Description
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 organisation 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.
Your 12-month journey:
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 thow 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 organisation 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 HubSpot in collaboration with DataOps. You own the GTM data requirements and workflow design; the DataOps team handles architecture, integrations, and technical maintenance.
We're looking for someone who leads with business judgment and analytical depth, not someone whose primary identity is CRM administration or data engineering. The best candidate for this role thinks in revenue drivers, not in workflow automations.