Head of Revenue Operations

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

📋 Description

• Create the architecture for the revenue engine and design the complete customer journey for both self-service and sales-assisted approaches.

• Set definitions for segmentation, coverage, routing, lifecycle stages, and cross-functional transitions.

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

• Develop territory coverage strategies, quota allocation, capacity and productivity models, along with forecasting processes.

• Collaborate with Finance to design incentive plans, focusing on administration and payout processes.

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

• Assist with deal structuring, pricing, quoting, as well as legal, finance, and security evaluations.

• Create field enablement programs that encompass onboarding, ramping, sales strategies, and product and AI proficiency.

• Recruit the leader for field enablement.

• Take ownership of go-to-market engineering, revenue organization automation, and internal AI applications.

• Analyze revenue performance, identify shifts, and offer actionable insights.

• Collaborate with Sales & CS, Data & Analytics, AI, Marketing, Finance, Product, and Engineering teams.

• Define coverage, segmentation, and routing across the different brands.

• Enhance forecast accuracy and improve the effectiveness of the deal desk.

• Automate revenue-related tasks to minimize manual workload for sellers.

⛳️ Requirements

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

• At least 5 years in a leadership role within a B2B SaaS organization generating approximately $30M to $150M in ARR.

• Proven experience in operating a business utilizing both product-led and sales-assisted strategies.

• Strong proficiency in Salesforce.

• Expertise in forecasting, quote-to-cash processes, marketing automation, business intelligence, and billing.

• Technical skills in data and data modeling.

• Capability to collaborate effectively with data engineering teams.

• Experience in operationalizing AI within a go-to-market framework.

• Background in building functions and recruiting talented teams.

• Comfortable working in a multi-brand, globally distributed environment.

• No specific educational qualifications required.

🏝️ Benefits

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

• Competitive medical, retirement, and PTO benefits.

• Fully remote work environment.

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

• Specialized programs aimed at promoting wellness.