Head of Revenue Operations

Responsibilities

• As our Head of RevOps, you will own the business intelligence and operational rhythm of Tellent’s Go-to-Market engine
• This is first and foremost a business role: you are the person who understands what’s driving our revenue, what’s slowing it down, and what the commercial organization needs to do differently
• You will design and run the operating cadence that keeps Sales, Marketing, Customer Success, and Finance aligned
• You will produce the analysis and business cases that drive executive decisions
• And you will hold stakeholders accountable to the commitments they make in pipeline reviews, QBRs, and forecast cycles
• You don’t need to be a systems architect — we have a strong DataOps team that handles technical implementation, integrations, and platform builds
• But you do need to be analytically sharp, comfortable pulling your own data when needed, and able to translate numbers into insight and action
• You will report to Ops leadership and work as a direct partner to the CRO and Finance team
• First 3 months: Immerse yourself in the business. Understand the ARR snowball, our funnel mechanics, key commercial levers, and the stakeholder landscape. Take ownership of the reporting cadence and QBR preparation. Build strong relationships with the CRO, Finance leadership, and GTM team leads. Assess what’s working and what needs to change in how we run commercially
• First 6 months: Own the full operating rhythm — weekly pipeline reviews, monthly business reviews, quarterly planning cycles — with clear expectations and accountability. Deliver improved pipeline health tracking and ARR analysis. Present your first strategic recommendations: where we should adjust territory coverage, commission design, or forecast assumptions
• First 12 months: Leadership relies on your work to make headcount, territory, and investment decisions. You’ve built the business cases that shaped this year’s commercial strategy. The commercial team sees you as the person who brings clarity and structure to how we operate
• Business insight & analytical ownership: This is your primary mandate. Own the analytical layer that helps leadership understand the business: ARR dynamics, cohort analysis, pipeline velocity, conversion patterns, churn drivers, unit economics. You don’t just deliver data; you interpret it, flag risks, identify opportunities, and push the organization to act
• Operating cadence & accountability: Design and run the commercial operating rhythm. Own QBRs, weekly pipeline reviews, forecast cycles, and performance tracking. You set the expectations, prepare the materials, and ensure follow-through. When a re-forecast is needed, you’re the one who flags it and drives the process
• Strategic business cases: Build and present the analysis that supports key commercial decisions: new commission schemes, territory redesigns, pricing adjustments, capacity planning. You translate business questions into structured recommendations that C-levels can act on
• GTM process design: Own the end-to-end revenue process logic from lead management and attribution to expansion and churn. You define the business rules and workflows; DataOps handles the technical build and system integrations
• Stakeholder partnership: Act as the operational partner to the CRO and CFO. You’re comfortable presenting to C-levels, challenging assumptions, and holding commercial leaders accountable. You manage across functions through credibility, data, and structured process
• CRM & data quality oversight: Ensure data hygiene and governance standards across Hub

  Spot in collaboration with Data

  Ops. You own the GTM data requirements and workflow design; the Data

  Ops team handles architecture, integrations, and technical maintenance

Benefits

• Hybrid work: You decide if and when you want to come to one of our offices.
• Flexible hours: Our employees can choose which working hours are the best for them
• Training budget: Up to €1500 per year for your personal development. You will keep your skills sharp
• Well-being support: Direct, free, and easy access to professional mental health support (provided by OpenUp)
• Equipment: We offer everyone a MacBook, a screen and Apple accessories
• Fitness subscription: We offer everyone a sports card that is acceptable in many fitness facilities.
• Work from anywhere: Take your laptop and work from anywhere (for up to 4 weeks/year)

Qualifications

• Leads with business judgment and analytical depth, not primarily CRM administration or data engineering.
• Think in revenue drivers, not workflow automations.
• Significant experience in Revenue Operations, Sales Operations, or a similar business operations role within B2B SaaS.
• Proven track record of producing analytical work that drives executive decisions – business cases, scenario models, strategic recommendations – not just dashboards.
• English at C2 level.
• Fluency in Dutch or French is an advantage.
• Strong stakeholder management: present to C-levels, challenge assumptions, and hold commercial leaders accountable.
• Experience designing and owning operating cadences: QBRs, pipeline reviews, forecast cycles.
• Analytical autonomy: comfortable working with data, pulling analysis (SQL, BI tools) without depending on a data team.
• Deep understanding of recurring revenue models, ARR mechanics, funnel metrics, and commercial finance – commissions, capacity planning, unit economics.
• Experience with HubSpot, Planhat, Modjo, or Qobra.
• Familiarity with BI tools (Metabase or similar) and basic SQL.
• Exposure to data engineering concepts (dbt, data warehousing) – enough to collaborate with a DataOps team.
• Experience working across multiple geographies (NL, FR, DE).
• Awareness of how AI is evolving the ops operating model.