Head of Revenue Operations – Sales Automation

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

📋 Description

• Take ownership of and enhance the commercial operating model, which includes sales stages, pipeline rules, forecast categories, MEDDPICC standards, and regular commercial review processes.

• Construct a reliable commercial data model integrating HubSpot, Bullhorn, Finance systems, and Power BI.

• Set standards for data quality, ownership, accuracy, completeness, and reconciliation.

• Provide commercial leaders with insights into pipeline health, forecasting, conversion rates, productivity, and commercial risks.

• Manage the roadmap for HubSpot, Bullhorn, Power BI, integrations, workflow automation, sales tooling, and approved AI solutions.

• Identify opportunities to automate repetitive tasks and minimize manual administration across sales and recruitment processes.

• Design AI-enhanced workflows while ensuring human oversight.

• Establish governance around automation and AI, including permissions, testing, monitoring, data access, and approval processes.

• Collaborate with Finance on commission inputs, reconciliation, audit trails, and exceptions.

• Partner with Marketing to define lead criteria, scoring, routing, hand-offs, and campaign-to-pipeline reporting.

• Integrate MEDDPICC into CRM workflows, qualification standards, deal reviews, forecasting, and manager coaching.

• Develop dashboards, playbooks, and practical tools for managers, sales personnel, and recruiters.

• Drive the adoption of new processes and technology through pilot programs, training, communication, feedback, and continuous improvement.

• Review the commercial technology portfolio to identify opportunities for simplifying tools, enhancing integrations, and demonstrating the value of technology investments.

• Manage external implementation partners with expertise in HubSpot, Bullhorn, Power BI, integration, data, or AI.

• Lead a small team dedicated to revenue intelligence, systems, automation, and enablement.

⛳️ Requirements

• Over 5 years of experience in leading Sales Operations, Revenue Operations, commercial systems, or go-to-market transformation within a B2B context.

• Extensive experience in designing, implementing, and promoting the adoption of CRM processes, preferably within HubSpot.

• Proficiency in working with CRM, ATS, reporting, and finance-related data workflows.

• In-depth understanding of pipeline management, forecasting, sales process design, data governance, and commercial reporting.

• Practical experience in implementing workflow automation, system integrations, or AI-driven process enhancements.

• Strong analytical skills and experience with Power BI or similar reporting platforms.

• Ability to transform commercial data into actionable insights for senior leadership and sales management.

• Excellent stakeholder management skills, especially when collaborating with senior Sales and Finance stakeholders.

• Proven capability to drive organizational and behavioral change beyond mere technology implementation.

• Ability to combine strategic thinking with hands-on execution in a dynamic and fast-paced environment.

• A commercial mindset focused on measurable improvements in forecasting, productivity, adoption, and revenue performance.

• Exceptional verbal and written communication skills in English.

🏝️ Benefits

• Join a collegial environment where responsibilities and authorities are shared equally among colleagues, contributing to our company culture.

• Experience a culture that emphasizes learning from mistakes rather than criticizing failure.

• Work in an Agile environment where your ideas are embraced.

• Opportunities for growth and involvement in diverse projects.

• Continuous Training & Mentoring offered.

• Potential for travel opportunities.