Head of Revenue Operations

Job Description:

• Design the revenue engine architecture and end-to-end 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 coverage, quota setting, capacity and productivity models, and forecast processes
• Design incentive plans while partnering with Finance on administration and payouts
• Build and define the deal desk function for enterprise and AI deals
• Support deal structure, pricing, quoting, and legal, finance and security reviews
• Build field enablement covering onboarding, ramp, sales methodology, and product and AI fluency
• Hire the field enablement leader
• Own go-to-market engineering, revenue-organization automation and internal AI applications
• Analyze revenue performance, diagnose changes, and provide actionable recommendations
• Partner with Sales & CS, Data & Analytics, AI, Marketing, Finance, Product and Engineering teams
• Establish coverage, segmentation and routing across brands
• Improve forecast accuracy and deal desk effectiveness
• Automate revenue work and reduce manual effort for sellers

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 proficiency with data and data models
• Ability to work effectively with data engineering teams
• Experience deploying AI operationally inside a go-to-market organization
• Experience building functions and hiring strong teams
• Comfortable working in a globally distributed, multi-brand business
• No educational credential explicitly required

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