Head of Revenue Operations

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

📋 Description

• Act as the strategic advisor and chief of staff to the Chief Commercial Officer, focusing on commercial performance.

• Design the commercial operating model, which encompasses structure, governance, cadence, and decision-making rights.

• Build, scale, and lead a cohesive Revenue Operations team.

• Develop and implement go-to-market strategies for both B2B and B2B2C initiatives.

• Oversee the operational framework related to demand generation, enrollment, retention, and expansion.

• Direct the annual go-to-market planning process, which includes segmentation, coverage, capacity modeling, and setting growth targets.

• Collaborate with Sales on territory and quota design.

• Manage forecasting and pipeline discipline.

• Establish governance forums, such as business reviews, deal reviews, pipeline councils, and forecast discussions.

• Take ownership of commercial analytics, ranging from Board-level reporting to tools for front-line managers.

• Implement enterprise data governance, define KPIs, ensure data quality, and maintain a single source of truth.

• Define and monitor productivity metrics for sellers and enrollment.

• Support the enablement strategy by developing onboarding and continuous development programs.

• Standardize processes for opportunity management, deal and enrollment qualification, pipeline review, and sales methodology.

• Oversee the go-to-market technology and data roadmap, including CRM, marketing automation, sales engagement, conversation intelligence, enablement, and data infrastructure.

• Collaborate on the design and administration of incentive programs.

• Work with teams from Sales, Marketing, Learner Success, program delivery, Finance, IT, and HR.

⛳️ Requirements

• A minimum of 10 years in progressive leadership roles within Revenue Operations, Commercial/Sales Operations, or go-to-market strategy.

• Proven experience leading functions in a multi-segment business environment.

• A history of building or transforming a RevOps function, including its charter, team dynamics, operating model, technology integration, and data management.

• Extensive experience across the entire revenue lifecycle, covering go-to-market planning, forecasting, pipeline management, deal execution, productivity, retention/renewal, and analytics.

• Comprehensive expertise in Salesforce.

• Familiarity with marketing automation, sales engagement, conversation intelligence, enablement tools, and business intelligence solutions.

• Demonstrated ability to leverage technology and automation to enhance productivity.

• Strong analytical capabilities and experience with sales forecasting.

• Proficiency in defining, articulating, and measuring essential go-to-market metrics across Sales, Marketing, and Customer/Learner Success.

• Advanced Excel skills are required.

• Possess executive presence and influence to effectively lead through peers.

• Capable of preparing clear and concise performance narratives and materials for executive leadership, private equity sponsors, and Board members.

• Highly proactive and self-motivated.

• Ability to manage multiple simultaneous deliverables and engage with various stakeholders.

• A Bachelor’s degree is required.

• Must reside and work within the United States.

• Willingness and ability to travel as necessary.

• Successful completion of applicable pre-employment screening requirements.

• Completion of employment eligibility verification through Form I-9.

🏝️ Benefits

• Medical insurance.

• Dental insurance.

• Vision insurance.

• Flexible spending account.

• Generous paid time off.

• Sponsored volunteer opportunities.

• 401(k) with a company match.

• Free access to all online programs.

• Remote work arrangement.

• Occasional travel opportunities for team meetings, company events, conferences, and summits.