The Role
The VP of Revenue Operations will be the connective tissue across Loop's go-to-market engine — owning the systems, data, and processes that drive Sales and Account Management performance. This is a senior leadership role reporting to the COO, with immediate management of an existing four-person RevOps team and a mandate to operationalize how Loop acquires, retains, and expands employer relationships as we scale the health benefits platform.
You will define how revenue moves through Loop — from pipeline to policy to renewal — and make sure every layer of the GTM org is working off clean data, clear incentives, and tight process.
What You'll Own
- GTM Systems & Infrastructure
- Own the full revenue tech stack: Salesforce CRM, engagement tools, contract management, and integrations into our policy administration and billing systems
- Define and enforce data governance standards across the customer lifecycle — lead source, pipeline stage, ARR/GWP attribution, renewal status
- Build and maintain a single source of truth for all commercial metrics
- Pipeline & Forecasting
- Partner with Sales leadership to build a rigorous, bottoms-up pipeline model with stage-gate definitions, conversion benchmarks, and forecast accuracy targets
- Own weekly/monthly revenue forecasting in partnership with Finance; surface risks and upside early
- Instrument the full funnel — from outbound sequence to signed employer — and identify conversion bottlenecks
- Account Management Operations
- Build the operational rhythm for the AM team: renewal calendars, upsell playbooks, NPS/health score tracking, escalation workflows
- Define NDR targets and the levers to hit them (expansion triggers, at-risk flags, cross-sell motions for OPD and wellness products)
- Design account segmentation frameworks that align coverage tiers, AM capacity, and commercial potential
- Incentive Design & Quota Setting
- Work with Sales, AM, and HR leadership to design and administer compensation plans — quota allocation, accelerators, team vs. individual splits, renewal vs. new logo structures
- Run annual quota-setting process with bottoms-up market-sizing inputs; refresh mid-year as needed
- Reporting & Business Intelligence
- Build the RevOps reporting layer for the COO and CEO: weekly pipeline reviews, monthly revenue bridge, cohort retention, AE productivity, and product attach rates
- Own the Series C data room materials related to GTM metrics: CAC/LTV, logo retention, NDR, and Quick Ratio inputs
- AI Tooling & Agentic Workflows
- Lead Loop's GTM automation agenda — identifying high-friction workflows across Sales and AM and designing AI-powered solutions to eliminate manual effort at scale
- Build or oversee agentic workflows for renewal forecasting, at-risk account detection, pipeline hygiene enforcement, and outbound sequencing — leveraging LLM-based tooling integrated with Salesforce
- Partner with Product and Engineering to evaluate and deploy AI tools (e.g., AI SDRs, copilots for AEs and AMs, automated QBR generation) that meaningfully compress the time-to-value of the GTM team
- Establish a framework for evaluating new AI tooling: ROI thresholds, adoption measurement, and sunset criteria for tools that don't move metrics
- Stay current on the fast-evolving landscape of AI for revenue teams and bring a strong point of view on where automation creates leverage vs. where human judgment is irreplaceable
- Team Leadership
- Lead, develop, and expand the existing four-person RevOps team — setting clear ownership, career paths, and performance expectations
- Build playbooks for Sales onboarding, territory design, and sales process documentation
- Drive cross-functional alignment between Sales, AM, Finance, and Product on pricing, quoting, and policy fulfillment
What We're Looking For
- 10+ years of experience in Revenue Operations, Sales Operations, or GTM Strategy, with at least 3 years at a senior level including direct team management
- Demonstrated experience supporting both a new business Sales motion and a high-retention Account Management function
- Deep Salesforce expertise — CRM architecture, pipeline configuration, reporting, and integrations; you've designed and maintained a serious Salesforce instance, not just used one
- Hands-on experience deploying AI or automation tools in a GTM context — whether sales engagement platforms, AI-assisted forecasting, or LLM-powered workflow tools
- Analytical depth: comfortable with SQL or BI tools (Metabase, Looker, Tableau), and able to build financial models that Sales and Finance both trust
- Experience in B2B SaaS, insurance, fintech, or health-tech strongly preferred; Indian enterprise sales context a plus
- Familiarity with incentive compensation design — you understand the behavioral effects of plan structure, not just the math
- Executive-level communication skills; you'll regularly present to the COO, CEO, and board observers
