We are seeking an experienced and strategic Vice President of Revenue Operations to lead and optimize our revenue-generating functions. This role will oversee business analytics, marketing operations, Salesforce business requirements, sales enablement and operations, and sales compensation programs, ensuring alignment across teams to drive efficiency, growth, and scalability. The ideal candidate is a data-driven leader with a deep understanding of revenue operations and a proven track record of building and scaling operational systems in high-growth organizations.

The Vice President of Revenue Operations is a senior leadership role accountable for architecting and optimizing the end-to-end revenue engine at Discovery Education. Operating at the intersection of marketing, sales, customer success, finance, and IT, this role serves as a strategic partner to the executive team and plays a critical role in driving scalable growth, operational alignment, and revenue performance.

Currently overseeing a team of five-six direct reports, the VP of Revenue Operations leads core functions such as revenue analytics, go-to-market systems, sales enablement, and sales compensation.

• Lead a high-impact Revenue Operations function responsible for process optimization, systems management, data governance, and performance insights
• Own the go-to-market systems ecosystem, including CRM (Salesforce) and marketing automation platforms, ensuring scalable, integrated workflows across the customer lifecycle
• Oversee revenue analytics and reporting, providing leadership with the visibility and intelligence needed to guide strategy and investment
• Manage compensation design and execution, aligning incentives with business goals and driving a high-performance culture
• Influence strategic decision-making by delivering insights, forecasting accuracy, and optimization recommendations across all revenue streams
• Ensure operational excellence, enabling seamless execution, cross-functional alignment, and continuous improvement across all revenue-generating functions
• Own Sales Enablement and Sales Operations, acting as leader and coach for sales operations and enablement teams who continuously seek to improve the quality and efficiency of coaching and training initiatives and lead and assess effectiveness of onboarding program including sales skills, product knowledge and successful systems use
• Own Sales Enablement and Sales Operations, to including owning the strategy, execution, and measurement of sales onboarding, enablement initiatives, and operational excellence — equipping sales teams with the skills, knowledge, processes, and tools required for sustained success. The role collaborates cross-functionally with executive leadership, Product, Marketing, and Revenue Operations to ensure that enablement and operations strategies directly accelerate sales performance, improve pipeline velocity, and enhance customer engagement outcomes

In This Role, You Will:

• Develop and execute a comprehensive revenue operations strategy to support company growth objectives
• Partner with executive leadership to align revenue operations with organizational goals and priorities
• Foster collaboration across marketing, sales, and customer success teams to ensure seamless handoffs and optimized revenue processes
• Oversee the creation of data models, dashboards, and reports to provide actionable insights into revenue performance
• Establish KPIs and performance metrics to measure success across revenue streams
• Provide data-driven recommendations to optimize pipeline management, forecasting, and revenue outcomes
• Own and enhance marketing technology stack, ensuring seamless integration with CRM and other platforms
• Develop processes to track and report on lead generation, campaign effectiveness, and ROI
• Collaborate with marketing leaders to implement scalable systems and best practices
• Serve as the primary owner of Salesforce business requirements, ensuring the CRM is optimized for all revenue-driving teams
• Partner with IT and external vendors to manage Salesforce enhancements, integrations, and troubleshooting
• Translate business needs into technical requirements and drive successful implementation
• Design and manage sales compensation plans, ensuring alignment with business objectives and market competitiveness
• Collaborate with finance and HR teams to oversee accurate and timely commission calculations and payouts
• Continuously analyze and refine incentive structures to drive high performance and retention
• Monitor team queue for inbound issues, assign as needed. Fully accountable for overall service levels requirements to meet contractual needs and overall business requirements/expectations
• Execute on other duties as assigned, in support of Discovery Education initiatives

Core Competencies for Success:

• Deep understanding of sales compensation structures and strategies
• Excellent analytical, problem-solving, and project management skills
• Exceptional verbal and written communication skills
• Detail-oriented, extremely well organized
• Ability to complete projects (e.g., known issue documentation) with little or no direction
• Ability to manage multiple projects and activities and prioritize workload
• Must be proactive and excel in a fast-paced, multitasking environment with excellent problem-solving skills
• Strong in the ability to lead multiple initiatives to drive business results
• Proven ability to lead cross-functional teams and influence senior stakeholders
• Strong enablement expertise and experience for adult learners

Credentials and Experience:

• Bachelor’s degree in Business Administration, Finance, Analytics, or related field.
• 10+ years of experience in revenue operations, business analytics, sales enablement or a related field, with 5+ years in a leadership role.
• Strong expertise in CRM/Salesforce.com, familiarity with marketing automation tool Marketo, 6Sense a plus
• Familiarity with the BI tool Looker
• Experienced in identifying ways to scale the work
• Legal right to work in the United States

This role will sit in our Charlotte HQs with a hybrid work schedule.