Head of Revenue Operations
$185k - $200k/yr
Expert
Remote in USA
Remote
Sales & Account ManagementSales Operations
About the job
Requirements
- You have held the Head or Director of Revenue Operations role, or an equivalent role, at a company of similar growth stage, and can point to what you built and owned.
- Track record of operating at growth-stage speed and ambiguity, building infrastructure from scratch rather than administering an established system; experience exclusively at large, mature organizations without growth-stage exposure is not a fit.
- Strong command of key SaaS metrics including ARR, NDR, GDR, CAC, LTV, pipeline coverage, and sales productivity, and how they connect to business performance.
- Proven ability to build and operationalize forecasting models, such as pipeline velocity and ARR forecasting, that improve accuracy and predictability.
- Deep, hands-on experience owning a CRM such as Salesforce or equivalent and the broader GTM tech stack, including configuration, data integrity, and workflow design.
- Hands-on experience owning pricing strategy, SKU structure, and the quote-to-cash process, ideally in a company that scaled or restructured its pricing model.
- Comfort using AI tools to build operational leverage by automating reporting, briefings, and workflows rather than relying solely on headcount to scale.
- Track record of partnering effectively with Sales, Marketing, Customer Success, Finance, and executive leadership to drive alignment and results.
- Ability to move between strategy and execution, translating insights into action and driving measurable impact.
Responsibilities
- Own the revenue operating system, designing and scaling the processes, metrics, and infrastructure that drive consistent, predictable performance across the business.
- Partner with Systems Engineering to drive end-to-end improvements and scalability in Salesforce, including structure, data hygiene, workflow automation, and adoption across the sales organization.
- Evaluate the current ecosystem of tools and technology supporting commercial and revenue operations, and recommend the optimal AI-native tech stack for the function.
- Serve as the accountable owner of the tech stack and roadmap, partnering with Product and Tech to build the AI-native operating system.
- Own pricing strategy, SKUs, and the end-to-end quote-to-cash process, ensuring pricing structures and deal execution are clean, consistent, and scalable.
- Own the forecasting cadence and develop repeatable forecasting models for pipeline, bookings, and ARR that improve accuracy and predictability.
- Build the AI-powered operating layer, including automated briefings, pipeline intelligence, meeting preparation, and reporting dashboards, to give the commercial organization real-time visibility.
- Establish and maintain a unified KPI framework, ensuring alignment on definitions, visibility, and accountability across the funnel.
- Coordinate Marketing, Finance, the RFP team, Value Enablement, and Sales Engineering across live opportunities so these groups are effectively leveraged.
- Partner with Sales, Marketing, Customer Success, and Finance leadership to align execution with company goals and financial plans.
- Analyze pipeline health, conversion rates, and sales efficiency to identify opportunities and drive improvements.
- Design and manage sales compensation and incentive plans that align with business objectives and drive desired behaviors across GTM teams.
- Build an understanding of the GTM model, revenue streams, and SaaS metrics including ARR, NDR, GDR, pipeline coverage, win rates, and sales cycle.
- Assess current RevOps infrastructure, CRM configuration, reporting, and forecasting methodologies.
- Map the current ecosystem of commercial and revenue operations tools and technology and form a point of view on the optimal AI-native tech stack.
- Establish trust across Sales, Marketing, Customer Success, and Finance leadership.
- Own the CRM and forecasting cadence end-to-end, with a unified KPI framework providing visibility into pipeline health, revenue performance, and GTM efficiency.
- Deliver the first version of the AI-powered operating layer, including automated briefings, dashboards, and reporting tools, to reduce manual reporting for commercial leadership.
- Improve forecast accuracy through enhanced pipeline modeling and data-driven insights.
- Operate a scalable revenue operating system covering process, CRM, forecasting, and AI tooling to enable predictable growth and align planning across GTM and Finance.
- Deliver consistent, high-confidence forecasts and actionable insights that inform executive decisions.
- Improve key performance metrics, including pipeline coverage, conversion rates, sales productivity, and retention, through data-driven optimization.
Desired Qualifications
- 8–12+ years of experience across Revenue Operations, Sales Operations, or GTM analytics in a SaaS environment.
- Experience supporting a high-growth SaaS company through milestones such as post-acquisition integration, scale-up, or M&A.
- Familiarity with modern BI, AI, and planning tools such as Sigma, Adaptive, the Salesforce ecosystem, and AI-native reporting or agent tools, and experience building self-service analytics environments.
- Experience designing and optimizing sales compensation plans at scale.
About the company
Arcadia provides a data-and-tools platform called the Arc platform that gives access to global utility data, analytics, and optimization to help businesses build energy products and climate solutions. It began with community solar to democratize solar energy and now supports electrification, decarbonization, and energy efficiency for a wide range of clients. The platform is offered on a subscription basis, giving customers data, analytics, and optimization tools to identify savings, optimize use, and understand energy costs. Its goal is to help organizations reduce carbon footprints and move toward a zero-carbon future by making clean energy more accessible and scalable.
Company Size
1,001-5,000
Company Stage
Late Stage VC
Total Funding
$596.5M
Headquarters
Washington DC, District of Columbia
Founded
2002
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Simplify's Take
What believers are saying
- ENGIE Impact adds 1,000-plus clients and 20% of Fortune 500 relationships.
- Cority and WatchWire integrations embed Arcadia into enterprise ESG and utility-data workflows.
- The combined platform now covers 90-plus countries, widening cross-sell and procurement reach.
What critics are saying
- ENGIE Impact integration in 2026 threatens sales disruption and systems failures across 1,500 customers.
- Nexamp's 2025 capital raise intensifies competition in community solar and enterprise clean energy supply.
- Arcadia's value depends on Fortune 500 retention; losing large accounts quickly crushes expansion.
What makes Arcadia unique
- April 2026 ENGIE Impact gave Arcadia $30B annual payments workflow and 4.5M meters.
- Arcadia now combines utility bill management, procurement, and sustainability advising under one brand.
- March 2025 Perch Energy merger keeps Arcadia's community solar business separate yet scaled.
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Benefits
- Flexible Work Hours
- Unlimited Paid Time Off