Vice President of Revenue Operations

VP of Revenue Operations 

About Arize: 

AI is rapidly transforming the world. As generative AI reshapes industries, teams need powerful ways to monitor, troubleshoot, and optimize their AI systems. That’s where we come in. Arize AI is the leading AI & Agent Engineering observability and evaluation platform, empowering AI engineers to ship high-performing, reliable agents and applications. From first prototype to production scale, Arize AX unifies build, test, and run in a single workspace—so teams can ship faster with confidence.

We’re a Series-C company backed by top-tier investors, with over $135M in funding and a rapidly growing customer base of 150+ leading enterprises and Fortune 500 companies. Customers like Booking.com, Uber, Siemens, and PepsiCo leverage Arize to deliver AI that works.

About the role: 

Arize is seeking a strategic and operationally excellent Revenue Operations Leader to serve as the operational backbone of our go-to-market (GTM) organization. In this critical role, you'll align and optimize Sales, Marketing, Customer Success, and Partnerships functions to drive predictable, scalable revenue growth. This is a hands-on leader who will establish systems, processes, data infrastructure, and operational cadence that enable our teams to execute with precision and visibility.

You will report directly to the President and work closely with the Sales, Marketing, Customer Success, and Partnerships leaderships to be the glue between departments, driving operational efficiency, and creating a data driven revenue culture across the entire organization.

Key Responsibilities

1. Strategic Alignment & GTM Operations: Establish unified revenue goals and KPIs across Sales, Marketing, Customer Success, and Partnerships aligned to company objectives. Drive alignment through annual & quarterly planning, business reviews, and operating cadences (monthly metrics, weekly reviews) that connect leadership around shared outcomes. Define end-to-end customer lifecycle strategy with formalized handoffs (lead routing, customer transitions, partner escalation) and SLAs to ensure seamless execution and accountability.

1. Process Optimization & Operational Excellence: Own and optimize end-to-end revenue operations across all go-to-market motions (open-source, self-serve, and enterprise). Drive sales operations excellence through territory planning, lead management, process standardization, sales enablement, sales compensation design and forecast accuracy. Collaborate with Marketing on lead quality standards, attribution frameworks, and automation workflows, while enhancing Customer Success operations through health scoring, onboarding optimization, and expansion playbooks to accelerate revenue velocity across the entire customer lifecycle.

1. Technology, Data & Analytics Infrastructure: Own the complete revenue technology ecosystem (CRM, marketing automation, customer success platforms, revenue intelligence, BI tools). Build and maintain data infrastructure ensuring a single source of truth across all systems. Deliver executive-level dashboards providing real-time visibility into pipeline health, forecast accuracy, funnel conversion, and revenue performance. Drive data integrity, governance, and standardization while leveraging analytics to surface strategic insights and optimization opportunities.

1. Revenue Forecasting & Capacity Planning: Own revenue forecasting methodology and delivery of accurate pipeline predictions. Partner with Finance on ARR planning, quota setting, and capacity modeling. Provide executive leadership with ARR outlook through rigorous pipeline analysis, historical trend modeling, and scenario planning. 

1. Cross Functional Leadership & Culture: Drive organizational transformation toward a unified, data-driven revenue culture by leading change management initiatives that break down silos and establish shared accountability. Build trusted partnerships with Sales, Marketing, Customer Success, and Partnerships leadership while mentoring the RevOps team to develop cross-functional expertise. Align teams around evidence-based decision-making and common revenue objectives.

Required Qualifications

Core Experience 

• 10+ years of progressive experience in revenue operations, business operations, sales operations, or marketing operations roles within B2B SaaS companies, OR equivalent experience scaling go-to-market functions in high-growth environments or management consulting

Functional Expertise 

• Demonstrated success scaling RevOps functions in high-growth B2B SaaS companies (preferably $25M-$100M+ ARR) with deep expertise in revenue forecasting, territory & capacity planning, quota setting, pipeline management, and sales methodology
• Strong background in data analysis and business intelligence, with proven ability to design and build dashboards, define KPIs, and derive actionable insights from complex datasets
• Hands-on expertise with core RevOps technology stacks: CRM platforms (Salesforce preferred), marketing automation (HubSpot, Marketo, or equivalent), customer success platforms, revenue intelligence tools, and BI/analytics platforms (Tableau, Looker, or equivalent)

Leadership & Execution

• Proven track record of driving cross-functional alignment, influencing without direct authority, and leading organizational change in matrixed environments
• Excellent project management skills: ability to manage multiple initiatives simultaneously, prioritize effectively, and drive execution across teams with accountability for results
• Outstanding communication and storytelling ability—capable of translating complex data and RevOps concepts into clear narratives for operational teams and executive leadership
• Strategic thinking combined with operational rigor: balancing long-term vision with hands-on problem-solving and a bias toward action

What You’ll Bring

• A bias toward clarity: you establish unambiguous definitions, standardized processes, and transparent metrics that cut through organizational confusion
• A systems mindset: you see revenue operations as an integrated whole, not siloed functions; you optimize for enterprise outcomes, not departmental wins
• Credibility with operators: you’ve built and scaled RevOps functions; you speak the language of sales, marketing, and CS leaders
• Change leadership capability: you can articulate the “why” behind process changes, build coalition support, and drive adoption even when change is uncomfortable
• An analytical edge: you make decisions based on evidence; you can tell stories with data that move executives to action

Salary Range for this role will be $250,000-$350,000 total compensation dependent on experience

MUST be located in SF Bay area