Head of Revenue Operations

Position Summary

Key Responsibilities

• Commercial Strategy and Performance
• Partner with the CRO to define and execute the commercial and go-to-market strategy
• Lead annual planning, forecasting, target setting, territory design and resource allocation.
• Own customer segmentation, commission design, and CRM processes.
• Identify growth opportunities across acquisition, retention, pricing, cross-sell and upsell.
• Lead commercial performance reviews and provide actionable insights to senior leadership.
• Represent the function in senior leadership and Board-level forums.
• Revenue Operations
• Own and continuously improve the end-to-end order-to-cash process, including contracting, invoicing, payment and revenue recognition.
• Design scalable commercial policies, processes, controls and approval workflows that balance speed, growth and risk.
• Establish and lead the Deal Desk, overseeing pricing, discounts, commercial terms and non-standard deals.
• Partner with Finance to strengthen collections, cash conversion and accountability for overdue balances.
• Identify and remove operational friction across sales, onboarding, renewals, billing and collections .
• Sales Commissions & Target Setting
• Lead target-setting, allocation, capacity planning and territory design across markets.
• Design and review sales commission plans with the CRO, Finance and People teams.
• Ensure incentive plans are simple, measurable and aligned with company priorities and desired behaviours.
• Establish accurate and transparent processes for commission calculation, validation and communication.
• CRM, Data & AI
• Own the commercial CRM strategy, governance and operating model, ensuring it serves as the single source of truth for revenue teams.
• Improve CRM adoption, data quality, workflows, pipeline management and reporting.
• Build executive dashboards covering pipeline, conversion, retention, churn, revenue and sales productivity.
• Identify and deploy AI-enabled Revenue Operations tools across forecasting, account intelligence, pipeline management, CRM administration and seller productivity.
• Establish appropriate governance and build AI fluency across Revenue Operations and commercial teams.
• Sales Enablement
• Own the sales enablement strategy, including onboarding, training, playbooks and ongoing capability development.
• Equip commercial teams to effectively sell new products and propositions across different customer segments.
• Use performance data to identify capability gaps and measure enablement impact through ramp time, productivity, conversion and revenue.
• Leadership & Stakeholder Management
• Act as the CRO’s strategic right-hand and trusted advisor on commercial performance and operational priorities.
• Partner with Country Managers to align central strategy with local execution.
• Collaborate with Product, Finance, Marketing, Legal, Data, Technology and People teams on pricing, packaging and go-to-market initiatives.
• Build and lead a high-performing Revenue Operations team across strategy, planning, analytics, systems and execution.

Desired Qualifications

• Bachelors Degree or higher
• 8+ years of experience across Revenue Operations, Sales Operations and Commercial Strategy.
• Experience leading RevOps in a high-growth, technology-enabled or multi-market business.
• Strong expertise across order-to-cash, commissions, target setting, deal desk, collections, enablement and CRM operations.
• Strong understanding of B2B go-to-market models and the customer revenue lifecycle.
• Fluency with CRM, commercial analytics and AI-enabled RevOps tools.
• A data-driven, hands-on leader with strong commercial judgement and executive stakeholder-management skills.
• Leadership
• Proven ability to build and lead high-performing teams
• Strong stakeholder management across technical and commercial functions
• Able to balance strategic thinking with hands-on execution

Other Qualifications

• Strong analytical skills, critical thinking, and problem-solving.
• High level of AI literacy and curiosity
• Creative thinker who is curious, proactive, practical, and solution-oriented with a "get it done" attitude.
• Excellent communication and presentation skills.
• Able to thrive in a fast-paced environment.

Our promise to talent

Property Finder Guiding Principles