External TitleVice President, Revenue Operations

As a global market leader, iPipeline combines technology, innovation, and expertise to deliver ground-breaking, award-winning software solutions that transform the life insurance, financial services, and protection industries. With one of the industry’s largest data sets, we help advisors/advisers and agents to transform paper and manual operations into a secure, seamless digital experience – from proposal to commission– so they can help better secure the financial futures of their clients.

At iPipeline, you’ll play a major role in helping us to provide best-in-class, transformative solutions. We’re passionate, creative, and innovative, and together as a team, we continually strive to advance, accelerate, and expand the reach of our technology. We value different perspectives and are committed to creating an environment that embraces diverse backgrounds and fosters inclusion.

We’re proud that we’ve been recognized as a repeat winner of various industry awards, demonstrating our excellence and highlighting us as a top workplace in both the US and the UK. We believe that the culture we’ve built for our nearly 900 employees around the word is exceptional -- and we’ve created a place where our employees love to come to work, every single day.

Come join our team!

About iPipeline

Founded in 1995, iPipeline operates as a business unit of Roper Technologies (Nasdaq: ROP), a constituent of the Nasdaq 100, S&P 500®, and Fortune 1000® indices. iPipeline is a leading global provider of comprehensive and integrated digital solutions for the life insurance and financial services industries in North America, and life insurance and pensions industries in the UK. We couple one of the most expansive digital and automated platforms with one of the industry’s largest data libraries to accelerate, automate, and simplify various applications, processes, and workflows – from quote to commission – with seamless integration. Our vision is to help everyone achieve lasting financial security by delivering innovative solutions that connect, simplify, and transform the industry.

iPipeline is proud to be an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to gender, race, color, religious creed, national origin, age, sexual orientation, gender identity, physical or mental disability, and/or protected veteran status. We are committed to building a supportive and inclusive environment for all employees.

This is an office-based position.

Job Summary:

The Vice President, Revenue Operations oversees the sales support functions essential to sales force productivity, including planning, forecasting, reporting, and process optimization and ensures that the strategic and operational objectives of the sales organization are aligned with business goals. This role serves as the architect of the end-to-end sales operations engine, owning the systems, processes, data infrastructure, and strategic frameworks that turn go-to-market strategy into repeatable, measurable execution. This role works closely with the executive team to drive the company's overall direction, growth, and profitability. Responsible for the organization's success by setting strategic goals, managing larger teams, driving innovation, and making high-level decisions that shape the company's future.

Strategic Direction & Go-to-Market Execution:

• Responsible for setting the strategic direction, achieving organizational goals, and for overseeing the operations of the function(s).
• Develop and refine the go-to-market strategy in partnership with sales, marketing, and product leadership.
• Regularly measure and analyze productivity and effectiveness by forming strategic product road maps, creating market positioning and competitive advantages, and determining budget trade-offs with a goal of continually improving and developing sustainable results.

Sales Planning, Forecasting & Revenue Intelligence:

• Oversee the sales support functions essential to sales force productivity, including planning, forecasting, reporting, and process optimization.
• Build and maintain a forecast methodology and cadence with clear definitions for commit, best case, and upside categories.
• Leverage predictive forecasting models that leverage AI to identify patterns human analysis might miss.
• Drive continuous improvement of planning and forecasting functions to support scalable revenue growth.

Sales Process Optimization & Change Management:

• Develop and implement streamlined sales processes, methodologies, and procedures to maximize efficiency.
• Champion transformational change efforts that align with the organization's strategic initiatives, promoting a forward-thinking, adaptable culture.
• Own sales process optimization that removes friction from the buyer journey.
• Establish opportunity management standards that create consistency across the organization.

Revenue Technology Stack & Data Infrastructure:

• Evaluate, select, and manage the implementation of sales tools, including CRM systems and other productivity tools, and ensure the sales team is fully trained on all tools and uses them effectively.
• Serve as the owner of CRM architecture and administration, marketing automation integration, sales engagement tools, data warehouse and business intelligence platforms, and analytics infrastructure.
• Ensure data flows seamlessly across all revenue systems and teams operate from a single source of truth.

