VP, Commercial Operations

About This Position

The Vice President of Commercial (Revenue) Operations serves as a strategic business partner to the Chief Commercial Officer and executive leadership team. This leader is responsible for building the systems, processes, analytics, forecasting models, and operating cadences that enable predictable, scalable revenue growth across the customer lifecycle.

The role oversees all aspects of Revenue Operations, including sales operations, forecasting, pipeline management, territory and capacity planning, commercial analytics, compensation administration, go-to-market performance, commercial technology, and quote-to-cash optimization.

The successful candidate combines strategic thinking with operational excellence, brings deep expertise in scaling revenue organizations, and possesses a proven track record of creating data-driven insights that accelerate growth, improve productivity, and enhance commercial effectiveness.

What You'll Do

Revenue Strategy & Business Planning

• Partner with the CCO and executive leadership team to develop and execute commercial growth strategies.
• Lead annual planning processes, including bookings targets, territory design, quota setting, capacity planning, and resource allocation.
• Design and maintain operating rhythms that ensure alignment across Sales, Marketing, Customer Success, Finance, Product, and Executive Leadership.
• Translate strategic growth objectives into measurable operational plans and execution frameworks.

Revenue Forecasting & Performance Management

• Own company-wide bookings and revenue forecasting processes.
• Establish forecast methodologies, inspection routines, reporting standards, and executive dashboards.
• Monitor business performance against targets and proactively identify risks and opportunities.
• Deliver actionable insights and recommendations to senior leadership.

Revenue Technology & Systems

• Own the commercial technology ecosystem, including CRM, CPQ, forecasting, enablement, and analytics platforms.
• Develop a multi-year Revenue Operations technology roadmap.
• Partner with Product, Engineering, Finance, and IT to ensure seamless system integrations and data governance.
• Drive adoption of AI-enabled tools and reporting solutions that improve decision-making and operational efficiency.

Commercial Analytics & Insights

• Establish enterprise-wide standards for commercial reporting and measurement.
• Develop executive-level scorecards and dashboards for:
• Pipeline health
• Sales productivity
• Forecast accuracy
• Customer acquisition
• Retention performance
• Revenue growth
• Create actionable insights that influence investment decisions and growth strategies.

Team Leadership

• Build, lead, and develop a high-performing Revenue Operations organization.
• Recruit, coach, and mentor leaders responsible for:
• Revenue Operations
• Sales Operations
• Analytics
• Commercial Systems
• Forecasting
• Deal Desk
• Compensation Administration
• Foster a culture of accountability, innovation, collaboration, and continuous improvement.

What You'll Need

• Bachelor's degree in Business, Finance, Economics, Analytics, Operations, or related field.
• 12+ years of progressive leadership experience in Revenue Operations, Sales Operations, Commercial Operations, Finance, Strategy, or Consulting.
• 5+ years leading directors and managers in a high-growth environment.
• Demonstrated success partnering directly with executive leadership teams.
• Deep expertise in:
• Revenue forecasting
• Sales analytics
• Territory and quota planning
• Revenue technology platforms
• Compensation design
• Go-to-market operations
• Exceptional executive communication and presentation skills.
• Strong analytical, financial, and strategic problem-solving capabilities.

Preferred

• MBA or advanced business degree.
• Experience leading Revenue Operations in a SaaS, Healthcare Technology, FinTech, or B2B technology company.
• Expertise with Salesforce, CPQ platforms, Tableau/Power BI, and modern RevOps technologies.
• Experience supporting private equity-backed or publicly traded organizations.

Waystar Perks

• Competitive total rewards (base salary + bonus, if applicable)
• Customizable benefits package (3 medical plans with Health Saving Account company match)
• We offer generous paid time off for our non-exempt team members, starting with 3 weeks + 13 paid holidays, including 2 personal floating holidays. We also offer flexible time off for our exempt team members + 13 paid holidays
• Paid parental leave (including maternity + paternity leave)
• Education assistance opportunities and free LinkedIn Learning access
• Free mental health and family planning programs, including adoption assistance and fertility support
• 401(K) program with company match
• Pet insurance
• Employee resource groups

This applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.