Job Title: Revenue Operations Specialist
Location: Remote based, travel occasionally required: Spain, Sweden, Germany, Netherlands, France, Ireland, UK – proximity to one of our sites preferred
Reporting line: Business Enablement Manager EMEA
Department: Business Enablement EMEA
Role available from: immediately
About the Role
We are looking for a commercially minded Revenue Operations Specialist who can combine data-driven insight, CRM ownership, sales enablement, marketing-to-sales lead management, and process standardization to improve pipeline quality, forecasting confidence, and sales execution. The role is primarily focused on EMEA, while also supporting initiatives, standards, and improvements that will have broader global impact. In this role, you will help the business distinguish between true commercial performance issues and underlying data hygiene gaps, while acting as a hands-on owner of Zoho CRM and the act as the operational bridge between Marketing-led lead generation in HubSpot and Sales execution in Zoho. As the CRM owner you will play a key role in driving user adoption, improving reporting quality, strengthening commercial tech stack governance, and establishing consistent ways of working across the sales organisation through practical training and support.
What You’ll Do
Commercial Pipeline Insight & Performance Analysis
- Monitor pipeline health, data quality, and sales performance to identify whether reasons are commercial, operational, or related to CRM hygiene and identify best practices in all relevant areas
- Analyse funnel progression, deal quality, pipeline coverage and conversion trends to support better management decisions.
- Support forecasting processes and improve forecast accuracy and confidence.
- Translate data into practical insights and recommendations for sales leadership.
Zoho CRM Ownership & System Administration
- Own the day-to-day administration and continuous improvement of Zoho CRM.
- Create and maintain fields, layouts, workflows, validation logic, dashboards, and reporting structures to support business needs.
- Drive CRM governance, data standards, process standardization, and reporting discipline to improve accuracy, usability, scalability, and regional consistency.
- Improve system use and adoption.
Commercial Tech Stack Ownership & Integrations
- Support and govern the commercial technology stack used by Sales and Revenue Operations, including Zoho CRM, ZoomInfo, LinkedIn Sales Navigator, and relevant integration touchpoints.
- Monitor system usage, integration health, sync issues, duplicates, data quality, and user adoption, coordinating with IT, vendors, Marketing, and internal stakeholders where required.
- Enable effective lead generation, prospecting, enrichment, account intelligence, and sales enablement workflows through effective use of ZoomInfo and LinkedIn Sales Navigator.
- Monitor and suggest available tools in the market to enhance the Tech Stack based on Business Cases and with analytical foundation.
Marketing-to-Sales Lead Management Interface
- Act as the operational interface between Marketing and Sales to ensure lead generation activity captured in the marketing automation system (HubSpot) is translated into structured, actionable lead and opportunity management in Zoho CRM.
- Ensure leads are correctly transferred, assigned, qualified, tracked, and followed up in line with agreed processes.
- Work closely with Marketing to understand campaign inputs and lead sources, lead quality, and handover requirements.
- Support and enforce agreed governance around lead lifecycle stages, ownership and conversion tracking.
- Improve reporting from lead generation through to sales opportunity creation and execution.
Sales Enablement & Training
- Design and deliver training to improve CRM adoption, pipeline management discipline, and general sales effectiveness.
- Develop practical guidance, user materials, and enablement content that help sales teams work more effectively with systems and data.
- Support onboarding and ongoing coaching for users to reinforce best practice and consistent usage.
- Reporting, Governance & Continuous Improvement
- Design and maintain dashboards from content perspective jointly with Data Analytics, KPI reporting, and management views that provide transparency on pipeline quality and commercial performance.
- Lead regular dashboard reviews and collaborate closely with Business Analytics to strengthen reporting logic, improve insight quality, and ensure management views remain relevant and actionable.
- Partner with sales leadership and cross-functional stakeholders to improve processes, standardise reporting approaches, and strengthen revenue operations effectiveness across EMEA.
What You’ll Bring
- 5+ years of experience in Revenue Operations, Sales Operations, CRM Administration, or a similar commercial operations role.
- Strong commercial understanding and the ability to interpret pipeline data critically, distinguishing between true performance issues and data hygiene gaps.
- Hands-on experience with CRM and sales technology platforms, ideally including Zoho CRM (preferred but any other CRM tool is valuable as well), ZoomInfo, LinkedIn Sales Navigator, HubSpot lead generation touchpoints, and reporting/dashboard tools.
- Strong understanding of CRM data quality, workflow automation, user permissions, integrations, lead lifecycle governance, pipeline reporting, and sales enablement processes.
- Strong analytical skills with experience in KPI reporting, pipeline analysis, and sales performance tracking.
- Confidence in delivering training, supporting adoption, and working closely with both end users and leadership stakeholders.
- A proactive, structured, and solution-oriented working style with the ability to balance technical detail and business impact.
- Fluent English is required; additional European languages are a plus.
