We are HALO! We connect people and brands to create unforgettable, meaningful, and lasting experiences that build brand engagement and loyalty for our over 60,000 clients globally, including over 100 of the Fortune 500. Our nearly 2,000 employees and 1,000 Account Executives located in 40+ sales offices across the United States are the reason HALO is #1 in our $25B industry. 

Position Overview

The Vice President, Revenue Operations is a strategic executive leader responsible for architecting and optimizing the full revenue engine across Sales, Marketing, Operations, and Finance. This role ensures the organization has the right systems, processes, data, and governance to drive predictable revenue growth, improve sales productivity, and enable informed decision-making. This leader will oversee GTM strategy, sales planning, forecasting, compensation design, CRM ownership, performance analytics, sales enablement, sales process optimization, and the alignment of revenue teams.
 

Duties and Responsibilities
   

Go-to-Market Strategy, Segmentation & Process Design

• Lead the development and continuous refinement of the GTM strategy, including customer segmentation, role design, buyer journey alignment, and channel strategy.
• Operationalize segmentation by defining clear customer tiers, coverage models, and rules of engagement across Sales, Marketing, and Operations.
• Architect the full GTM process, including top-, middle-, and bottom-of-funnel process design, ensuring efficiency and clarity across the revenue lifecycle.
• Define and optimize funnel stages, conversion expectations, lead routing logic, and interlock processes between teams.

Sales Planning, Territory Design & Revenue Architecture

• Lead end-to-end sales planning, including capacity planning, rep and leader-level targets, forecasting models, and hiring plans.
• Design territories and account allocations that are equitable, data-driven, and aligned with growth opportunities.
• Own quota setting, allocation methodologies, and annual planning cycles.
• Develop revenue models and scenarios to guide investment decisions and headcount allocation.

Pipeline Governance, Forecasting & Sales Reporting

• Build and maintain comprehensive Sales reporting, including dashboards, KPIs, pipeline health indicators, funnel conversion metrics, bookings, win/loss, and revenue attainment.
• Establish a rigorous pipeline management framework, including stage definitions, inspection cadences, forecasting structures, and accuracy governance.
• Run weekly pipeline reviews, forecast calls, and monthly/quarterly business reviews with Sales leadership.
• Ensure the executive team has real-time visibility into performance, risks, gaps, and opportunities.

Sales Incentive Design & Compensation Governance

• Design, model, and administer all sales compensation plans, including quota mechanics, accelerators, SPIFFs, incentive structures, and special programs.
• Ensure incentive plans create clarity and motivation, reinforce desired behaviors, and are financially responsible.
• Conduct regular compensation reviews, aligning incentives with business goals, segmentation strategies, and market conditions.

Talent Strategy: AE Recruiting, Funnel Recruiting & Capacity Alignment

• Own AE recruiting strategy in partnership with Sales leadership and Talent Acquisition, ensuring hiring aligns with capacity models and revenue goals.
• Define recruiting targets, including required headcount, backfill assumptions, and ramp timelines.
• Manage top- and middle-of-funnel recruiting activities, including outreach strategy, pipeline development, screening criteria, and funnel analytics.
• Ensure recruiting velocity, quality, and funnel throughput meet growth and productivity needs.

Business Development Alignment & Demand Funnel Optimization

• Partner with Marketing and Business Development to qualify and prioritize leads, ensuring alignment with segmentation and coverage models.
• Govern the full lead management process: lead scoring, routing, SLAs, handoff quality, and conversion expectations.
• Ensure BD/SDR activities support pipeline coverage goals and that conversion metrics are tracked and optimized.

Revenue Systems, CRM Ownership & Process Automation

• Serve as executive owner of the CRM (e.g., Salesforce) and revenue tech stack, governing data quality, adoption, enablement, and system optimization.
• Identify opportunities to automate workflows, improve data quality, and enhance usability across the revenue engine.
• Implement scalable tools that improve forecasting, planning, lead routing, analytics, onboarding, and performance management.

Sales Enablement & Performance Optimization

• Lead onboarding programs, training, skill development, and the creation of playbooks, battlecards, and selling frameworks.
• Develop a performance management structure that supports top sellers while driving remediation plans for underperforming reps.
• Partner with sales leadership to ensure sellers are equipped for success across all stages of the funnel.

Deal Desk, Pricing Strategy & Commercial Excellence

• Lead the Deal Desk to support deal structuring, pricing, discount governance, and non-standard approval workflows.
• Align pricing strategy with competitive positioning, customer value, margin goals, and market dynamics.
• Monitor pricing performance and collaborate on improvements to win rates, retention, and customer lifetime value.

