Job Description :

Role Overview :

We are seeking an accomplished Head of Sales Operations & Revenue Excellence to lead the strategic and operational engine that drives predictable revenue growth across the organization. This executive leadership role will oversee Revenue Operations (RevOps), Enterprise Sales Operations, Customer Success Operations, Deal Desk, Sales Compensation, Territory & Quota Planning, Sales Forecasting, Sales Strategy, and Sales Transformation initiatives.

The ideal candidate will combine strategic thinking, operational rigor, analytics expertise, and technology leadership to optimize the entire customer lifecyclefrom lead generation through customer retention and expansion.

Key Responsibilities:

Revenue Operations Leadership:

- Develop and execute the enterprise Revenue Operations strategy aligned with corporate growth objectives.

- Establish scalable operating models supporting Sales, Customer Success, Marketing, Finance, and Executive Leadership.

- Drive alignment across the end-to-end revenue lifecycle to improve revenue predictability and operational efficiency.

- Build governance frameworks, KPIs, and performance management processes.

Sales Operations Excellence:

- Lead global Sales Operations teams supporting enterprise and strategic sales organizations.

- Establish standardized sales processes, methodologies, and performance metrics.

- Optimize sales productivity through process improvements, automation, and technology enablement.

- Develop executive dashboards and performance reporting frameworks.

Revenue Growth Office:

- Partner with executive leadership to identify growth opportunities, market expansion strategies, and revenue acceleration initiatives.

- Analyze revenue drivers, pipeline health, customer acquisition trends, and retention performance.

- Support strategic business planning and long-range growth forecasting.

- Drive cross-functional initiatives to improve customer lifetime value and revenue realization.

Sales Strategy & Corporate Planning:

- Develop annual and multi-year sales strategies aligned with business objectives.

- Lead strategic planning, operating reviews, and business performance assessments.

- Evaluate market opportunities, competitive positioning, and organizational effectiveness.

- Provide data-driven recommendations to executive leadership.

Forecasting & Pipeline Management:

- Own weekly, monthly, quarterly, and annual revenue forecasting processes.

- Establish forecasting methodologies and pipeline governance standards.

- Drive forecast accuracy and revenue predictability across regions and business units.

- Partner with Sales Leadership to identify risks and opportunities within the sales funnel.

Territory & Quota Management:

- Design and execute territory planning strategies to maximize market coverage and revenue potential.

- Develop quota-setting methodologies aligned with business goals.

- Ensure equitable territory allocation and performance management frameworks.

- Conduct capacity planning and resource allocation analysis.

Sales Compensation & Incentive Programs:

- Design and administer sales compensation plans that align behaviors with strategic objectives.

- Evaluate incentive effectiveness and drive continuous optimization.

- Partner with Finance and HR to ensure governance, compliance, and operational efficiency.

- Analyze compensation ROI and sales performance outcomes.

Deal Desk & Commercial Operations:

- Lead deal governance, pricing strategy, discount management, and commercial approvals.

- Improve deal velocity while protecting profitability and compliance.

- Establish frameworks for complex enterprise negotiations and contract approvals.

- Partner with Legal, Finance, and Sales teams to streamline deal execution.

Customer Success Operations:

- Optimize customer onboarding, adoption, retention, and expansion processes.

- Establish customer health metrics and renewal forecasting capabilities.

- Drive operational excellence across customer success teams.

- Develop data-driven strategies to improve retention and expansion revenue.

Sales Transformation & Automation:

- Lead enterprise sales transformation initiatives focused on process modernization and operational scalability.

- Drive adoption of AI, automation, analytics, and digital technologies across revenue functions.

- Evaluate and implement next-generation Revenue Technology platforms.

- Champion continuous improvement and innovation programs.

Analytics & Business Intelligence:

- Build advanced reporting, predictive analytics, and executive dashboards.

- Deliver actionable insights to leadership through data-driven decision-making.

- Establish revenue intelligence capabilities leveraging AI and machine learning.

- Monitor key operational, financial, and customer success metrics.

Leadership Responsibilities:

- Build and lead high-performing teams across Sales Operations, RevOps, Customer Success Operations, and Commercial Operations.

- Develop organizational capabilities, succession plans, and talent strategies.

- Influence executive stakeholders and drive enterprise-wide alignment.

- Foster a culture of accountability, innovation, and operational excellence.

Qualifications:

Required Experience:

- 15+ years of experience in Sales Operations, Revenue Operations, Commercial Excellence, or Business Operations.

- 7+ years of leadership experience managing global teams.

- Proven success supporting enterprise sales organizations with multi-million-dollar revenue targets.

- Extensive experience in forecasting, territory planning, sales compensation, deal desk, and customer success operations.

- Strong background in revenue growth strategy and business transformation.

Preferred Experience:

- Experience leading Revenue Operations for SaaS, Technology, Consulting, IT Services, or Global Enterprise organizations.

- Exposure to AI-driven sales operations and intelligent revenue management platforms.

- Experience with Salesforce, Microsoft Dynamics, HubSpot, Clari, Gong, Power BI, Tableau, Anaplan, and Revenue Intelligence platforms.

- MBA or advanced business degree preferred.