Head of Revenue Operations

Responsibilities

• Own and optimise the full revenue operations engine across Marketing and Sales to maximise funnel efficiency from lead to closed-won
• Ensure data quality and process integrity in the CRM/automation stack
• Build dashboards and reporting for leadership visibility
• Own the CPQ strategy and deal operations infrastructure
• Support Deal Desk and sales compensation processes
• Own marketing automation (HubSpot/Salesforce campaigns, lead scoring, nurture flows)
• Build and maintain attribution models
• Manage lead routing logic and SLAs between Marketing and Sales
• Design and optimise deal stages, pipeline definitions, forecasting
• Own Salesforce/HubSpot hygiene (duplicate management, data validation)
• Build workflow automations
• Create and maintain executive dashboards
• Build weekly/monthly reporting cadence
• Develop self-serve reporting capabilities
• Own the CPQ strategy and selection/implementation of quoting tools (Salesforce CPQ, Deal

  Hub, Panda

  Doc, or similar)
• Design pricing governance framework (approval matrices, discount policies, deal thresholds)
• Build and maintain quote templates and product/pricing configurations
• Ensure deal velocity through streamlined approval workflows
• Track contract velocity and identify bottlenecks
• Calculate and track sales compensation (commissions, accelerators, SPIFs)
• Partner with Finance on revenue recognition and booking accuracy
• Own the RevOps tech stack (CRM, marketing automation, CPQ, enrichment tools)
• Build and maintain integrations between systems
• Evaluate and implement new tools as needed

Qualifications

• 5-8+ years in Revenue Operations, Sales Ops, or Marketing Ops
• Strong experience with Salesforce and/or HubSpot (admin-level preferred)
• CPQ experience (Salesforce CPQ, Deal

  Hub, Panda

  Doc, or similar) — implementation or heavy configuration preferred
• Understanding of SaaS pricing models, subscription billing, and deal structures
• Comfortable with dashboards, process automation, and data analysis
• Experience in B2B SaaS (cybersecurity a plus)