**This is an individual contributor role**
Location: London (Hybrid - Soho office 2-3 days per week)
You'll turn a fragmented go-to-market setup into one clear operating rhythm with better pipeline visibility, tighter execution, and less noise for Sales leadership.
You will be stepping into a Series B cybersecurity scale-up with strong product-market fit: not day-one startup chaos, but still small enough that what you fix this quarter is how the company runs next quarter.
The role exists because the business runs multiple GTM motions (self-serve, direct, channel, strategic partners) across EMEA and North America, and the connective tissue isn't strong enough yet. Initiatives start and linger, and accountability isn't consistent. You'll change that in ways that show up in pipeline, forecast confidence, and closed ARR.
This isn't a back-office ops seat. You'll be in the mix with Sales leaders and sellers: inspecting deals, tightening qualification, unblocking stuck opportunities, and making sure "we agreed this" becomes "this got done."
AI matters here, but not as a side project. You'll help embed practical AI workflows into daily commercial execution. You won't build the tools yourself, but you'll know which use cases matter, shape requirements with the automation team, and drive adoption based on commercial outcomes.
What your days look like:
- Run the sales operating rhythm across EMEA and North America - priorities, actions, owners, follow-through
- Facilitate pipeline reviews, forecasting, and deal inspections that improve progression and expose risk early
- Raise the bar on opportunity management: qualification, next steps, close plans, stakeholder mapping
- Work directly with Sales leaders and reps to unblock stalled opportunities and build follow-up discipline
- Build and program-manage enablement, pulling in internal experts where technical depth is needed
- Improve onboarding so new hires become productive faster
- Strengthen marketing-to-sales conversion by tightening lead management and follow-up
- Champion AI adoption - defining use cases, partnering with the automation team, driving real field usage
- Reduce friction across CRM, process, and reporting so systems support action, not admin load
What you should have:
- Significant experience in Sales Ops, Revenue Ops, GTM Ops, Commercial Ops or Sales Enablement in B2B SaaS
- Proven track record improving pipeline quality, forecasting, deal progression, and seller effectiveness
- Confidence working directly with Sales leadership, with credibility to challenge and a collaborative style
- Strong Salesforce capability and judgement to improve data quality without adding bureaucracy
- Experience using AI tools in commercial environments, with a practical sense of what actually helps sellers
- Strong facilitation and stakeholder management across Sales, Marketing, CS, Product, Finance and Ops
- A hands-on, execution-first approach - you act fast and don't hide behind analysis
Why is this role for you:
You'll be trusted with real autonomy and expected to drive visible change. Your COO is direct and highly executional: you won't be micromanaged, but you will be backed and held to a high bar.
You'll bring order without slowing the company down - spotting half-supported initiatives early, helping the business decide and move on fast, and building the habits that make Sales and Marketing feel joined-up.
You'll also help shape what modern, AI-enabled commercial execution looks like in a Series B environment practical workflows and real adoption, not theory or tooling for tooling's sake.
If you want a senior, high-trust role where your work shows up in pipeline, forecast confidence, and closed revenue, apply now.
