Vice President / Principal – Growth & Operations Team (B2B SaaS & Software)
Scaling ARR, NRR, and operating rigor across Brentwood’s portfolio companies
Location: U.S.-flexible; Remote/Hybrid. If based in Los Angeles, primarily from our West LA office; travel ~25% to portfolio companies.
Who We Are
Brentwood Associates is a Los Angeles–based private equity firm with 30+ years investing in middle-market growth businesses across essential services and software. We typically invest in profitable companies generating ~$10–$50M EBITDA, writing equity checks between $25M–$125M (larger with co-investment). We partner with ambitious entrepreneurs and management teams to scale great businesses - often via control investments in fragmented markets that benefit from consolidation and product/service innovation. If you love numbers, deals, and building big outcomes through aggressive growth initiatives and operational excellence, you will fit right in. Check us out at brentwood.com.
Role Overview
We’re building a world‑class Growth & Operations (GO) team to accelerate value creation across our portfolio. As a Vice President / Principal on our Growth & Operations (GO) Team, you’ll play a pivotal role in accelerating value creation across Brentwood’s portfolio companies. You’ll partner with management teams to identify, prioritize, and execute initiatives that drive sustainable revenue growth, margin expansion, and operational scalability. You will act as both a strategic advisor and hands-on operator, leveraging your experience in building high-performance organizations and implementing best practices to create tangible impact.
This is not a pure strategy role - we value leaders who are willing to roll up their sleeves and help management execute critical initiatives. You will serve as a bridge between Brentwood’s investment professionals, portfolio company leadership, and third-party experts, ensuring alignment and measurable outcomes.
What You Will Be Doing
Rapidly Diagnose & Overhaul Go-to-Market Engines Across the Portfolio
- Within the first 30–60 days of each new investment, lead a full GTM diagnostic (funnel metrics, win/loss, pricing, sales process, marketing ROI, comp plans).
- Build and execute 100-day GTM acceleration plans that typically deliver 20–50% improvement in revenue growth or capital efficiency.
- Redesign pricing & packaging, introduce or fix PLG motions, and implement ABM/demand-gen playbooks that scale.
Build World-Class Revenue Operations Capabilities in Every Portfolio Company
- Design and implement integrated revenue tech stacks (Salesforce + CPQ + Gong + Outreach + ZoomInfo + data warehouse + BI layer).
- Install forecasting rigor, pipeline coverage rules, territory/carve design, quota setting, and deal desk governance.
- Create a single source of truth for all revenue data and train leadership teams to run the business off real-time dashboards.
Drive Functional Performance & Operating Rigor Across 2-3 Companies Simultaneously
- Partner with portfolio CEOs and boards to create and pressure-test Value Creation Plans (VCPs) with clear, measurable GTM and productivity levers.
- Install OKRs, weekly revenue cadences, talent scorecards, and accountability structures.
- Lead functional talent upgrades: assess existing GTM leaders, create succession plans, and recruit proven replacements when needed.
Turn Customer Success into a Profit Center and NRR Growth Engine
- Evaluate and evolve CS org structures, coverage models, and compensation to drive expansion revenue.
- Implement customer health scoring, renewal forecasting, QBR processes, and tech-touch motions that move NRR from <100% to 115–130%+.
- Eliminate churn surprises and build predictable logo retention + expansion pipelines.
Shape and Accelerate Product Strategy to Unlock New Growth Levers
- Partner with CEOs and CPOs to refine product roadmaps, prioritization frameworks (RICE, ICE, etc.), and feature-level pricing/up-sell opportunities.
- Lead packaging & tiering exercises that dramatically improve win rates, ACV, and expansion potential (e.g., moving from feature-based to persona/outcome-based packaging).
- Identify and validate adjacent markets, new buyer personas, or PLG “quick-win” features that can 2–3x TAM or open entirely new GTM channels.
- Drive product-led growth transformations when appropriate (self-serve sign-up, in-app adoption loops, viral mechanics).
What We’re Looking For
10-15 years of experience in management consulting, private equity value creation, operating roles within growth businesses, or a combination thereof with demonstrated success in:
Deep SaaS Go-to-Market Expertise (Sales + Marketing Leadership)
- Proven ability to build, scale, and optimize modern SaaS GTM motions (PLG, sales-led, or hybrid).
- Hands-on experience with pricing/packaging, sales compensation design, funnel metrics (CAC, LTV:CAC, Magic Number, payback period), marketing ROI, and demand gen (paid, organic, partnerships).
- Track record of taking SaaS companies from <$10M ARR to $50M+ ARR with efficient growth (Rule of 40+).
- Familiarity with tools like Salesforce, HubSpot, Gong, ZoomInfo, Outreach/ SalesLoft, and modern ABM platforms.
Revenue Operations & Systems Thinking (RevOps Mastery)
- Ability to design and implement end-to-end revenue architecture: lead routing, territory/carve design, forecasting rigor, quota setting, CPQ, billing systems, and data hygiene.
- Expertise in aligning Sales, Marketing, and Customer Success around a single source of truth (often Snowflake + Looker/Tableau + Salesforce).
- Can rapidly diagnose and fix broken pipelines, poor conversion rates, or misaligned incentives.
Operational Rigor & Productivity Improvement (CEO/CRO-level Execution Mindset)
- Strong framework-driven operator (ex-McKinsey/Bain, or multiple SaaS CRO/COO roles) who can install OKRs, operating cadences, KPI dashboards, and accountability structures.
- Experience driving functional transformation in post-investment 100-day plans and longer-term value creation plans (VCPs).
- Skilled at talent assessment and upgrading: quickly identifying A-players vs. C-players in GTM leadership and knowing how to recruit top SaaS sales/marketing leaders.
Customer Success & Expansion Playbook Expertise
- Deep understanding of NRR drivers: gross churn, logo retention, expansion (upsell/cross-sell), and how to build scalable CS organizations (pooled → pooled+ → 1:many models).
- Ability to implement renewal forecasting, QBR processes, and customer health scoring that actually predict behavior.
- Experience turning “leaky bucket” SaaS companies into 110–130%+ NRR machines.
Financial & Unit Economics Fluency + Private Equity Mindset
- Can translate operational improvements directly into EBITDA and multiple expansion (e.g., “If we improve payback from 18 → 9 months and NRR from 105% → 125%, here’s the valuation impact”).
- Comfortable building and pressure-testing financial models, 100-day plans, and presenting to executive team members and board partners.
Attributes
- Operator’s bias to action; sleeves‑up problem solver.
- Structured thinker; turns complexity into scalable systems.
- High EQ; influences without direct authority.
- Systems‑oriented; leverages technology to enable performance.
- Cross‑industry curiosity; adaptable across software and services.
Benefits - What’s in It for You
Brentwood Associates offers a competitive Total Rewards package because we know talent when we see it. Total rewards include a competitive salary, a performance‑driven annual bonus, and the benefits listed below. Years of experience in a similar role, among other factors, will determine actual compensation.
- Comprehensive health, dental, and vision insurance.
- Unlimited PTO and paid holidays - work hard and recharge.
- Flexible Fridays - get your work done from the office (if you reside in the LA area) or home.
We’re an Equal Opportunity Employer
We prioritize hiring and developing a diverse and inclusive team. We evaluate all applicants based on their qualifications and merit, without regard to race, religion, color, national origin, gender, sexual orientation, gender identity, age, disability, veteran status, or any other legally protected characteristic. If you’re talented, driven, and a great cultural fit, we want you here.
Please note that we are not accepting unsolicited resumes from search firms. If you send one without a written agreement, consider it a freebie.
