Head of RevOps (Perm or Contract)

About us
Risk Ledger is building a network of connected organisations that defend each other against supply chain cyber attacks. Instead of chasing suppliers with one-off questionnaires, our customers connect with them, share security information, and see risk across their whole supply chain.

Organisations such as British Airways, BAE Systems and the NHS use Risk Ledger to understand and reduce third-party risk. Every new connection makes the network more valuable for everyone on it.
We lead the UK market, we're growing in the US, and we're building new networks across sectors.

We're curious, ambitious, humble, honest and user-first, and we care as much about how we work as about what we build.

This team:
RevOps is Risk Ledger's operational engine for revenue. We support Sales, Marketing and Customer Success across the UK and US, and we own the commercial tech stack, CRM data, pipeline definitions and reporting that the business runs on.

Over the past two years we've built a strong foundation in Salesforce. That includes territory and account scoring, enrichment through Clay, call recording and forecasting through Gong, and a growing set of AI-driven workflows. You'll lead the RevOps team and work closely with the wider operational functions including AIOps, Marketing Digital Operations, and cross-functionally with wider commercial business stakeholders. 

This role:
We're looking for a Head of Revenue Operations to take RevOps into its next phase. 

This is a leadership role while also being hands on. You'll set the RevOps strategy and be a leading voice on define and govern our GTM strategy and reporting. You'll also be close enough to the detail to audit our Salesforce setup, direct a build, and question the data. Your time will roughly split as follows:

• Sales Ops (about 40%): pipeline, territories, forecasting and compensation
• CS Ops (about 40%): renewals, expansion, retention metrics and customer forecasting
• Marketing Ops (about 20%): govern lead definitions, attribution and sales handover in Salesforce. Digital Ops handles execution.

You'll put in place the essential definitions, platforms and rhythms that growing company needs to scale: clear metric definitions, a dependable forecast, a regular planning and QBR cadence, and GTM processes that hold up as the team grows. You'll also help us connect product usage to revenue, as our network and product-led motions develop.

In the role you will:

Strategy and leadership

• Own the RevOps strategy and roadmap, prioritising the work that has the most impact on revenue growth, retention and efficiency.
• Be a trusted senior partner to our COO, CEO and the Sales, Marketing and CS leads. Bring data and a clear point of view to commercial decisions.
• Lead, develop and grow the RevOps team, deciding when to build capacity, buy it, or automate it.

Planning, forecasting and compensation

• Run a regular forecasting cadence across new business and the customer base, so leadership can trust the number.
• Lead territory and capacity planning across the UK and US, including account segmentation and scoring.
• Own GTM compensation planning centrally: design commission plans, set the cadence, and keep them fair and simple as the team grows.
• Run annual planning and the QBR cadence, including the targets, insights and reporting behind them.

Process, systems and data

• Own and evolve our GTM processes end to end, from lead to opportunity, close, renewal and expansion, with clear rules of engagement between teams.
• Own Salesforce as the single source of truth. Set the standards for data quality, definitions and automation, and stay hands-on enough to audit and direct the build.
• Own the commercial tech stack, including Salesforce, Clay, Gong and our marketing tools, making sure it scales ahead of the business rather than behind it.
• Work with our Digital Operations lead on marketing operations, attribution and lead routing.

Insight and intelligence

• Build our business intelligence layer for internal and customer-facing reporting. Use Salesforce and AI tools in smart ways,  whilst we extend build out wider BI tooling and data engineering functions.  
• Link product usage and product feedback to revenue data, and help shape how product-led and freemium motions fit into our go-to-market.
• Define and own our core metrics, including pipeline, conversion, NRR and GRR, so everyone works from the same numbers.

AI and automation

• Own the deployment of AI across GTM workflows such as forecasting, account research, call insights and reporting, building on capability provided by our AI Operations team.
• Make sure our CRM data is structured, defined and clean enough for AI tools to use reliably. AI is only as good as the data underneath it.
• Think critically about where AI adds real value across GTM and where it doesn’t, and shape the team and roadmap around that.

You'll have:

• Significant experience leading RevOps, or a mix of Sales Ops, CS Ops, and Marketing Ops, in B2B SaaS. You've been the senior RevOps voice in the room.
• Experience at a start-up/scale-up that grew quickly into a much larger company, ideally through a major funding stage or IPO. You know which building blocks need to be in place before scale, not after.
• A track record of building and leading a RevOps team, and of managing senior stakeholders across Sales, Marketing, CS and Finance.
• Experience running a team and function, managing RevOps people with differing skills and experience.  Even better if you’ve taken an established RevOps function and matured it through growth.
• Hands-on Salesforce expertise. You understand complex objects and data models, automation via Flows and Apex, well enough to audit, design and direct the work, even if you're no longer the one building every feature.
• Experience running forecasting, territory planning, QBRs and commission planning in a growing GTM organisation.
• Close working experience with Marketing Ops, with a clear view of how marketing systems, attribution and lead routing fit into RevOps.
• Strong analytical judgement, and comfort building reporting without a large data team.
• Practical experience using AI in RevOps or GTM work, for example with LLMs, Clay or Gong. You can show what you automated, what changed as a result, and where it didn't work. You're comfortable working alongside a dedicated AI or data team without duplicating effort.

Desirable: experience with product-led or freemium motions, linking product usage data to revenue, or working in cyber security or network-based businesses.

The perks:

• 💰Competitive base salary
• 📈Generous EMI equity package
• 👌Private pension
• ✈️28 days annual leave + bank holidays
• 🏖Additional 30 days of unpaid leave per year to use as you wish
• 🎆Ad-hoc companywide time off over the festive period
• 🏥Private healthcare with AXA Insurance - including enhanced mental wellbeing coverage
• 🏠Hybrid working policy, typically 2-3 days in the office
• 👶Enhanced family (parental) leave - gender-neutral policy, 12 weeks paid leave
• 👪5 days Caretaker’s leave
• 😷Enhanced occupational sick pay
• 💻£500 WFH budget
• 📚All the learning resources and books you want to aid in your personal development
• 🎉 Regular socials to unwind and have some fun