Head of Revenue Operations

This is a fully remote position, open to applicants in Massachusetts.

📋 Description

• Create a comprehensive revenue engine and customer journey encompassing both self-service and sales-assisted strategies.

• Establish segmentation, coverage, routing, lifecycle stages, and cross-functional transitions.

• Oversee sales, customer success, and partner operations across all Tiugo brands.

• Develop territory and coverage strategies, quotas, capacity, and productivity frameworks.

• Manage the forecasting process and ensure adherence to its principles.

• Design incentive plans while Finance oversees their administration and payments.

• Construct and define the deal desk function for enterprise and AI transactions.

• Influence deal structure and pricing strategies, coordinating with legal, finance, and security reviews.

• Develop field enablement initiatives covering onboarding, ramp-up, sales methodologies, and product and AI proficiency.

• Recruit the leader for field enablement.

• Manage revenue-organization automation and internal AI applications in collaboration with the central AI team.

• Analyze business performance, identify changes, and offer actionable insights.

• Collaborate with data and analytics teams on metrics, pipelines, dashboards, and data integrity.

• Enhance forecast accuracy, pipeline coverage, conversion rates, sales cycles, representative productivity, and revenue workflow automation.

⛳️ Requirements

• Over 10 years of experience in revenue or go-to-market operations.

• More than 5 years of experience leading the function at a B2B SaaS company with an ARR between approximately $30M and $150M.

• Proven experience managing a business that employs both product-led and sales-assisted approaches.

• Extensive proficiency in Salesforce.

• Strong command of forecasting, quote-to-cash processes, marketing automation, business intelligence, and billing systems.

• Technical expertise in data and data modeling.

• Ability to collaborate effectively with a data engineering team.

• Experience with the operational deployment of AI within a go-to-market organization.

• Background in building functions and assembling teams.

• Comfortable navigating a globally distributed, multi-brand organization.

• Capacity to work alongside central AI, data and analytics, marketing, finance, product, and engineering teams.

🏝️ Benefits

• Additional paid leave and dedicated funds for personal development (up to 5 days and $1500 annually based on tenure).

• Competitive medical, retirement, and paid time off benefits.

• Fully remote work environment.

• Access to a mental health and wellbeing platform offering 24/7 dedicated psychological support.

• Targeted programs designed to promote wellness.