Revenue Operations

• Revenue Forecasting & Commercial Analytics — Own and maintain revenue forecasting models integrated with financial planning cycles, working closely with the Finance Director. Build and manage dashboards tracking ARR, NRR, pipeline coverage, win rates, and commercial KPIs across segments and geographies. Develop financial scenarios to support pricing decisions, headcount planning, and growth investments. Translate commercial data into executive-ready insights and actionable recommendations for GTM leadership.
• GTM Systems & Technology Ownership — Own and continuously optimise the RevOps tech stack (CRM, BI, CPQ, enrichment, and revenue intelligence tools), ensuring data integrity, system hygiene, and seamless integration across platforms. Proactively identify, evaluate, and deploy AI-powered tools to streamline lead routing, pipeline management, contract workflows, and reporting. Partner with Sales and Marketing and IT and Systems teams to automate processes and eliminate manual work across the commercial funnel.
• Sales Process Design & Operational Excellence — Design, document, and continuously improve end-to-end sales processes, from lead qualification through to contract signature and customer handover. Define and enforce deal desk workflows, including approval processes, commercial terms governance, and exception management. Work closely with Sales leadership to identify and remove operational friction slowing pipeline velocity.
• Commercial Finance Partnership — Serve as the primary bridge between the GTM team and Finance, ensuring commercial data flows accurately into financial models, planning cycles, and board reporting. Support quota setting, territory planning, and commission model design in close partnership with the Finance Director and Sales leadership. Build financial models to evaluate the ROI of commercial initiatives, GTM experiments, and market expansion scenarios.
• Go-to-Market Planning & Cross-functional Alignment — Lead annual and quarterly GTM planning, including territory design, segmentation, capacity planning, and resource allocation. Coordinate across Sales, Marketing, Partnerships, and Finance to ensure alignment on targets, timelines, and priorities. Own and evolve the commercial data model, from ICP definition and account segmentation to revenue attribution and performance benchmarking.

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Revenue Operations Manager