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.

At Discovery Education, we are fulfilling our mission of preparing learners for tomorrow by creating innovative classrooms connected to today's world.

Serving more than 4.5 million educators and 45 million students, available in approximately half of U.S. classrooms and primary schools in the UK, and more than 140 countries around the globe; we are on a journey to transform teaching and learning though innovative partnerships with school districts, states, ministries of education, and other like-minded organizations.

We have built an award-winning and highly reputable organization because of talented and driven people who work together to accelerate student achievement by tapping into students' natural curiosity and desire to learn by capturing their minds and imagination through the fascination of Discovery.

Why Join Discovery Education?

Discovery Education believes empowering each team member is vital to cultivating high performing, highly engaged teams. Being a part of our team means we partner together to achieve mutual goals. To this end, Discovery Education offers a robust and comprehensive insurance package. You can find a complete listing on our Career Page.

Along with traditional insurance offerings, our inclusive offerings center around:

Career Development Ownership - Be the driver of your success!
Continuing Education AND Tuition Reimbursement Programs
Mentorship program and collaboration with veteran leaders
Constant opportunities for cross-functional training and skill building
Uncapped career growth

Team Member Wellness – When you feel great, you do great work!

Leave for life’s moments including 7 recognized holidays
Take PTO without the vacation guilt
Up to 12 weeks of Paid Parental Leave
Annual Winter Holiday Break (typically the last week of December)

This opportunity is perfect for people interested in joining a high-performing, collaborative team, who enjoy a dynamic industry, and are excited about high-impact, project-based work.

Inspired? We would love the opportunity to review your candidacy! Select the blue “Apply Now” button at the bottom left of the screen to begin your application.

Discovery Education is an equal opportunity employer. Discovery Education is committed to being an employer of choice, not just a good place to work, but a great and inclusive place to work. To that end, we strive to recruit and maintain a workforce that meaningfully represents the communities we serve. Qualified applicants will receive consideration for employment without regard to their race, color, religion, national origin, sex, sexual orientation, gender, protected veteran status or disabled status, or genetic information.

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