Revenue Operations Manager

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

📋 Description

• Take charge of the annual planning cycle from start to finish, which encompasses capacity, territories, quotas, and compensation, ensuring alignment with the broader commercial strategy across Marketing and Customer Success.

• Spearhead the design, implementation, and oversight of AI workflows and agents within the commercial team and RevOps operations.

• Conduct a continuous assessment cycle for evaluating, piloting, scaling, and retiring tools, demonstrating the business impact of each initiative.

• Lead the change management program that implements new processes, tools, and AI workflows throughout the commercial team, including communication, training, adoption metrics, and reinforcement strategies.

• Manage the commercial data model, governance, and quality standards that ensure our reporting is reliable and our AI agents are effective. Additionally, oversee the broader commercial tech stack, including Salesforce and associated tools, covering aspects such as selection, negotiation, implementation, and supplier management.

• Define, execute, and lead the operational rhythms that hold the commercial team accountable, including pipeline reviews, forecasting, win/loss analyses, and quarterly business reviews (QBRs).

• Monitor adherence to processes, identify non-compliance and bottlenecks for leadership, and uphold standards even under pressure.

• Establish and track the commercial KPIs that are significant to leadership and the board, such as pipeline efficiency, customer acquisition cost (CAC) payback, net revenue retention (NRR), gross retention, and forecast accuracy, driving measurable progress against benchmarks.

• Manage pricing frameworks, deal desk, and discount governance, ensuring consistent application across deals while safeguarding commercial margins.

• Create and sustain the Sales Playbook, while also supporting the planning and execution of company kick-off and enablement events.

• Provide the monthly, quarterly, and board-level reporting cadence, crafting data narratives that equip leadership with credible and defensible stories for board presentations.

⛳️ Requirements

• Proven experience in leading commercial transformation within an enterprise software scale-up, including ownership of at least one complete annual planning cycle.

• A solid history of designing, implementing, and evaluating AI workflows within a commercial context, applicable to both the commercial team and RevOps, involving data preparation, governance, and adoption facilitation.

• Demonstrated experience in managing change across a commercial team, with the capacity to convey complex process and technology changes into clear, actionable communication for diverse audiences.

• Strong foundation in contemporary commercial KPIs and benchmarking metrics, such as pipeline efficiency, CAC payback, NRR, gross retention, magic number, and forecast accuracy.

• Excellent presentation and data storytelling abilities, with a knack for crafting the narratives that leadership needs for quarterly board meetings, backed by credible data.

• A solid understanding of sales compensation design and practices.

• The confidence and dedication to hold the commercial team accountable for process discipline, comfortable in challenging senior colleagues and addressing tough issues assertively when standards falter.

• Exceptional interpersonal skills, capable of building credible relationships across all levels and functions, including the executive team.

• A proven talent for prioritizing effectively, delegating administrative tasks, and managing agencies, ensuring the role remains focused on strategic impact rather than getting sidetracked by operational issues.

• Ability to handle multiple demands and adapt to changing priorities, uncertainty, and rapid transformations.

• Proficient in at least one sales methodology, such as MEDDIC, Sandler, or Miller Heiman, along with familiarity with signal-based and account-based marketing (ABM) strategies.

• In-depth knowledge of Salesforce (certification preferred), with hands-on experience using a broader AI-native commercial stack (e.g., Clari, Gong, Outreach, Clay, or similar tools).

• Strong analytical capabilities, with confidence in SQL, BI tools (like Tableau, Looker, or equivalent), and financial and revenue modeling. Advanced Excel skills are assumed.

🏝️ Benefits

• Competitive base salary per year, depending on experience.

• Fully remote working arrangement.

• 25 days of annual leave plus your birthday off, increasing to 30 days after five years of service.

• Full shutdown during Christmas.

• 35-hour workweek.

• Flexible working hours.

• Life assurance coverage.

• Participation in the Company Share Scheme.

• Private family healthcare.

• Employee Assistance Programme.

• Contributions to your pension plan by the company.

• Enhanced maternity and paternity pay.

• Access to the latest technology, including a high-end MacBook Pro.

• Office spaces equipped with well-stocked pantries offering food, snacks, and beverages when working onsite.