Sales Compensation & Incentive Program Design:

• Collaborate with HR and Finance to design compensation plans that align individual incentives with company strategy, ensuring that what's good for the rep is good for the business.
• Own commission plan design and governance that translates strategy into daily motivation.
• Manage SPIFs and accelerators that drive focus on strategic priorities.
• Maintain quota-to-OTE ratios that balance stretch goals with achievability.
• Ensure payout accuracy and timeliness that builds trust across the sales organization.
• Establish dispute resolution processes that maintain fairness and transparency.

Operational Metrics & Executive / Board-Level Reporting:

• Monitor and manage critical operational metrics for optimal sales performance.
• Accountable for achieving financial targets, operational efficiency, and overall success of the function.
• Deliver board-level revenue reporting that translates operational data into strategic narrative.
• Provide clear, concise communication to the executive leadership team, as well as the board of directors around current revenue operation and future growth strategies.

Deal Desk Operations & Pricing Governance:

• Establish and oversee deal desk and approvals workflows that balance speed with governance.
• Assist in setting sales goals, quotas, and territories, ensuring fair distribution and realistic targets.
• Work with sales teams to develop accurate and timely sales forecasts and identify potential risks or opportunities.

Cross-Functional Alignment & Partnership:

• Partner with other departments, such as marketing, finance, and customer service, to ensure alignment with sales strategies.
• Ensure interdepartmental alignment to achieve the company's strategic goals.
• Work cross-functionally with marketing, technology, customer support, and finance teams to drive company growth and success.
• May represent the organization externally, including interacting with clients and partners.

Leadership, Talent Development & Sales Onboarding:

• Develop a clear and compelling vision that guides leadership team and organization toward long-term success.
• Invest time in coaching and mentoring senior leadership team to enhance their leadership capabilities to assume greater responsibilities.
• Develop strategies to coach, grow, and develop talent.
• Own onboarding and enablement processes that accelerate time to productivity.
• Drive organizational change management that drives adoption of new tools and methods.
• Hold overall department accountable for employee engagement and achieving results.

• Typically requires 15+ years of significant progressive experience in sales operations, revenue operations, or a closely related function, with a substantial portion in senior leadership roles.
• Expertise operating in a Technology / SaaS business model, including familiarity with recurring revenue structures, subscription economics, and scaling go-to-market motions.
• Demonstrated expertise in sales operations disciplines including planning, forecasting, reporting, process optimization, CRM platform management, and territory/quota design.
• Proficiency with sales technology ecosystems including CRM platforms (e.g., Salesforce), analytics/BI tools, and sales enablement technologies.
• Demonstrated track record of building, scaling, and developing high-performing sales operations teams.
• Proven track record of measurable impact, demonstrating a history of delivering quantifiable improvements in revenue growth, forecast accuracy, sales productivity, or operational efficiency.
• Advanced data and analytical capability. Ability to mine, analyze and interpret data and use data to make business decisions that will drive ongoing revenue growth. Proficiency with CRM platforms (e.g., Salesforce), BI/analytics tools, data warehouse technologies, and sales engagement platforms. Ability to build and govern a data infrastructure that ensures a single source of truth for revenue data.
• Deep change management expertise. Experience driving organizational changes that align with the organization's strategic initiatives, promoting a forward-thinking, adaptable culture. Proven experience leading large-scale change management and transformation initiatives.
• Executive and board-level communication and storytelling ability. Ability to inspire those around you by creating a strong working relationship with your team members and collaborators across the entire organization. Demonstrated ability to translate complex operational and financial data into clear, compelling narratives for C-suite executives and the board of directors.
• Strong financial acumen with experience accountable for overall results of functions (goal achievement and financial). Includes demonstrated ownership of compensation plan design, budget management, and resource allocation at scale.
• Exceptional cross-functional collaboration and stakeholder management skills, with the ability to influence and partner effectively across executive leadership, sales, marketing, finance, and customer service teams.
• AI-forward leadership mindset and applied fluency. Experience championing and deploying artificial intelligence and automation technologies, such as predictive forecasting models and intelligent pipeline analytics, to increase organizational productivity, enhance data-driven decision-making, and drive measurable improvements in sales operations outcomes.