Head of Revenue Operations

10+ years in Revenue Operations, Sales Operations, or GTM Operations, with 5+ years leading teams. Experience in high-growth B2B SaaS scaling from $50M to $200M+ ARR. Deep expertise with Salesforce (configuration, reporting, governance). Experience with marketing automation platforms (HubSpot, Marketo). Strong analytical capabilities with fluency in SQL, data modeling, and business intelligence frameworks. Proven track record improving forecasting accuracy, conversion rates, and funnel efficiency. Experience supporting both PLG/self-serve and enterprise sales motions simultaneously. Collaborative leadership style with ability to influence and partner across Marketing, Sales, CS, and Finance. Systems thinking – can architect scalable processes while maintaining attention to detail.

Architect and run the operating system that drives revenue across Marketing, Sales, Channel, and Customer Success. Unify data, systems, and processes across self-serve, mid-market, and enterprise motions. Build and run the operational system that powers predictable, scalable revenue growth. Lead annual and quarterly planning cycles including headcount modeling, quota design, pipeline targets, and CAC/LTV analysis. Own board-level reporting on pipeline health, forecast accuracy, and operational efficiency. Own and evolve the GTM tech stack – Salesforce, HubSpot, Outreach, attribution tools, and BI platforms. Drive system integration, process automation, and data governance. Build unified reporting framework with real-time visibility into funnel performance, conversion trends, and win/loss analysis. Own forecasting processes across Self-Serve and Enterprise segments. Enhance sales effectiveness through territory design, account segmentation, rules of engagement, and methodology refinement. Design and operationalize quota, incentive, and commission models. Create scalable processes from lead capture through renewal. Diagnose bottlenecks and redesign GTM processes to reduce friction and improve cycle time. Establish culture of data discipline ensuring CRM accuracy and consistent reporting standards. Build, lead, and scale a high-performing RevOps team. Foster collaboration across Demand Gen, SDR, Sales, Channel, Customer Success, Product, and Finance. Coach and develop team members, creating clear career paths within RevOps.