Head of Revenue Operations (RevOps)
S
SpellbookLegal technology
Remote - US/CanadaFull-TimeDirector
Salary$170K - $250K; $170K – $250K; Estimated Base Salary $170K – $250K
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Job Details
- Experience
- 8+ years in Revenue Operations, GTM Operations, Sales Operations, or related roles in B2B software
- Required Skills
- Data AnalysisCRM
Requirements
- Have 8+ years in Revenue Operations, GTM Operations, Sales Operations, or related roles in B2B software.
- Have experience operating at a high-growth company where the GTM model was evolving.
- Have led RevOps, GTM Ops, or a comparable function with meaningful ownership across Sales Operations, pipeline, forecasting, and GTM systems.
- Understand B2B revenue engine mechanics, including pipeline generation, coverage, conversion, velocity, win rates, sales capacity, quota, territories, ramp, productivity, CAC, and forecasting.
- Be able to translate revenue targets into pipeline, capacity, coverage, and productivity requirements.
- Demonstrate strong analytical ability, including working with imperfect data and turning analysis into recommendations and actions.
- Have experience owning or leading a significant GTM systems or process transformation.
- Have built or materially improved revenue operating efficiency frameworks.
- Have built and developed an operations team across multiple GTM functions.
- Have experience using automation and AI to improve GTM productivity, data quality, or decision-making; this is a strong plus.
- Legal tech or legal industry exposure, enterprise procurement and security-heavy sales cycles, audit readiness or pre-IPO experience, and familiarity with AI infrastructure cost management and usage-based billing are nice to have.
Responsibilities
- Own the lead-to-closed-won revenue operating model, including segmentation, coverage, territories, capacity, pipeline generation, and sales productivity.
- Build the pipeline operating system and establish a rigorous revenue forecasting process.
- Identify pipeline and performance gaps and work with GTM leaders to determine actions to close them.
- Shape the operating model for usage-based commercial motions with Sales, Customer Success, Product, and Finance.
- Establish a consistent operating cadence across Sales, Marketing, and Customer Success, including pipeline, forecast, and business reviews.
- Partner on the commercial handoff from closed-won into the customer lifecycle.
- Own the architecture and evolution of GTM systems, including CRM, sales engagement, forecasting, compensation, routing, enrichment, and reporting.
- Define core GTM metrics, data standards, and reporting as a single source of truth.
- Build and lead the GTM Operations team across Sales Operations, Customer Success Operations, and Systems.
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