Head of Revenue Operations

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Head of Revenue Operations based in the United States.

The Head of Revenue Operations will shape and scale the revenue engine of a global B2B SaaS business operating across multiple brands and go-to-market models. This strategic leadership role combines product-led growth, sales-assisted acquisition, and an expanding enterprise AI motion into a unified, data-driven operating model. You will partner with Sales, Customer Success, Marketing, Finance, and Data teams to optimize the customer journey from initial engagement through renewal. The role offers the opportunity to build and develop critical capabilities across deal desk operations, field enablement, revenue automation, and business analysis. You will use data and applied AI to improve forecasting, increase sales productivity, and eliminate unnecessary manual work. Success means creating scalable processes, trusted performance insights, and a more efficient revenue organization in a distributed, multi-brand environment.

Accountabilities:

The Head of Revenue Operations will own the strategy, architecture, and execution of revenue operations across sales, customer success, and partner-facing activities. Key responsibilities include:

• Design the end-to-end customer journey across product-led and sales-assisted motions, including segmentation, coverage models, lead routing, lifecycle stages, and handoffs between Marketing, Sales, Customer Success, and partners.
• Establish a consistent revenue operations framework across multiple brands, standardizing processes, systems, and data definitions where appropriate while preserving flexibility where business needs differ.
• Lead revenue planning and performance management, including territory design, quota setting, capacity and productivity modeling, forecasting processes, and forecast discipline.
• Design sales incentive and compensation plans in partnership with Finance, ensuring alignment with business objectives and clear performance measurement.
• Build and lead a deal desk function that supports enterprise and AI-related opportunities through deal structuring, pricing strategy, quoting, and coordination of Legal, Finance, and Security reviews.
• Develop a field enablement function covering onboarding, ramp-up, sales methodology, and product and AI fluency, including recruiting and hiring the leader responsible for this capability.
• Drive go-to-market engineering and applied AI initiatives in collaboration with the central AI team, identifying and automating revenue workflows across the customer lifecycle.
• Build scalable, technology-enabled renewal processes, including a tech-touch model for lower-complexity accounts that allows teams to focus on exceptions and higher-value customer needs.
• Deliver actionable business analysis by identifying performance trends, diagnosing changes in revenue outcomes, and translating insights into recommendations for revenue leadership.
• Own the go-to-market technology stack, including Salesforce and related revenue tools, and collaborate with Data and Analytics on metric definitions, data quality, reporting, and business intelligence.
• Partner with Marketing Operations to align funnel definitions, lead routing, marketing automation, and attribution processes.
• Establish clear operating boundaries and effective collaboration with Sales and Customer Success, Finance, Marketing, Product and Engineering, Data and Analytics, and the central AI team.
• Improve key business outcomes, including forecast accuracy, pipeline coverage and conversion, sales cycle duration, time to first value, representative productivity, onboarding ramp time, deal desk turnaround, and the elimination of manual work.
• Ensure that revenue leadership receives proactive, reliable analysis and that operational recommendations translate into measurable business improvements.

Requirements:

The ideal candidate is a strategic and technically capable revenue operations leader with a strong background in B2B SaaS, go-to-market transformation, and scaling operational functions. They should be comfortable building teams and processes from the ground up, using data to guide decisions, and leading change across a globally distributed organization. Required qualifications include:

• 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 with approximately $30 million to $150 million in annual recurring revenue.
• Demonstrated experience supporting both product-led and sales-assisted go-to-market models, with an understanding of their different operational requirements, customer journeys, and performance metrics.
• 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, system architecture, and the ability to collaborate effectively with data engineering teams.
• Practical experience deploying AI and automation within a go-to-market organization, with the ability to evaluate real operational impact rather than relying solely on demonstrations or theoretical use cases.
• Proven ability to build and scale operational functions, establish repeatable processes, and recruit high-performing 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 the ability to interpret complex business performance data and translate findings into clear 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 and implement scalable customer lifecycle and renewal processes, including technology-enabled approaches that improve efficiency.
• Strong stakeholder management and communication skills, with the 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 where standardization requires collaboration, prioritization, and sound judgment.
• Ability to balance strategic planning with hands-on execution, establish clear ownership, and measure progress against operational and revenue performance indicators.

Benefits:

• Fully remote work environment.
• Competitive medical benefits.
• Retirement benefits.
• Paid time off, including additional paid leave based on tenure.
• Dedicated personal development funding of up to $1,500 per year, with eligibility for up to five additional days based on tenure.
• Access to a mental health and wellbeing platform offering 24/7 psychological support.
• Targeted wellness programs to support employee wellbeing.
• Opportunity to build and shape a strategic revenue operations function with significant influence on business performance.
• Exposure to AI-driven go-to-market transformation, enterprise growth, and cross-functional leadership in a multi-brand SaaS environment.