• Bachelor’s degree in Finance, Accounting, Economics, or related field required.
• MBA, CPA, or CFA strongly preferred.
• 12+ years of progressive experience in Revenue Operations, Sales Operations, or Commercial Strategy.
• Expertise in CRM systems (e.g., Salesforce), analytics platforms, forecasting tools, and sales engagement technologies.
• Deep expertise in pipeline management, segmentation, forecasting, sales compensation, and GTM operations.
• Experience owning AE/sales recruiting pipelines, hiring targets, and top-of-funnel recruiting strategies.
• Demonstrated ability to architect scalable processes and operational systems.
• Strong analytical, financial, and problem-solving skills with experience leading executive-level reporting.
• Proven success influencing cross-functional teams and partnering at the executive level.

Compensation: The estimated salary range for this position is between $175,000 - $250,000 annually. Please note that this pay range serves as a general guideline and reflects a broad spectrum of labor markets across the US. While it is uncommon for candidates to be hired at or near the top of the range, compensation decisions are influenced by various factors. At HALO, these include, but are not limited to, the scope and responsibilities of the role, the candidate's work experience, location, education and training, key skills, internal equity, external market data, and broader market and business considerations.

Benefits: At HALO, we offer benefits that support all aspects of your life, helping you find a work-life balance that’s right for you. Our comprehensive benefits include nationwide coverage for Medical, Dental, Vision, Life, and Disability insurance, along with additional Voluntary Benefits. Prepare for your financial future with our 401(k) Retirement Savings Plan, Health Savings Accounts (HSA), and Flexible Spending Accounts (FSA).

Application Information: To apply to this opportunity, click the APPLY button at the top right or very bottom of the screen to complete our online application. A resume is optional, so you may choose to upload and have the application prefill with your information.  There are 5 sections to complete in total, including General information, Work History, Education, Compliance, and optional demographic questions. Once you have successfully submitted your application, you will receive a submission confirmation email from our system. 

Application Deadline:  Applications are reviewed and processed only when there is a specific need or opportunity, rather than on a fixed schedule or at a set deadline. Because they are reviewed on an as-needed basis, a job posting will be removed once the position has been filled or is no longer available. 

More about HALO

At HALO, we unleash the energy of our client's brands and amplify their stories to capture the attention of those who matter most. For that reason, more than 60,000 small- and mid-sized businesses work with HALO and have made us the global leader of the branded merchandise industry.

Career Advancement: At HALO, we love promoting from within. Internal promotions have been the key to our exponential growth in the last few years. With so many industry leaders at HALO, you'll have the opportunity to accelerate your career by learning from their experience, insights, and skills and gain access to HALO's influential global network, leadership experiences, and diverse thinking.

Culture: We love working here and know that you will too. You can expect a positive culture of ingenuity, inclusion, and relentless determination. We push the limits of possibilities and imagination by staying curious, humble, and provocative in order to break through yesterday's limit. Diversity is the source of our creativity and we thrive when each of us contributes to an inclusive culture of respect, dignity, and equity mindset in everything we do. We keep our promise for excellence with an unrelenting commitment to achieving results and supporting one another to stay accountable, transparent, and dependable.

Recognition: You're going to succeed here, and you can count on us to celebrate your wins. Colleagues across the company will join in recognizing your big milestones and nominate you for awards. Over time, you'll earn so much recognition that you can convert into gift cards, trips, concerts, and merchandise at your favorite brands.

Flexibility: We pride ourselves on flexible schedules that help you find a balance between professional and personal demands. We believe that supporting our customers is the priority and trust that you and your manager will find a schedule to achieve that priority.

HALO is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We insist on an environment of mutual respect where equal employment opportunities are available to all applicants without regard to race, color, religion, sex, pregnancy (including childbirth, lactation and related medical conditions), national origin, age, physical and mental disability, marital status, sexual orientation, gender identity, gender expression, genetic information (including characteristics and testing), military and veteran status, and any other characteristic protected by applicable law. Inclusion is a core value at HALO and we seek to recruit, develop and retain the most talented people.

HALO participates in E-Verify. Please see the following notices in English and Spanish for important information: E-Verify Participation and Right to Work. 

HALO is committed to working with and providing reasonable accommodations to individuals with disabilities. If you need reasonable accommodation because of a disability for any part of the employment process – including the online application and/or overall selection process – you may email us at hr@halo.com. Please do not use this as an alternative method for general inquiries or status on applications as you will not receive a response. Reasonable requests will be reviewed and responded to on a case-by-case basis.