Role: Head of RevOps
Location: London, Tavistock Square
Hybrid: 3 days in the office
Salary: £75,000 - £85,000 + bonus + PMI + Pension
As MICHELIN Connected Fleet, a division of the Michelin Group, leader in sustainable mobility for 130 years, we specialise in connected fleet management services and solutions. We are a market leader with over 30 years expertise in a high-growth, competitive mobility technology industry. Today we serve 70,000 customers and over 600,000 vehicles globally, growing more than 10% per year, and entering at the rate of 3 new markets a year. Our AI (artificial intelligence) technology and ML (machine learning) algorithms ensure all fleet data delivers tangible benefits to our customers. Our insights transform operational efficiency, reducing costs, ensuring the safety of drivers and goods while reducing environmental impact, paving the way to predictive fleet management. Backed by Michelin Group and operating under the Michelin Connected Fleet name, we will be a major player in this market in the coming years.
OUR DREAM
We know our planet is at risk and we urgently need to find innovative ways to protect it. At Michelin, pioneering is what we do: We are innovating constantly, to explore new opportunities, with, around and beyond tires to lead the way in sustainable mobility. Our people act for change, with respect, and as leaders. We care about giving people a better way forward. Our dream is rooted in a single purpose: by 2050, Michelin will be recognised as a critical innovation leader that helped humanity conquer new frontiers. And we all work hard every day to realise this dream.
OUR PEOPLE & WAYS OF WORKING
At MICHELIN Connected Fleet, agility is not a word - it’s a lifestyle. We gather entrepreneurial minds who are not afraid to fail fast and learn quickly, every day. We think long term and act short term, we grow fast and love what we do. We believe in an inclusive working environment, building teams with a variety of backgrounds, skills, views and opinions. Among our 400 employees in Europe, we proudly benefit from around 30 nationalities. We thrive because of the diverse background and talent of our people. We nurture our team's growth with several company wide development programs - including our Diversity, Mentoring and Sustainability programs.
THE ROLE IN SHORT
The Head of Revenue Operations is responsible for driving operational excellence across the revenue organization, enabling predictable growth through robust forecasting, pipeline governance, data quality, territory planning, and performance management. This role serves as a strategic partner to Sales Leadership, ensuring scalable processes, accurate insights, and operational rigor across the entire go-to-market organization.
The ideal candidate combines strategic thinking, analytical expertise, and hands-on operational leadership to optimize revenue performance and support rapid business growth.
WHAT WILL I BE DOING:
Forecasting & Pipeline Governance
- Own the global sales forecasting process, ensuring accuracy, consistency, and predictability.
- Establish and maintain pipeline governance frameworks, stage definitions, qualification criteria, and inspection cadences.
- Partner with Sales Leadership to identify pipeline risks, gaps, and growth opportunities.
- Develop forecasting methodologies, reporting standards, and executive dashboards.
- Drive accountability across the sales organization through regular forecast reviews and performance tracking.
Salesforce (SFDC) & Data Quality
- Act as the business owner for Salesforce, ensuring optimal configuration, adoption, and effectiveness.
- Define and enforce CRM governance policies and data management standards.
- Ensure data accuracy, completeness, and integrity across all revenue systems.
- Collaborate with Sales, Marketing, Customer Success, and IT teams to enhance system integrations and reporting capabilities.
- Lead initiatives to improve CRM adoption, user experience, and operational efficiency.
Territory & Resource Planning
- Design and optimize sales territories to maximize market coverage and revenue potential.
- Develop capacity planning models to align resources with growth objectives.
- Support annual planning processes including quota allocation, territory assignments, and headcount planning.
- Analyze market opportunities, account segmentation, and performance trends to inform strategic decisions.
- Provide recommendations on organizational design and resource allocation.
Deal Reviews & Performance Management
- Establish structured deal review processes to improve sales execution and win rates.
- Partner with sales leaders on strategic deal assessments, risk management, and escalation support.
- Develop performance metrics, KPIs, and reporting frameworks across the revenue organization.
- Deliver actionable insights to support business decisions and revenue acceleration.
- Monitor productivity, conversion rates, pipeline health, and overall business performance.
TO BE SUCCESSFUL YOU WILL LIKELY HAVE:
- Bachelor's degree in Business, Finance, Economics, Analytics, or a related experience.
- 10+ years of experience in Revenue Operations, Sales Operations, Business Operations, or related functions.
- 5+ years of leadership experience managing high-performing operations teams.
- Deep expertise in Salesforce (SFDC), CRM governance, and sales process optimization.
- Strong experience with forecasting, territory planning, quota design, and pipeline management.
- Advanced analytical and problem-solving skills with strong business acumen.
- Experience supporting executive leadership and board-level reporting.
- Excellent communication, stakeholder management, and influencing skills.
Work-life balance is important to us at Michelin Connected Fleet, so we offer our teams as much flexibility as possible in line with the needs of their role. We trust our teams to know how they work best, combining remote and collaborative working, with a flexible approach to hours. This allows our people the time and space for life outside of work.
