Vice President of Revenue

Description

Multi-Site Car Wash Platform

The Role

Marketing is not a peer to revenue — it is a core lever of the revenue function.

We are seeking a Vice President of Revenue to own end-to-end revenue performance across our multi-site car wash platform. This is not a traditional marketing leadership role. It is an outcomes-driven revenue leadership role with direct oversight of Marketing (Performance, CRM, Brand, Partnerships) and Revenue Analytics.

The VP of Revenue owns recurring revenue growth, pricing strategy, retention, and revenue analytics. This leader ensures that acquisition, lifecycle marketing, pricing, and operational execution are aligned around unit economics, customer behavior, and margin-aware growth.

• This role reports directly to Jason, with strong cross-functional partnership across Finance and Operations.

Requirements

What You Own

You own outcomes — not campaigns. Not traffic. Not impressions.

You are accountable for:

• Net recurring revenue growth
• Retail wash revenue performance
• LTV expansion (gross profit basis)
• Churn and retention improvement by tier
• LTV/CAC discipline across all channels
• Forecast accuracy and revenue predictability
• You convert marketing from campaign execution into cohort-driven revenue management.

Core Responsibilities

Revenue Ownership

• Own the full revenue lifecycle: acquisition, onboarding, retention, upgrade, churn, reactivation
• Establish LTV-based decisioning as the foundation for all growth investments
• Ensure revenue growth is predictable, scalable, and margin-aware

Marketing as a Revenue Engine

• Directly lead Performance, CRM/lifecycle, Brand, and Partnerships
• Enforce LTV/CAC and payback discipline across acquisition spend
• Shift marketing from channel-based planning to customer-based planning
• Tie brand, performance, and retention into one revenue strategy
• Eliminate vanity metrics; align all marketing KPIs to revenue outcomes
• B2B Partnerships

Pricing, Packaging & Offers

• Own pricing architecture across membership and retail
• Design and test price increases, tier rationalization, entry offers, and upsell strategies
• Balance acquisition efficiency with long-term LTV and retention health
• Partner with Operations to ensure pricing aligns with site-level realities

Revenue Analytics & Forecasting

• Build and own the revenue analytics framework:
  Cohort retention curves
  LTV and LTV/CAC by tier and channel
  Utilization and behavioral insights
  Revenue pacing and forecasting tools
• Establish a single source of truth across Marketing, Finance, and Operations
• Provide early visibility into performance to proactively adjust spend and cost controls

Cross-Functional Unifier

• Act as the connective tissue across Marketing, Finance, and Operations
• Align teams around shared definitions, KPIs, and accountability
• Elevate revenue conversations to an executive and PE-ready standard

The Mindset We’re Building

• We are evolving from a campaign-centric marketing function to a unified, customer- and ROI-driven revenue engine.
• You will lead that shift.

Unifier Mindset

• Fluent in the language of Finance and Operations
• Able to articulate how marketing drives economic value
• Comfortable operating across diverse functions to solve for revenue

Customer-Centric Mindset

• Design-thinking approach to customer pain points
• Obsessive about customer journey analytics
• Believes measurement should reflect what customers actually experience

ROI Mindset

• Marketing as a driver of growth — not a reactive service function
• Willing to scrap underperforming investments
• Comfortable making disciplined, data-backed tradeoffs

What This Is Not

• This is not a top-of-funnel brand storytelling role.
• This is not a demand-gen-only role.
• This is not a “head of campaigns” role.
• If you are primarily motivated by creative campaigns, brand awareness metrics, or media strategy without owning pricing, retention, and unit economics — this role is likely not the right fit.

What Success Looks Like in 12 Months

• Revenue performance is predictable and forecastable
• Pricing architecture is rationalized and standardized
• Cohort-level retention curves are understood and improving
• Marketing operates as a revenue engine, not a cost center
• Revenue discussions are concise, proactive, and financially grounded
• Growth is scalable, margin-aware, and suitable for PE ownership

Ideal Background

• Experience leading revenue or growth in a multi-site, subscription or membership-based business
• Strong command of unit economics, LTV/CAC modeling, and cohort analytics
• Experience integrating marketing, pricing, and operations
• Comfortable in performance-driven, PE-backed or investor-accountable environments
• Proven ability to build disciplined revenue infrastructure