About the Role
Revenue Operations is critical to unifying a commercial organization into a cohesive system instead of a collection of teams. This function oversees the infrastructure that supports revenue, including the systems in use, processes followed, data utilized for decision-making, and deal support that ensures value in signed agreements.
At the company, this is a new function with its first hire. You will report directly to the Chief Revenue Officer, working alongside Sales and Account Management, acting as a unified customer entity rather than fitting into either department. This role involves creating and defining the Revenue Operations function from the ground up.
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What Success Looks Like
- Within the first two quarters, the commercial organization adopts a single funnel definition, unified forecasting, and data standards that are enforced at the point of entry.
- Within a year, the Chief Revenue Officer is able to pinpoint the origin of every unit of revenue produced, ensure compliance with a published pricing framework, generate contracts directly from the system, and expand the Revenue Operations team from one person to three.
Responsibilities
- Systems: Own the commercial Salesforce architecture, including the data model, sharing rules, record types, validation, and the integration roadmap. Manage the transfer of volume and usage data from Tableau while establishing commercial ownership of the org designed outside the commercial team.
- Process: Define and maintain a single funnel definition for Sales and Account Management, enforcing the system handover as a gate instead of a mere meeting agreement. Manage the Rules of Engagement playbook and the SLAs with Legal, Finance, and Support, which are reviewed quarterly.
- Data and Forecasting: Establish a singular source of truth across the organization, maintaining consistent definitions. Own forecasting discipline and accuracy, the shared commercial scorecard, and the demand register along with its evidence standard.
- Deal Support: Build and operate the deal desk with Finance to establish margin floors, approval bands, thresholds, and a pricing simulator that allows the commercial team to create proposals based on true effective costs. Facilitate contract generation and e-signatures from Salesforce, implement pricing flags on opportunities, and ensure a comprehensive audit trail for every pricing decision.
- Team and Delivery: Recruit and lead a Salesforce and systems specialist and a data and reporting analyst. Deliver on the phases of the commercial operating plan, ensuring ownership of commercial KPIs.
Requirements
- Minimum of six years in Revenue Operations, Sales Operations, or Commercial Operations, with at least two years in a leadership role of comparable complexity.
- Proven experience as a system owner or architect of a Salesforce organization, including skills in data models, sharing models, validation rules, record types, and integrations—administrator or power-user experience alone is insufficient.
- Solid track record of defining funnel and forecast methodologies across various commercial functions and effectively holding senior organizations accountable.
- Experience in building or managing a deal desk, pricing governance, or commercial approval frameworks in partnership with Finance.
- Familiarity with operations across multiple entities or jurisdictions and routine interaction with Legal, Finance, and Compliance.
Required Skills & Competencies
- Systems Fluency: Expertise in Salesforce at an architect level, along with practical knowledge of a BI layer (Tableau preferred) and the technical background for data engineering conversations.
- Process Design and Enforcement: Ability to draft rules, integrate them into the system, and maintain compliance with senior stakeholders without becoming an obstruction.
- Commercial Numeracy: Ability to analyze P&L statements and understand effective costs, margin floors, and pricing mechanics, enabling genuine partnership with Finance.
- Influence Without Authority: Capability to work effectively across four peer teams without direct ownership, relying on evidence, standards, and usefulness rather than hierarchy.
- Bias to Shipping: Comfort in a hands-on build environment during the first six months, focusing on delivering results in weeks rather than months.
Nice-to-Have / Preferred Experience
- Background in payments, fintech, or iGaming, particularly exposure to acquiring, alternative payment methods, approval rates, settlement, and rolling reserves.
- Previous experience in establishing a Revenue Operations function from scratch and scaling or relocating a commercial organization to new hubs such as Dubai.
Benefits
- Competitive salary package aligned with experience and market standards.
- Medical Insurance starting from day one.
- Access to training resources and professional development opportunities.
- Well-stocked office with snacks, drinks, and refreshments available daily.
- A multinational organization that fosters a strong collaborative culture.
- Regular team-building events and company activities to enhance inter-team collaboration.
- Employee Recognition Program celebrating “Employee of the Month” with special perks.
