HITRUST is seeking a high-impact, AI-first Vice President of Sales Operations to lead the strategy, systems, analytics, forecasting, and operational excellence of our revenue organization. Reporting directly to the Chief Revenue Officer, this senior leader will serve as the operational backbone of the sales organization, ensuring every decision is data-driven, every forecast is predictable, and every sales initiative is executed with precision.
This role is responsible for forecasting, pipeline management, revenue analytics, sales process optimization, sales planning, executive reporting, and major sales programs including Quarterly Business Reviews (QBRs), Sales Kickoffs (SKO), and annual planning. The ideal candidate combines deep sales operations expertise with modern AI capabilities and a passion for building scalable, world-class revenue organizations.
Duties & Responsibilities:
Forecasting & Revenue Management
• Own company-wide bookings, pipeline, revenue, and renewal forecasting processes.
• Deliver accurate and predictable forecasts while identifying revenue risks and upside opportunities.
• Develop forecasting models and executive reporting frameworks that support strategic decision making.
• Lead weekly forecast reviews and pipeline inspection cadences.
Pipeline & Lead-to-Revenue Operations
• Manage and optimize the entire lead-to-revenue process.
• Establish and monitor pipeline coverage, conversion rates, stage progression, and sales velocity metrics.
• Partner with Marketing, Sales, Customer Success, and Partnerships to improve funnel performance and revenue outcomes.
• Create accountability frameworks that drive pipeline quality and operational rigor.
Sales Analytics & Business Intelligence
• Build and maintain executive dashboards, scorecards, and performance reports.
• Deliver actionable insights on productivity, territory performance, win rates, customer retention, partner performance, and revenue growth.
• Serve as the trusted source for all revenue-related reporting presented to senior leadership, executives, and the Board.
Sales Strategy & Planning
• Drive annual planning, territory design, capacity modeling, and quota planning processes.
• Support compensation plan administration and performance measurement.
• Develop and track strategic sales plays and company initiatives.
• Partner with executive leadership to identify opportunities for growth and operational improvement.
Executive Programs & Sales Events
• Own the planning and execution of: • Quarterly Business Reviews (QBRs)
• Annual Operating Plans
• Sales Kickoff (SKO)
• Leadership Offsites
• Revenue Performance Reviews
• Forecast Summits
• Executive Sponsor Program
• Ensure all major sales events are data-driven, highly organized, and focused on measurable business outcomes.
AI Transformation & Automation
• Lead the adoption of AI across the revenue organization.
• Leverage tools such as Claude, ChatGPT, Copilot, Gong AI, Salesforce AI, and emerging technologies to improve forecasting, reporting, planning, and productivity.
• Automate manual processes and build scalable AI-assisted workflows.
• Create a culture of innovation through data, automation, and intelligent decision support.
Systems & Technology Leadership
• Serve as the business owner for Salesforce, Gong, revenue intelligence platforms, and sales technology systems.
• Drive continual improvements in data quality, reporting accuracy, workflow automation, and system adoption.
• Evaluate and implement new technologies that improve sales productivity and operational effectiveness.
Required Experience:
• 10+ years of experience in Sales Operations, Revenue Operations, Business Intelligence, or GTM Strategy.
• 5+ years leading high-performing Sales Operations or Revenue Operations teams.
• Demonstrated success supporting high-growth SaaS organizations.
• Proven experience owning forecasting, pipeline management, territory planning, and sales analytics.
• Experience presenting business insights and recommendations to executive leadership teams.
Technical Expertise
• Expert knowledge of Salesforce and CRM optimization.
• Experience with BI and analytics platforms such as Tableau, Power BI, Looker, or similar solutions.
• Strong analytical, financial modeling, and reporting capabilities.
• Deep understanding of sales processes, funnel management, and revenue operations best practices.
AI & Innovation
• Demonstrated experience leveraging AI tools to improve business outcomes.
• Hands-on proficiency with Claude, ChatGPT, Copilot, and modern AI productivity platforms.
• Ability to design and implement AI-driven operational workflows and reporting solutions.
Leadership Characteristics
• Executive presence and exceptional communication skills.
• Strategic thinker with a strong bias toward execution.
• Highly organized and detail-oriented.
• Strong cross-functional leadership and influencing skills.
• Comfortable operating in a fast-paced, high-growth environment.
• Relentless focus on accountability, data quality, and measurable outcomes.
About HITRUST
HITRUST is the leader in validated cybersecurity assurance used in third-party risk management and compliance. HITRUST delivers assurance and certification programs for the application and independent validation of security, privacy, and AI controls, harmonized across more than 60 authoritative standards and frameworks. Its threat-adaptive approach combines tiered, selectable assessments (e1, i1, r2, and AI), an ecosystem of over 100 independent assessment firms, centralized quality assurance, standardized reporting, and a powerful SaaS platform to enable consistent, defensible, and scalable assurance. HITRUST delivers the only assurance certification with defensible proof of security, demonstrated by a 99.62% breach-free rate among certified environments in the 2026 Trust Report . For nearly 20 years, HITRUST has defined the standard for trustworthy cybersecurity proof, helping organizations demonstrate measurable cybersecurity resilience across their enterprises and third-party ecosystems.
HITRUST is an equal opportunity employer that is committed to diversity and inclusion in the workplace.
We prohibit discrimination and harassment of any kind based on race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.