Fractional Revenue Operations Leadership

Jonathan
Doucette

Fractional VP, Revenue Operations

I partner with PE-backed and high-growth SaaS companies to build the forecasting infrastructure, GTM systems, and operating models that drive predictable, scalable revenue — without the cost of a full-time hire.

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20+

Years SaaS Revenue
Operations & Finance

5×

Revenue Growth Supported
in PE-Backed SaaS

$350M

$50M–$350M ARR
Supported

2×

RevOps Functions
Built from Scratch

Who I Work With

The right fit for specific situations

Fractional RevOps leadership works best when there's a real operational gap — not just a project. I work with companies that need senior-level RevOps thinking but aren't ready, or don't need, a full-time VP.

PE-Backed SaaS

Post-close portfolio companies that need GTM infrastructure built or rationalized quickly — forecasting, territory design, comp, and systems that support a value creation thesis.

Growth-Stage Companies

$20M–$150M ARR businesses where the sales org is outgrowing its current operating model and leadership needs a senior operator, not a coordinator.

CROs in Transition

New CROs who need a trusted RevOps partner to assess current state, build operating cadence, and stand up the infrastructure while they focus on the team and the market.

What I Do

Revenue operations end to end

Forecasting & Pipeline Infrastructure

Build or rebuild the forecasting methodology, cadence, and reporting layer that gives leadership reliable revenue visibility. Includes stage definitions, commit frameworks, and executive dashboards.

GTM Systems & CRM Architecture

Salesforce design, stack rationalization, and tech integration across the revenue org. Built to support how your team actually sells — not a generic configuration.

Annual Planning, Territory & Comp

Own the full AOP cycle — bookings targets, territory design, quota setting, and compensation plan architecture that aligns rep behavior to company priorities.

GTM Operating Cadence

Build the MBR/QBR framework, KPI architecture, and performance management infrastructure that turns data into decisions — and keeps the revenue org accountable week over week.

Analytics & Data-Driven Campaigns

SQL-based reporting, Tableau dashboards, and analytics programs that translate pipeline and product data into actionable targeting — upsell, expansion, and retention campaigns included.

RevOps Team Build & Enablement

Hire, structure, and develop a RevOps function aligned to your stage and GTM model. Includes team charters, enablement program design, and onboarding infrastructure.

Experience

Built for this work

Twenty years of SaaS revenue operations — from early-career finance through VP-level RevOps leadership at multi-product, multi-BU platforms. I've done this work at scale, in complexity, under PE ownership, and in high-growth environments.

2023 – 2026

VP, Revenue Operations

Multi-Product SaaS Platform — US & UK

Built and led an 8-person RevOps organization across four business units, supporting ~40 reps and 10 sales leaders. Owned forecasting, enablement, analytics, and GTM systems. Drove significant ARR growth through operating model transformation, GTM stack overhaul, and territory and compensation redesign.

2016 – 2023

Director, Sales Operations

Healthcare SaaS — Enterprise Provider Solutions

Seven years owning the full planning and forecasting infrastructure for a 110+ person sales organization in the healthcare SaaS space. Built enterprise segments from scratch, implemented MEDDIC, led Xactly compensation implementation, and delivered analytics-driven campaigns that generated $1.5M+ in incremental bookings.

Prior

Finance & Strategy Leadership

SaaS & Data Analytics Companies

Earlier career in FP&A and finance strategy at enterprise software and data analytics companies — building the financial modeling, forecasting rigor, and executive communication skills that underpin the RevOps work today.

My Approach

How I
work

"Revenue operations only works when it's connected to how the business actually sells — not imposed on top of it."

Start with the revenue problem

Every engagement starts with a clear-eyed assessment of what's actually limiting revenue predictability. Systems, process, data, people — the answer shapes the work, not the other way around.

Build for the team that has to use it

Forecasting frameworks, dashboards, and comp plans only work if the people running them adopt them. I design for usability and sustainability — not just elegance on paper.

Operate at the executive level

I work directly with CROs, CFOs, and CEOs. The output isn't just operational infrastructure — it's the visibility and accountability frameworks that give leadership confidence in the numbers.

Leave something that lasts

The goal of every fractional engagement is to build something your team owns and runs after I'm gone — not a dependency on an outside consultant.

JonathanDoucette