Head of Revenue Operations
New
J
JobgetherB2B SaaS
Based in the United StatesFull-TimeDirector
Salary not disclosed
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Job Details
- Experience
- At least 10 years of experience in Revenue Operations or Go-to-Market Operations, including at least five years leading the function at a B2B SaaS company
- Required Skills
- Business IntelligenceSalesforceData modeling
Requirements
- At least 10 years of experience in Revenue Operations or Go-to-Market Operations.
- At least five years leading the function at a B2B SaaS company with approximately $30 million to $150 million in annual recurring revenue.
- Experience supporting both product-led and sales-assisted go-to-market models.
- Deep expertise in Salesforce and the broader revenue technology ecosystem, including forecasting, quote-to-cash processes, marketing automation, business intelligence, and billing systems.
- Strong technical understanding of data, including data modeling and system architecture, and ability to collaborate with data engineering teams.
- Practical experience deploying AI and automation within a go-to-market organization and evaluating operational impact.
- Experience building and scaling operational functions, establishing repeatable processes, and recruiting teams and leaders.
- Experience designing forecasting frameworks, pipeline management processes, territory and coverage models, quota structures, and incentive plans.
- Strong analytical and commercial judgment, with ability to translate business performance data into recommendations and measurable actions.
- Experience building or managing deal desk operations, enterprise sales processes, and cross-functional deal review workflows is highly valuable.
- Ability to design scalable customer lifecycle and renewal processes, including technology-enabled approaches.
- Ability to align Sales, Customer Success, Marketing, Finance, Product, Engineering, and Data teams around shared goals.
- Comfort operating in a globally distributed, multi-brand business and balancing strategic planning with hands-on execution.
Responsibilities
- Design the end-to-end customer journey across product-led and sales-assisted motions, including segmentation, coverage models, lead routing, lifecycle stages, and cross-functional handoffs.
- Establish a consistent revenue operations framework across multiple brands, standardizing processes, systems, and data definitions where appropriate.
- Lead revenue planning and performance management, including territory design, quota setting, capacity and productivity modeling, and forecasting.
- Design sales incentive and compensation plans in partnership with Finance.
- Build and lead a deal desk function for enterprise and AI-related opportunities, including deal structuring, pricing, quoting, and review coordination.
- Develop a field enablement function covering onboarding, ramp-up, sales methodology, and product and AI fluency.
- Drive go-to-market engineering and applied AI initiatives, identifying and automating revenue workflows across the customer lifecycle.
- Build scalable renewal processes, including a tech-touch model for lower-complexity accounts.
- Deliver business analysis by identifying performance trends and translating insights into recommendations for revenue leadership.
- Own the go-to-market technology stack, including Salesforce, and collaborate on data quality, reporting, and business intelligence.
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