The Head of Revenue Operations is responsible for guiding the strategic direction and execution of teams that support the organization's commercial capabilities in support of the sales and marketing function.
This role enhances revenue effectiveness by establishing measurable processes to improve efficiency in commercial execution and setting growth objectives. The head of RevOps works closely with the sales, customer success office, SDM, marketing and finance teams to develop strategies, implement performance metrics, design and deliver enablement and training programs, and ensure alignment across all Revenue Operations. This position oversees all aspects of commercial execution and go-to-market (GTM) operations, ensuring that revenue-generating teams have the necessary resources and technology to effectively engage with customers and drive the organization's revenue grow.
Responsibilities:
- Collaborates with sales and commercial leadership to achieve growth goals, aligning go-to-market strategies across acquisition, utilization, and retention.
- Builds strong relationships with stakeholders and facilitates commercial council meetings to review reports, track insights, prioritize demands, and approve enterprise data definitions.
- Leads Revenue Operations including strategy, process optimization, technology, territory planning, commission plans, lead-to-deal processes, proposals, and sales enablement.
- Manages the revenue tech stack, recommending new tools as needed.
- Works with the CRO and CTO to align technology strategy and ensure data integrity in commercial systems.
- Supports bookings and revenue growth by providing data insights to improve win rates, expand the client base, and enhance sales processes.
- Supports sustained renewals rate for annuity services revenue, by providing data insights on churn, NRR etc. Thus enable a renewals function to improve.
- Defines key metrics and dashboards, leading sales force reporting and implementing data analysis best practices to boost productivity.
- Ensures data integrity in CRM and other tools, providing analytical insights for confident decision-making.
- Develops and deploys data insights and visualizations, connecting product, marketing, and sales through the customer journey.
- Provides analysis to support key decisions and aids sales leadership in understanding pipeline, forecasts, and KPIs.
- Participate in (or lead workstreams relating to), broader projects to improve customer health and success. Where there Rev Ops or customer data expertise is required
- Drives revenue strategies across customer segments, ensuring efficient and aligned sales, marketing, and customer experience processes.
- Integrates planning, forecasting, and budgeting with other firm processes.
- Proposes and executes new revenue models for products and features, leading new development requests.
- Designs and implements global training programs for sales and go-to-market teams, focusing on client expansion and retention.
- Oversees sales compensation plans and collaborates with leadership to design competitive incentive programs.
- Works with sales operations, finance, and HR to establish sales compensation rules and procedures.
Experience:
- Extensive experience in sales operations, marketing operations, strategy, or sales leadership within B2B environments.
- At least five years of progressive leadership experience, successfully leading cross-functional teams and enterprise-wide programs, and effectively influencing across the organization in complex contexts.
- Demonstrated ability to develop a scalable RevOps strategy for large companies.
- Experience in analysing marketing, sales, and customer data.
- Strategy and management consulting experience is a plus.
- Familiarity with mergers, acquisitions, and equity partnerships is advantageous.
Knowledge/Skills:
- Understanding of data management, enrichment and governance.
- Deep understanding of marketing and sales operations processes and systems (e.g., CRM systems, lead generation, pipeline management, and marketing automation).
- Extensive knowledge of leadership styles, product development, business strategy, and innovation practices, with the ability to adapt management and communications to different leadership styles.
- Strong business acumen and domain-specific knowledge of the company and its business units.
- Excellent analytical, strategic thinking, and consulting skills.
- Strong influence and negotiation abilities.
- Understanding of the technology marketplace and partnership deals.
- Ability to drive people, process and disruptive change in a dynamic environment.
- Excellent communication skills for explaining concepts to both business leaders and technologists alike.
- Embrace a "fail transparently, win together" ethos.
- Expertise in customer journey mapping.
- Proficiency in designing and optimizing business processes.
- Skilled in facilitation and leading group discussions.
- Familiarity with problem-solving frameworks.
- Experience applying critical thinking and problem-solving skills to solve complex business challenges.
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