Head of Revenue Operations – RevOps

This is a fully remote position, open to applicants in United States, +1 more country.

📋 Description

• Oversee the operational framework for the lead-to-closed-won revenue process.

• Define strategies for segmentation, coverage, territories, capacity, pipeline generation, and sales effectiveness.

• Develop and maintain the pipeline operating system.

• Implement a robust revenue forecasting process that encompasses pipeline creation, coverage, stage conversion, velocity, quality, and source performance.

• Proactively identify revenue shortfalls and coordinate with GTM leaders to address them.

• Design the operational model for usage-based commercial activities.

• Collaborate with Sales, Customer Success, Product, and Finance on usage-informed pipeline, forecasting, customer growth, and sales execution.

• Establish a regular operational rhythm among Sales, Marketing, and Customer Success.

• Conduct pipeline reviews, forecast assessments, business evaluations, and performance management sessions.

• Ensure a seamless transition from closed-won to the customer lifecycle.

• Oversee the architecture and development of GTM systems, which include CRM, sales engagement, forecasting, compensation, routing, enrichment, and reporting.

• Create a single source of truth for GTM performance, metrics, data standards, and reporting.

• Build and lead the GTM Operations team encompassing Sales Operations, Customer Success Operations, and Systems.

• Collaborate with Sales, Marketing, Customer Success, Finance, Product, and Data to convert strategy into a functional GTM operating model.

• Work closely with the VP of Finance while serving as a leader throughout the company.

⛳️ Requirements

• Experience leading RevOps, GTM Ops, or a similar role at a high-growth B2B software organization.

• Significant responsibility in Sales Operations, pipeline management, forecasting, and GTM systems.

• Proven track record of working directly with senior Sales and Marketing executives.

• Experience in constructing or significantly enhancing frameworks for revenue operational efficiency.

• Background in leading GTM systems or process transformations.

• Proven ability to build and develop a high-performing operations team across multiple GTM functions.

• At least 8 years of experience in Revenue Operations, GTM Operations, Sales Operations, or related roles within B2B software.

• Profound understanding of pipeline generation, coverage, conversion, velocity, win rates, sales capacity, quota, territories, ramp-up, productivity, CAC, and forecasting.

• Strong strategic operational capabilities.

• Outstanding analytical skills with the ability to work with incomplete data.

• Familiarity with CRM, sales engagement, forecasting, compensation, enrichment, routing, and reporting systems.

• Excellent communication and collaboration skills.

• Experience utilizing automation and AI to enhance GTM productivity, data integrity, or decision-making is a significant advantage.

• Exposure to the legal tech or legal industry is a beneficial addition.

• Experience with enterprise procurement and security-intensive sales cycles is a plus.

• Audit readiness or pre-IPO experience is a valuable asset.

• Knowledge of AI infrastructure cost management and usage-based billing is an added advantage.

• Must be legally eligible to work and reside in Canada or the US at the time of application.

• Spellbook does not offer relocation or visa sponsorship assistance.

🏝️ Benefits

• Flexible work environment emphasizing outcomes and autonomy.

• Company-sponsored group benefits for you and your family.

• $1,000 allocated for mental health support.

• Generous vacation policies.

• Holiday closure.

• Monthly paid meals.

• Annual wellness allowance.

• Parental leave top-ups.

• Competitive stock option grants.