WHY THIS ROLE, WHY NOW

Tricentis is at an inflection point. With a global customer base, an expanding product portfolio, and a bold growth agenda, we're looking for a revenue operations leader who wants to do more than optimize — someone who wants to build.

As SVP of Global Revenue Operations, you'll have a rare combination: the executive mandate to reimagine how we go to market, a direct seat at the table with the Chief Growth Officer, and the resources to execute at scale. You'll own the systems, processes, data, and team that power our entire GTM motion — and you'll be expected to push every one of them forward.

This is a role for a builder. If you've spent your career maintaining mature operations, this probably isn't for you. But if you thrive on creating clarity from complexity, turning AI from a buzzword into a competitive weapon, and building the operational foundation for the next phase of a company's growth — keep reading.

WHAT YOU'LL OWN

GTM Strategy — Segmentation, Coverage & Planning

• Be the architect of how Tricentis goes to market — owning segmentation models, coverage design, and the Annual Operating Plan for the revenue org.

• Partner with executive stakeholders to align GTM strategy with company objectives, translating priorities into executable plans with measurable outcomes.

• Benchmark our capabilities against industry best practices and continuously introduce operational models that drive scalable, efficient growth.

• Map buyer and seller journeys to uncover friction points and opportunities to improve both the rep and customer experience.

AI Enablement — Turning the Seller Journey into a Competitive Advantage

• Own the AI enablement vision and roadmap end-to-end — from identifying high-value use cases to deploying, governing, and measuring AI-powered tools across the revenue lifecycle.

• Lead the build-out of an AI literacy and adoption program that equips every GTM stakeholder to leverage new capabilities confidently.

• Define ROI frameworks for AI investments and create tight feedback loops between GTM users and technology vendors to continuously raise the bar.

• This isn't about piloting tools — it's about making AI a structural advantage for how we sell.

Operations & Performance Management — The Engine of Revenue Predictability

• Design and maintain territory structures that maximize rep productivity and coverage balance globally.

• Establish and run a standardized, AI-powered performance management framework — including weekly, monthly, and quarterly operational cadences.

• Own global revenue forecasting end-to-end: pipeline methodology, stage definitions, call accuracy, and board-level projections.

• Partner with Finance on ARR/NRR reporting, KPI alignment, and incentive compensation design across Sales, Partner, and CSM functions.

• Own strategy, governance, and optimization of the entire GTM technology stack.

Enablement & Training — Building a High-Performance Sales Culture

• Partner with functional leaders to design enablement programs directly tied to measurable outcomes like ramp time and quota attainment.

• Use performance data to identify skill gaps and prioritize training investments — and integrate AI-powered learning tools to personalize development at scale.

• Close the loop between training completion and rep performance, continuously validating and improving enablement ROI.

Deal Desk — Commercial Excellence at Scale

• Provide executive leadership to the global Deal Desk, ensuring clear SLAs and tight coordination with Sales, Finance, and Legal.

• Use deal data and commercial trends to inform pricing strategy and drive consistency and speed in deal execution.

WHAT YOU'LL BRING

• 10+ years of progressive experience in Revenue Operations, Sales Operations, or GTM strategy at B2B SaaS companies.

• 5+ years in a senior leadership role (VP or above) managing global, cross-functional RevOps or GTM operations teams.

• A track record of building or transforming RevOps functions at scale — ideally at a company with $500M+ in ARR or through a period of rapid, complex growth.

• A genuine passion for AI and hands-on experience deploying AI-powered tools across the Seller Journey.

• Strong financial acumen and a history of effective partnership with Finance, Legal, and HR leadership.

• Exceptional executive presence and communication skills — you're as comfortable in a board room as you are in the weeds of a forecasting review.

• Fluency with the modern RevOps stack: Salesforce, CPQ tools, BI platforms (Tableau, Looker), forecasting tools (Clari, Aviso), and conversation intelligence platforms (Gong, Chorus).

• A reputation for developing talent and building high-performing teams — you're a player-coach who leads by example.