Head of Revenue Operations

Position Summary

Commercial Strategy and Performance

• Define and execute commercial and go-to-market strategy with the CRO.
• 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 represent the function in senior leadership and Board-level forums.

Revenue Operations

• Own the end-to-end order-to-cash process, including contracting, invoicing, payment, and revenue recognition.
• Design scalable commercial policies, processes, controls, and approval workflows.
• Establish and lead the Deal Desk for pricing, discounts, commercial terms, and non-standard deals.
• Partner with Finance to strengthen collections and cash conversion.
• Remove operational friction across sales, onboarding, renewals, billing, and collections.

Commissions and 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.
• Establish accurate and transparent commission calculation, validation, and communication processes.

CRM, Data, and AI

• Own the commercial CRM strategy, governance, and operating model 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.
• Deploy AI-enabled tools across forecasting, account intelligence, pipeline management, CRM administration, and seller productivity.
• Establish AI governance and build AI fluency across Revenue Operations and commercial teams.

Sales Enablement and Leadership

• Own sales enablement through onboarding, training, playbooks, and ongoing capability development.
• Use performance data to identify capability gaps and measure enablement impact.
• Act as the CRO's strategic advisor on commercial performance and operational priorities.
• Build and lead a high-performing Revenue Operations team across strategy, planning, analytics, systems, and execution.
• Collaborate with Product, Finance, Marketing, Legal, Data, Technology, and People teams.

Desired Qualifications

• Bachelor's degree or higher.
• 8+ years of experience across Revenue Operations, Sales Operations, and Commercial Strategy.
• Experience leading Revenue Operations in a high-growth, technology-enabled, or multi-market business.
• Strong expertise in 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 Revenue Operations tools.
• Proven ability to build and lead high-performing teams.
• Strong analytical, critical-thinking, problem-solving, communication, and presentation skills.