Revenue Operations

• The Head of Revenue Operations for B2B is responsible for the operational integrity and strategic rigor of our sales engine.
• Reporting to the VP of Global Strategy and Operations, you will create the processes, and data-led insights that facilitate revenue growth from the B2B Commercial team.
• Material Improvement in Pipeline Management: Move beyond "reporting the numbers" to active pipeline management. Implement the mechanisms required to improve lead-to-close velocity and overall funnel health.
• Forecast Accuracy & Risk Visibility: Establish a disciplined forecasting pace. Provide leadership with early-warning visibility into revenue risks and upside opportunities through rigorous data validation.
• Sales Process Governance: Establish standardized sales stages and entry/exit criteria. Ensure the global sales team follows a consistent methodology to maintain data integrity and process repeatability.
• Planning: Partner with Sales Leadership and Finance to manage strategic annual planning, including setting sales quotas, designing sales compensation plans, and defining territory and capacity planning.
• B2B Lead for Global RevOps: Act as the primary B2B representative on the global revenue operations team. Ensure all B2B activity and reporting align with broader Commercial and Financial frameworks.
• Alignment: Manage the technical and process connections between Sales, Marketing (Lead Gen/Attribution), and Service (Post-Sales Handoffs/Retention).
• Unified Reporting: Partner with other teams to guarantee a single, accurate view of B2B performance, bridging the gap between raw CRM activity and financial outcomes.
• Roadmap Management: Oversee the B2B sales technology roadmap. Ensure tools are selected and configured to support sales efficiency and outcomes rather than adding administrative burden.
• Systems Onboarding: Define and oversee the new hire onboarding and training curriculum development.
• Change Management: Lead the implementation of new tools and process changes, ensuring high adoption through clear documentation and training.
• Vendor Management: Serve as the primary owner for all B2B sales system vendor relationships (e.g., Salesforce), ensuring value and contract compliance.
• Process Optimization: Identify and remove friction points in the sales cycle that inhibit client lifecycle management, specifically focusing on the handoffs between Marketing to Sales and Sales to Service.
• Leadership: Serve on the Operations Leadership team, and manage the B2B CRM Administrator

Head of Revenue Operations

• Review customer contracts and order forms to determine appropriate revenue recognition treatment under ASC 606
• Drive the monthly and quarterly revenue close, including journal entries, allocations, deferrals, reconciliations, and flux analysis for revenue, deferred revenue, and accounts receivable
• Collaborate with Finance Operations and Billing teams to resolve discrepancies and ensure timely, accurate invoicing and reporting
• Assist with process improvements, automation efforts, and system enhancements to scale revenue accounting operations
• Oversee accurate commission calculations and related reporting
• Support external financial audits by preparing PBC schedules and responding to auditor inquiries
• Lead and contribute to transformation initiatives focused on improving processes and implementing new systems

Revenue Manager

• Build & Scale Enablement Programs: Design and implement structured onboarding, training, and development programs that demonstrably reduce ramp time and increase new hire productivity, with clear measurement of ROI beyond the revenue organization into the broader organization
• Collaboration & Partnership: Drive strategic alignment and cross-functional solutioning by partnering with marketing, supply chain, and sales leadership to elevate customer-facing roles through positioning, product knowledge, and fulfillment expertise.
• Global Solutioning: Create a unified approach to enablement that addresses regional and segment-specific needs while maintaining global consistency and scalability.
• Process & Tools Optimization: Serve as thought leaders by bringing new and innovative sales processes, methodologies, and tools (e.g., Salesforce, Seismic, Gong, etc.) to increase productivity and win rates, and leveraging existing resources in new ways.
• Performance Insights: Define and track key productivity metrics (e.g., ramp time, quota attainment, close rates, deal size, win rates) and implement data-driven improvements to consistently exceed targets.
• Leadership & Collaboration: Lead a global enablement team; coach and develop direct reports while fostering a culture of continuous learning.
• Partner directly with sales leaders to develop and implement coaching frameworks that drive measurable improvements in rep performance and accelerate the path to quota attainment.
• Process and Tools: Identify and eliminate productivity barriers through the optimization of sales processes, playbooks, and tools that increase selling time and improve conversion at each pipeline stage.
• Aligning Messaging Across Teams: Ensuring that sales teams are armed with consistent and effective messaging that aligns with product marketing.
• Other duties/responsibilities as necessary.

See all jobs on JobTailor

Head of Revenue Operations

Revenue Manager

Director of Revenue Enablement