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AI Summary
About Energy Exemplar
In an era where the world is rapidly advancing towards a cleaner future through decarbonization, Energy Exemplar’s mission lies in ‘Empowering Transformative Energy Decisions’. Founded in 1999 in Adelaide, Australia, our award-winning software portfolio encompassing the modeling and simulation platform PLEXOS®, Aurora, and Adapt2, is trusted by innovative organizations across the globe. Through our technology and people, we strive to enable stakeholders from across the entire energy value chain to revolutionize the energy ecosystem and to collaboratively plan and execute for a sustainable energy future with unprecedented clarity, speed, and innovation.
Our impact is global and is being recognized across the industry. Some of our recent accolades include:
- SaaS Company of the Year (2025) – Global Business Tech Awards.
- Environmental Impact Award (2025) – E+E Leaders Awards.
- IPPAI (Independent Power Producers Association of India) Power Awards (2025) - Winners
- Finalist: Platts Global Energy Awards (2024) – Grid Edge category
- Finalist: Reuters Global Energy Transition Awards (2024) – Technologies of Change
- Top 50 Marketing Team (2024) – Voted by the public at the ICON Awards.
How We Work
Energy Exemplar is growing fast around 30% year on year and, that growth is driven by how we work. We trust our team to deliver great results from wherever they work best, whether that’s at home, in the office, or on the move.
We’re a global team that values ownership, integrity, and innovation. You’ll be supported to balance work and life in a way that works for you, and empowered to take initiative, solve problems, and make an impact, regardless of your background, location, or role.
Our four core values, Customer Success, One Global Team, Integrity & Ownership, and Innovation Excellence aren’t just words. They show up in how we collaborate, how we solve, and how we grow together.
About the Role
The Vice President of Business Operations & Analysis is a strategic leadership role responsible for driving the performance, predictability, and capital efficency of the Company’s global go-to-market (GTM) organization across Sales, Marketing, and Customer Growth.
Operating within a ~$150M ARR global SaaS business, this role leads the design and execution of the revenue operating model, ensuring rigorous alignment between financial planning, GTM strategy, and execution. The VP, Business Operations & Analysis owns forecasting, planning, analytics, and operational frameworks that enable high-quality, predictable revenue growth, improved unit economics, and margin expansion.
Reporting to the Chief Financial Officer, this role serves as a critical bridge between Finance and GTM leadership. The VP partners closely with the Chief Sales Officer, Chief Customer Officer, Chief Marketing Officer, and regional leaders to drive forecast accuracy, optimize ARR quality (including retention and expansion), and maximize return on GTM investment.
Key Responsibilities
Revenue Planning, Forecasting & Performance Management
- Own global revenue forecasting processes, delivering high levels of accuracy, consistency, and transparency
- Establish rigorous forecast governance, including weekly and quarterly cadences, risk identification, and mitigation planning
- Partner with Finance on annual planning, budgeting, and long-range planning (LRP) processes
- Define and track key SaaS metrics including ARR, NRR, GRR, pipeline coverage, and CAC payback
GTM Strategy & Capital Allocation
- Lead segmentation, TAM analysis, and market prioritization to guide investment decisions
- Drive resource allocation and capacity planning to optimize sales productivity and ROI
- Evaluate and optimize CAC efficency, pipeline generation, and conversion across all channels
- Ensure alignment between GTM investments and company financial objectives
ARR Quality & Unit Economics
- Partner with Customer Success and Sales leadership to improve retention, expansion, and overall ARR quality
- Analyze drivers of churn, contraction, and upsell to inform strategic actions
- Monitor and improve key unit economics, including CAC, LTV, payback periods, and sales efficency
- Develop frameworks to balance growth, margin, and long-term customer value
Pricing, Packaging & Margin Optimization
- Partner with Product Management to define and evolve pricing and packaging strategies aligned with value delivery and market dynamics
- Lead deal desk and commercial governance to ensure pricing discipline and margin protection
- Develop advanced deal modeling and benchmarking to improve consistency and outcomes
- Partner with Finance to align pricing strategy with margin and profitability targets
Sales & Marketing Operations
- Oversee global sales operations, including planning, reporting, and process optimization
- Establish standardized dashboards and KPIs to drive visibility and accountability across the funnel
- Partner with Marketing on demand generation performance, attribution, and ROI optimization
- Drive continuous improvement in pipeline generation, conversion, and sales cycle efficiency
Compensation & Incentives
- Design and manage global GTM compensation plans aligned to growth, efficency, and strategic priorities
- Ensure quota setting is data-driven, achievable, and aligned to financial targets
- Continuously assess plan effectiveness to reinforce desired behaviors and outcomes
Systems, Data & Enablement
- Own the GTM systems architecture (CRM, forecasting tools, analytics platforms) and roadmap
- Ensure data integrity and governance to support accurate reporting and decision-making
- Leverage automation and AI to enhance forecasting, pipeline insights, and productivity
- Partner with Enablement to improve onboarding, ramp, and ongoing sales productivity
Reporting, Governance & Board Engagement
- Lead development of executive and Board-level reporting, including revenue performance, forecasts, and key SaaS metrics
- Establish operating rhythms (MBRs, QBRs) to drive accountability and performance management
- Support Board and investor discussions with clear, data-driven insights on growth and efficiency
Experience & Background
- 2–15+ years of experience in Revenue Operations, Finance, Sales Operations, or Strategy within B2B SaaS or technology environments
- Proven experience partnering closely with Finance and executive leadership in a $150M+ ARR organization
- Strong track record of improving forecast accuracy, operational rigor, and capital efficiency
- Deep expertise in SaaS metrics, revenue modeling, pricing, and GTM analytics
Skills & Capabilities
- Strong financial and analytical acumen, with deep understanding of SaaS unit economics
- Executive presence with the ability to influence cross-functional stakeholders
- Experience operating in high-growth, performance-driven environments
- Advanced systems mindset with expertise in modern GTM tech stacks (e.g., Salesforce, hubspot)
- Ability to translate complex data into clear, actionable insights
Education
Bachelor’s degree required; MBA, Finance, or equivalent advanced degree preferred
Energy Exemplar is proud to be an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all team members. We welcome applications from people of all backgrounds, experiences, identities, and abilities. Please let us know if you require accommodations at any stage of the recruitment process—we're here to support you in showcasing your full potential.
Energy Exemplar respects your privacy and is committed to protecting the personal data you share during the recruitment process. This Candidate Privacy Notice explains how we collect, use, and protect your personal information when you apply for a role with us.
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