution to allow IT to progress from reactive problem solving to proactive optimization, Nexthink enables its more than 1,200 customers to provide better digital experiences to more than 15 million employees. Dual headquartered in Lausanne, Switzerland and Boston, Massachusetts, Nexthink has 9 offices worldwide.

Job Description

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 performance

GTM 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 CS

Sales, 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 efficiency

Deal 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 discipline

Systems, 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 work

Process 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 models

Strategic 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 discipline

Team 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 culture

Key Metrics / Success Measures

Financial & Forecasting

• Forecast accuracy (bookings & revenue)
• Revenue attainment vs plan
• Pipeline coverage and quality

GTM 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

Qualifications

• 10+ years in Revenue Operations, Sales Operations, or GTM Strategy
• 5+ years in senior leadership roles
• Strong experience partnering with Finance and FP&A
• Proven success in SaaS or recurring revenue models
• Experience building scalable forecasting and revenue models
• Deep expertise in forecasting, pipeline analytics, and SaaS metrics
• Strong understanding of financial concepts (revenue recognition, margins, CAC)
• Advanced knowledge of CRM, CPQ, and BI tools
• Exceptional cross-functional leadership and stakeholder management
• Ability to operate at both strategic and operational levels
• Bachelor’s degree required; MBA or equivalent strongly preferred
• Financial rigor + commercial acumen
• Data-driven decision making
• Executive communication
• Cross-functional influence (CFO + CRO alignment)
• Change management and scalability mindset

Additional Information

We are the pioneers and trailblazers of a global IT Market Category (DEX) that is shaping the future of how the world works, giving our customers’ IT Teams total digital visibility across their enterprise. Our innovative solutions integrate real-time analytics, automation, and employee feedback across all endpoints. This enables our IT teams to solve complex technical challenges, create ever more productive workplaces, and deliver happy, satisfied employees in the digital workplace.

Total Rewards @ Nexthink

At Nexthink, we offer one of the most comprehensive and generous benefits plans. Your total rewards compensation package includes base salary and may also include a commission or performance bonus plan. We provide our US employees with 100% covered company benefits that consist of health, dental, vision as well as access to life insurance, long-term disability, and accidental death/personal loss coverage.

In addition, we offer:

• ️ Flexible Hours and unlimited vacation (employees have unlimited paid time off on top of the 15 days of holidays we offer), 11 company-paid holidays, and 3 extra days for volunteering.
• Hybrid work model that balances office and remote work, with structured onboarding to foster connections and team integration.
• Free access to professional training platforms to explore your interests and enhance your skills.
• Up to 16 weeks of paid leave for birthing parents/primary caregivers, 6 weeks for secondary caregivers.
• Plan for the future with a 401(k) plan featuring up to 4% company matching contributions, vesting immediately, to grow your retirement savings.
• Bonuses for referring successful hires after three months of continuous employment.

Base salary ranges are determined by country, role, level, experience, and skills . The range displayed on each job posting reflects Nexthink’s good faith determination of the minimum and maximum targets for new hire salaries across all US locations. Individual pay is determined by related factors, including job skills, experience, and relevant education or training, which may impact a final offer. Your Talent Acquisition Partner can share more about the specific salary range during the hiring process.