Operating Partner

Description:

Role: Operating Partner

Location: Toronto, Canada

Department: Exa Enterprise Support Group - EESG

Reports to: CEO, Exa Capital

Role Type: Player-Coach

About Exa Capital

Exa Capital is a permanent capital holding company focused on acquiring and building vertical market software businesses. We take a long-term, stewardship-driven approach – buying and holding companies forever, and empowering leaders through a decentralized operating model.

Role Overview

The Operating Partner is a senior, hands-on business builder responsible for driving organic revenue growth, EBITDA expansion, strengthening operating rhythms, leading post-acquisition integrations, and enabling PortCo CEOs to win.

This role blends strategy, revenue growth, operations, finance, leadership development, and change management across multiple portfolio companies. You are the sparring partner, truth-teller, and strategic advisor to PortCo CEOs, while deeply respecting their independence. You model Exa’s philosophy: high trust, low touch, high accountability.

Key Responsibilities

Value Creation, Revenue Growth & Performance Improvement

• Identify and execute revenue growth and EBITDA uplift opportunities across pricing, upsell/cross-sell, new customer acquisition, cost structure, renewals, service delivery, and GTM
• Build Value Creation Plans (90-day / annual) for each PortCo; track and drive measurable results
• Develop CEO-ready business cases, growth strategies, and ROI models

Organic Growth & Revenue Expansion

• Partner with PortCo CEOs to build and execute organic growth strategies: new customer acquisition, market expansion, product-led growth, and channel development
• Drive net revenue retention (NRR) through upsell, cross-sell, expansion pricing, and customer success initiatives
• Assess and unlock TAM expansion opportunities including adjacent verticals, new modules, and geographic reach
• Strengthen GTM functions (sales, marketing, partnerships) and ensure pipeline health, win rates, and sales productivity are tracked and improving

Operating Rhythm, KPIs & Governance

• Stand up and institutionalize Weekly Business Reviews (WBRs) and Monthly Business Reviews (MBRs)
• Ensure CEOs delivery concise weekly summaries (wins, risks, asks)
• Build dashboards and standardized KPIs across finance, operations, CS, sales, and product

Post-Acquisition Integration

• Lead the first 100 days of integration: systems, reporting, culture, leadership, and financial alignment
• Drive 30-60-90 operating plans with precision
• Deliver early wins within the first 60 days and ensure seamless transition into steady state

Strategic Planning & Execution

• Partner with PortCo CEOs on annual planning, budgeting, multi-year strategy, org design, talent planning, and capital allocation
• Pressure test assumptions, risks, and levers for revenue growth and margin expansion
• Support long-term roadmap alignment while protecting the PortCo’s unique mission

Leadership Development & Talent Density

• Coach CEOs and leadership teams; strengthen A-Player pipeline
• Support hiring for key roles and ensure the right leaders are in the right seats
• Reinforce Exa’s cultural foundations

AI-Enabled Efficiency & Automation

• Partner with AI team to deploy high-impact workflow automation, productivity tools, and process redesign
• Ensure adoption across PortCos; quantify OpEx savings and time-to-value
• Turn AI initiatives into repeatable playbooks for the broader portfolio

Cross-Portfolio Collaboration

• Share best practices and operational playbooks across the portfolio
• Partner with Finance, HR, IT, Marketing teams to leverage Exa’s Enterprise Support Group model
• Protect decentralization while enabling scale

Required Qualifications

• 10+ years of operating experience in software and technology businesses
• Proven track record of driving organic revenue growth and delivering EBITDA or FCF improvement
• Experience running or materially transforming a business unit or P&L
• Deep comfort with financial & operating metrics (ARR, NRR, CAC, LTV), growth KPIs, and financial modeling
• Experience leading cross-functional teams without formal authority
• Strong analytical and problem-solving skills
• Exceptional communication and executive presence
• Bachelor’s degree in business, engineering, finance, or related field

Preferred Experience & Attributes

• Experience as GM/COO/President of a $10M–$50M software business
• Operator experience; built and exited a software company
• Prior exposure to M&A, due diligence, and post-acquisition integration
• Demonstrated success in pricing strategy, GTM execution, and commercial revenue growth
• Track record of scaling ARR, improving NRR, or building/optimizing sales and customer success functions
• Experience building dashboards, KPI systems, or operating cadences
• Background in management consulting or PE operating teams (with real operating ownership)
• High EQ, low ego, strong resilience
• Ability to thrive in ambiguity and high-growth environments

What You’ll Learn & Gain

• Experience across multiple software businesses at once, an exposure few roles offer
• Ability to build and scale operating systems across an entire portfolio
• Deep training in Permanent Capital strategic thinking (base rates, ROIC, capital allocation)
• Mastery of AI-enabled operational efficiency and automation
• A front-row role in M&A integrations and transformation
• Close partnership with a CEO deeply involved in strategy, acquisitions, and operations
• Opportunity to shape and influence the culture, systems, and future of a growing holding company
• The rare chance to build something that compounds for decades

Who You Are

• A builder and grower at heart; hands-on, resourceful, and execution-driven
• A systems thinker; structured in how you design processes and solve problems
• A coach; able to develop leaders and push them to higher standards
• A steward; protective of culture, legacy, and long-term value
• A truth-teller; direct, honest, and respectful
• A partner; not a micromanager
• A multiplier; you increase the power of everyone around you
• A believer in Permanent Capital, decentralization, and long-term compounding
• You’re excited by the idea of helping good companies become exceptional over decades

Why Exa

• We operate with permanent capital, not fund timelines where you get to build for decades
• We are decentralized where PortCo CEOs/GMs lead, you support and multiply.
• You’ll work directly with the CEO on high-impact initiatives where your work moves the needle immediately.
• You will help shape one of the most ambitious emerging holding companies in the software industry.
• You join a team of high-caliber, low-ego operators obsessed with excellence.
• You will build a system that lasts.
• We are building a culture of stewardship, discipline, accountability, and ownership.
• You will see the impact of your work every week, measurably and tangibly.

Requirements: