WHY THIS ROLE, WHY NOW
Tricentis is at an inflection point. With a global customer base, an expanding product portfolio, and a bold growth agenda, we're looking for a revenue operations leader who wants to do more than optimize — someone who wants to build.
As SVP of Global Revenue Operations, you'll have a rare combination: the executive mandate to reimagine how we go to market, a direct seat at the table with the Chief Growth Officer, and the resources to execute at scale. You'll own the systems, processes, data, and team that power our entire GTM motion — and you'll be expected to push every one of them forward.
This is a role for a builder. If you've spent your career maintaining mature operations, this probably isn't for you. But if you thrive on creating clarity from complexity, turning AI from a buzzword into a competitive weapon, and building the operational foundation for the next phase of a company's growth — keep reading.
WHAT YOU'LL OWN
GTM Strategy — Segmentation, Coverage & Planning
Be the architect of how Tricentis goes to market — owning segmentation models, coverage design, and the Annual Operating Plan for the revenue org.
Partner with executive stakeholders to align GTM strategy with company objectives, translating priorities into executable plans with measurable outcomes.
Benchmark our capabilities against industry best practices and continuously introduce operational models that drive scalable, efficient growth.
Map buyer and seller journeys to uncover friction points and opportunities to improve both the rep and customer experience.
AI Enablement — Turning the Seller Journey into a Competitive Advantage
Own the AI enablement vision and roadmap end-to-end — from identifying high-value use cases to deploying, governing, and measuring AI-powered tools across the revenue lifecycle.
Lead the build-out of an AI literacy and adoption program that equips every GTM stakeholder to leverage new capabilities confidently.
Define ROI frameworks for AI investments and create tight feedback loops between GTM users and technology vendors to continuously raise the bar.
This isn't about piloting tools — it's about making AI a structural advantage for how we sell.
Operations & Performance Management — The Engine of Revenue Predictability
Design and maintain territory structures that maximize rep productivity and coverage balance globally.
Establish and run a standardized, AI-powered performance management framework — including weekly, monthly, and quarterly operational cadences.
Own global revenue forecasting end-to-end: pipeline methodology, stage definitions, call accuracy, and board-level projections.
Partner with Finance on ARR/NRR reporting, KPI alignment, and incentive compensation design across Sales, Partner, and CSM functions.
Own strategy, governance, and optimization of the entire GTM technology stack.
Enablement & Training — Building a High-Performance Sales Culture
Partner with functional leaders to design enablement programs directly tied to measurable outcomes like ramp time and quota attainment.
Use performance data to identify skill gaps and prioritize training investments — and integrate AI-powered learning tools to personalize development at scale.
Close the loop between training completion and rep performance, continuously validating and improving enablement ROI.
Deal Desk — Commercial Excellence at Scale
Provide executive leadership to the global Deal Desk, ensuring clear SLAs and tight coordination with Sales, Finance, and Legal.
Use deal data and commercial trends to inform pricing strategy and drive consistency and speed in deal execution.
WHAT YOU'LL BRING
10+ years of progressive experience in Revenue Operations, Sales Operations, or GTM strategy at B2B SaaS companies.
5+ years in a senior leadership role (VP or above) managing global, cross-functional RevOps or GTM operations teams.
A track record of building or transforming RevOps functions at scale — ideally at a company with $500M+ in ARR or through a period of rapid, complex growth.
A genuine passion for AI and hands-on experience deploying AI-powered tools across the Seller Journey.
Strong financial acumen and a history of effective partnership with Finance, Legal, and HR leadership.
Exceptional executive presence and communication skills — you're as comfortable in a board room as you are in the weeds of a forecasting review.
Fluency with the modern RevOps stack: Salesforce, CPQ tools, BI platforms (Tableau, Looker), forecasting tools (Clari, Aviso), and conversation intelligence platforms (Gong, Chorus).
A reputation for developing talent and building high-performing teams — you're a player-coach who leads by example.
Tricentis is proud to be an equal opportunity workplace. Qualified applicants will receive consideration for employment without regard to race, color, ethnicity, gender, religious affiliation, age, sexual orientation, socioeconomic status, or physical and mental disability and other statuses protected by law.
Global Sanctions Compliance
We comply with all applicable global sanctions and export control laws. Candidates must not be listed on any government restricted party lists (including OFAC SDN List and U.S. Commerce Department restricted lists) and must certify that their employment would not violate any sanctions or export control regulations. Candidates must notify us of any changes to their status during the application process or subsequent employment.
U.S. Work Authorization:
This role is not eligible for employer-sponsored work visas. Applicants must be authorized to work in the U.S. without current or future sponsorship.
Skills Required
- 10+ years of progressive experience in Revenue Operations, Sales Operations, or GTM strategy at B2B SaaS companies
- 5+ years in a senior leadership role at VP level or above managing global, cross-functional RevOps or GTM operations teams
- Track record of building or transforming Revenue Operations functions at scale, ideally at a company with $500M+ ARR or during rapid, complex growth
- Experience deploying AI-powered tools across the seller journey
- Strong financial acumen and effective partnership experience with Finance, Legal, and HR leadership
- Exceptional executive presence and communication skills
- Fluency with Salesforce, CPQ tools, BI platforms such as Tableau or Looker, forecasting tools such as Clari or Aviso, and conversation intelligence platforms such as Gong or Chorus
- Experience developing talent and building high-performing teams
- Authorization to work in the U.S. without current or future employer sponsorship
Tricentis Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Tricentis and has not been reviewed or approved by Tricentis.
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Fair & Transparent Compensation — Pay is considered competitive in some roles and markets, with strong total compensation reported for certain U.S. technical and go-to-market positions. On-target earnings for some sales roles are described as high when performance aligns with plan expectations.
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Healthcare Strength — Health insurance is described as a notable strength, with plan availability including an HSA-compatible high-deductible option alongside a traditional plan. Bonus programs are often cited alongside health coverage as meaningful parts of the overall rewards package.
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Flexible Benefits — Work-from-home and flex time are presented as broadly available, supporting day-to-day flexibility as part of the benefits experience. This flexibility is frequently bundled with other core benefits as a differentiating aspect of the total package.
Tricentis Insights
What We Do
Tricentis is the global leader in enterprise continuous testing, widely credited for reinventing software testing for DevOps, cloud, and enterprise applications. The Tricentis AI-powered, continuous testing platform provides a new and fundamentally different way to perform software testing. An approach that’s totally automated, fully codeless, and intelligently driven by AI. It addresses both agile development and complex enterprise apps, enabling enterprises to accelerate their digital transformation by dramatically increasing software release speed, reducing costs, and improving software quality. Tricentis has been widely recognized as the leader by all major industry analysts, including being named the leader in Gartner’s Magic Quadrant five years in a row. Tricentis has more than 1,800 customers, including the largest brands in the world, such as McKesson, Accenture, Nationwide Insurance, Allianz, Telstra, Moet-Hennessy-Louis Vuitton, and Vodafone.
