Head of RevOps

Lunio • Full-time • London, GB • 22h ago

Head of Revenue Operations

About LunioLunio is a fast-growing SaaS company helping businesses eliminate invalid traffic and wasted ad spend. Our platform protects marketing budgets and improves campaign performance for some of the world’s most sophisticated digital advertisers.

As we continue to scale, we are entering the next phase of our go-to-market evolution — moving from early growth to a more structured, data-driven revenue engine. To support that transition, we are hiring a Head of Revenue Operations to architect and lead the systems, processes, and insights that power our entire revenue organisation.

This role will report to the CFO and partner closely with the CEO and GTM leadership as stakeholders to bring clarity, structure, and operational excellence across marketing, sales, and customer success.

The RoleThe Head of Revenue Operations will own the end-to-end revenue operating system at Lunio spanning strategy, systems, data, and operational execution.

You will ensure that our go-to-market teams are aligned around a shared revenue framework, supported by scalable processes and best-in-class tooling.

This role requires someone who can operate both strategically and tactically, defining the operating model while also ensuring it is implemented effectively in systems and workflows.

You will also play a key role in driving operational accountability across the GTM organisation, ensuring that processes are followed, pipeline is managed effectively, and teams operate with discipline.

Key Responsibilities

Revenue Strategy & Operating Model

Design and implement the revenue operating model across marketing, sales, and customer success
Align the organisation around shared definitions, funnel metrics, and lifecycle stages
Partner with GTM leadership on pipeline generation, conversion optimisation, and revenue forecasting
Translate business strategy into scalable operational frameworks

Pipeline, Forecasting & Performance

Own the company’s revenue forecasting framework and reporting infrastructure
Define and track core funnel and pipeline health metrics
Identify revenue risks and opportunities through pipeline and performance analysis
Support sales leadership in driving pipeline discipline and deal governance
Help enforce operational standards that ensure reps maintain accurate pipelines and forecasting inputs

Systems & Revenue Architecture

Own the revenue tech stack and ensure it supports scalable growth
Manage and evolve the core platform architecture including:
- Salesforce (CRM)
- HubSpot (Marketing Automation)
- Gong (Sales Intelligence and Forecasting)
- Redshift data warehouse
Evaluate and implement additional platforms where needed, including customer success and revenue analytics tooling

GTM Enablement

Partner with sales leadership to design and implement scalable sales enablement frameworks that improve rep productivity and consistency
Define and operationalise key sales processes including qualification frameworks, deal progression, and pipeline management standards
Ensure sales teams are equipped with the tools, content, and data required to effectively engage prospects and progress opportunities
Work closely with marketing and product teams to align messaging, sales collateral, and value propositions across the buyer journey
Identify opportunities to improve sales performance through enablement programs, coaching insights, and data-driven feedback loops
Leverage insights from sales intelligence platforms (such as Gong) to identify best practices, improve sales execution, and reinforce effective behaviours across the team

AI & GTM Engineering

Identify opportunities to leverage AI and automation across the go-to-market engine
Work with GTM teams to improve productivity and performance through:
- AI-driven insights
- Workflow automation
- Data enrichment
- Outreach optimisation
- Operational tooling
Stay current with emerging technologies and apply them pragmatically to improve efficiency and decision-making

Data, Insights & Decision Support

Establish a single source of truth for revenue data
Build dashboards and reporting frameworks for executives and GTM teams
Enable data-driven decision making across the organisation

Stakeholder Management

Partner closely with senior stakeholders across Sales, Marketing, Finance, and Product
Provide strategic guidance while confidently challenging assumptions and driving alignment
Act as a trusted advisor to GTM leadership and the executive team

Team Leadership

Build and scale the Revenue Operations function over time
Define the structure, hiring plan, and operating cadence for the RevOps team

What We're Looking For

Experience

8+ years in Revenue Operations, Sales Operations, or GTM Operations
Proven experience leading end-to-end RevOps in a B2B SaaS environment
Experience partnering with executive leadership in scaling companies
Previous experience building or leading RevOps teams
Experience implementing and optimising modern GTM technology stacks

Skills

Strong strategic thinking combined with hands-on operational execution
Exceptional stakeholder management and communication skills
Confidence working with strong personalities and managing prioritisation
Strong project management skills with the ability to drive complex cross-functional initiatives
Ability to drive operational accountability within sales organisations
Strong analytical mindset and comfort working with complex datasets

Systems ExperienceExperience working with modern revenue technology stacks, ideally including:

Salesforce (CRM)
HubSpot (Marketing Automation)
Gong (Revenue Intelligence and Forecasting)
Data enrichment (Breeze, Goodfit, etc.)
Data warehouses and BI tooling
Customer success platforms
AI-enabled GTM tooling and automation frameworks

What Success Looks Like in This RoleWithin the first 6 months you will:

Establish a clear and scalable revenue operating model
Support and enable GTM strategy to increase pipeline generation volume and value in line with operating plan
Implement robust forecasting and pipeline management frameworks
Improve visibility into the revenue funnel across marketing, sales, and customer success
Introduce automation and AI-driven capabilities to improve GTM efficiency
Build of a high-performing RevOps team

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