Head of Revenue Operations

Job Description:

• Design the end-to-end revenue engine and customer journey across self-service and sales-assisted motions
• Define segmentation, coverage, routing, lifecycle stages and cross-functional handoffs
• Lead sales, customer success and partner operations across all Tiugo brands
• Design territory and coverage plans, quotas, capacity and productivity models
• Own the forecast process and its discipline
• Design incentive plans while Finance administers and pays them
• Build and define the deal desk function for enterprise and AI deals
• Shape deal structure and pricing approach and coordinate legal, finance and security reviews
• Build field enablement covering onboarding, ramp, sales methodology, and product and AI fluency
• Hire the field enablement leader
• Own revenue-organization automation and internal AI applications with the central AI team
• Interpret business performance, diagnose changes, and provide actionable recommendations
• Partner with data and analytics on metrics, pipelines, dashboards and data quality
• Improve forecast accuracy, pipeline coverage, conversion, sales cycle, rep productivity and revenue-work automation

Requirements:

• 10+ years in revenue or go-to-market operations
• 5+ years leading the function at a B2B SaaS company between roughly $30M and $150M ARR
• Experience operating a business with both product-led and sales-assisted motions
• Deep Salesforce fluency
• Command of forecasting, quote-to-cash, marketing automation, BI and billing
• Technical expertise with data and data models
• Ability to work with a data engineering team
• Experience deploying AI operationally inside a go-to-market organization
• Experience building functions and hiring teams
• Comfortable working in a globally distributed, multi-brand business
• Ability to work with central AI, data and analytics, marketing, finance, product and engineering teams

Benefits:

• Extra paid leave and dedicated funds to pursue personal development (up to 5 days and $1500 a year based on tenure)
• Competitive medical, retirement and PTO benefits
• Fully remote work environment
• Access to a mental health and wellbeing platform with 24/7 dedicated psychological support
• Targeted programs to promote wellness