About the Role
The Head of Revenue Operations will lead our end-to-end commercial operating model, acting as a strategic partner to the CRO, Country Managers, and senior Sales Leaders. This role will connect commercial strategy with execution across go-to-market planning, target setting, sales enablement, CRM operational excellence, deal management, order-to-cash, sales commissions, and collections. The successful candidate will utilize data, technology, and AI to accelerate growth, improve sales productivity, and build scalable processes across multiple markets.
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Key Responsibilities
Commercial Strategy and Performance
- Partner with the CRO to define and execute the commercial and go-to-market strategy.
- Lead annual planning, forecasting, target setting, territory design, and resource allocation.
- Own customer segmentation, commission design, and CRM processes.
- Identify growth opportunities across acquisition, retention, pricing, cross-sell, and upsell.
- Lead commercial performance reviews and provide actionable insights to senior leadership.
- Represent the function in senior leadership and Board-level forums.
Revenue Operations
- Own and continuously improve the end-to-end order-to-cash process, including contracting, invoicing, payment, and revenue recognition.
- Design scalable commercial policies, processes, controls, and approval workflows that balance speed, growth, and risk.
- Establish and lead the Deal Desk, overseeing pricing, discounts, commercial terms, and non-standard deals.
- Partner with Finance to strengthen collections, cash conversion, and accountability for overdue balances.
- Identify and remove operational friction across sales, onboarding, renewals, billing, and collections.
Sales Commissions & Target Setting
- Lead target-setting, allocation, capacity planning, and territory design across markets.
- Design and review sales commission plans with the CRO, Finance, and People teams.
- Ensure incentive plans are simple, measurable, and aligned with company priorities and desired behaviors.
- Establish accurate and transparent processes for commission calculation, validation, and communication.
CRM, Data & AI
- Own the commercial CRM strategy, governance, and operating model, ensuring it serves as the single source of truth for revenue teams.
- Improve CRM adoption, data quality, workflows, pipeline management, and reporting.
- Build executive dashboards covering pipeline, conversion, retention, churn, revenue, and sales productivity.
- Identify and deploy AI-enabled Revenue Operations tools across forecasting, account intelligence, pipeline management, CRM administration, and seller productivity.
- Establish appropriate governance and build AI fluency across Revenue Operations and commercial teams.
Sales Enablement
- Own the sales enablement strategy, including onboarding, training, playbooks, and ongoing capability development.
- Equip commercial teams to effectively sell new products and propositions across different customer segments.
- Use performance data to identify capability gaps and measure enablement impact through ramp time, productivity, conversion, and revenue.
Leadership & Stakeholder Management
- Act as the CRO’s strategic right-hand and trusted advisor on commercial performance and operational priorities.
- Partner with Country Managers to align central strategy with local execution.
- Collaborate with Product, Finance, Marketing, Legal, Data, Technology, and People teams on pricing, packaging, and go-to-market initiatives.
- Build and lead a high-performing Revenue Operations team across strategy, planning, analytics, systems, and execution.
Desired Qualifications
- Bachelor’s Degree or higher.
- 8+ years of experience across Revenue Operations, Sales Operations, and Commercial Strategy.
- Experience leading RevOps in a high-growth, technology-enabled, or multi-market business.
- Strong expertise across order-to-cash, commissions, target setting, deal desk, collections, enablement, and CRM operations.
- Strong understanding of B2B go-to-market models and the customer revenue lifecycle.
- Fluency with CRM, commercial analytics, and AI-enabled RevOps tools.
- Data-driven, hands-on leader with strong commercial judgment and executive stakeholder-management skills.
Leadership
- Proven ability to build and lead high-performing teams.
- Strong stakeholder management across technical and commercial functions.
- Able to balance strategic thinking with hands-on execution.
Other Qualifications
- Strong analytical skills, critical thinking, and problem-solving.
- High level of AI literacy and curiosity.
- Creative thinker who is curious, proactive, practical, and solution-oriented with a 'get it done' attitude.
- Excellent communication and presentation skills.
- Able to thrive in a fast-paced environment.
Our Promise to Talent
We believe talent thrives in an environment where you can be your best self. Where you are empowered to create, elevate, grow, and care. Our team is comprised of the best and brightest, united by a shared ambition to change living for good in the region. We attract top talent who want to make an impact. We firmly believe that when our people grow, we all succeed.
Guiding Principles
- Think Future First
- Data Beats Opinions, Speed Beats Perfection
- Optimize for Impact
- Act Like An Owner
- The Biggest Risk is Taking no Risk at All
