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, encompassing structure, governance, rhythm, and decision-making authority across Sales, Marketing, and Success.

• Develop, expand, and oversee a cohesive Revenue Operations organization.

• Formulate the go-to-market (GTM) strategy for both B2B and B2B2C approaches, including segmentation, coverage, and resource distribution.

• Direct the annual GTM planning process, including segmentation, coverage, capacity modeling, and setting growth targets in collaboration with Finance.

• Collaborate on territory and quota design.

• Manage forecasting and pipeline discipline, which includes methodology, frequency, accuracy standards, and scenario analysis.

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

• Oversee commercial analytics, Board-level reporting, tools for front-line managers, predictive and prescriptive insights, scenario modeling, win/loss analysis, and learner and partner health metrics.

• Implement enterprise data governance, define KPIs, ensure data quality, establish a single source of truth, and manage asset ownership.

• Define and monitor seller and enrollment productivity metrics.

• Support the enablement strategy and develop onboarding and continuous development initiatives.

• Standardize opportunity management, deal and enrollment qualification, pipeline reviews, and sales methodologies.

• Manage the GTM 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 closely with Sales, Marketing, Learner Success, program delivery, Finance, IT, and HR.

⛳️ Requirements

• Over 10 years of progressive leadership experience in Revenue Operations, Commercial/Sales Operations, or GTM strategy.

• Proven experience leading the function within a multi-segment organization.

• Background in private-equity-backed transformations, turnarounds, or post-acquisition settings is preferred.

• Demonstrated success in building or transforming a RevOps function within a complex organization.

• Extensive experience across the entire revenue lifecycle, including GTM planning, forecasting, pipeline management, deal execution, productivity, retention/renewal, and analytics.

• In-depth knowledge of Salesforce and familiarity with marketing automation, sales engagement, conversation intelligence, enablement, and business intelligence tools.

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

• Strong analytical capabilities and experience in sales forecasting.

• Ability to define, communicate, and measure key GTM metrics across Sales, Marketing, and Customer/Learner Success.

• Proficient in Excel is essential.

• Experience with Tableau or similar business intelligence tools is advantageous.

• Preferred experience in both B2B and B2B2C revenue models.

• Background in education, services, subscription businesses, or private-equity portfolios is a plus.

• Demonstrated executive presence and influence skills to lead collaboratively across Sales, Marketing, Success, Finance, HR, and Technology teams.

• Ability to prepare clear and concise performance narratives and presentations for executive leadership, private equity sponsors, and the Board.

• Highly proactive and self-motivated.

• Capable of managing multiple simultaneous projects and stakeholders with effective planning and resource management.

• Bachelor’s degree is required; an MBA or other advanced degree is welcomed.

• Must reside and work within the United States.

• Willingness and ability to travel as necessary.

• Completion of applicable pre-employment screening requirements is mandatory.

• Must complete federal employment eligibility verification via Form I-9.

🏝️ Benefits

• Medical insurance.

• Dental insurance.

• Vision insurance.

• Flexible spending account.

• Generous paid time off.

• Sponsored volunteer opportunities.

• 401K plan with company matching.

• Complimentary access to all online programs.