Head of Revenue Operations and Sales Development

Job Description

As the Head of Revenue Operations and Sales Development, you will play a pivotal role in constructing and expanding our Go-to-Market (GTM) machinery. Reporting directly to the Head of Revenue, you will be leading Sales Strategy, Sales Operations and Sales Development functions.  Activities related to this role will for example, include:

GTM Strategy and Execution:

• Develop and execute a comprehensive GTM strategy to drive revenue growth.
• Contribute to the formulation and execution of strategic sales plans.

Sales Process Development:

• Create and oversee end-to-end sales processes to enhance efficiency and effectiveness of the Revenue organization. 
• Identify areas for improvement and implement solutions to streamline the sales cycle.

Forecasting and Planning:

• Lead the development of sales forecasts, ensuring accuracy and alignment with organizational goals.
• Collaborate with sales leadership to establish sales targets and quotas.

Data Analysis and Reporting:

• Utilize data analytics to provide actionable insights into sales performance.
• Develop and present regular reports on key sales metrics, trends, and opportunities.

Sales Technology Management:

• Oversee the selection, implementation, and optimization of sales technologies and sales enablement tools.
• Ensure the sales team is effectively utilizing available technologies to drive productivity and results.

Cross-Functional Collaboration:

• Foster collaboration between sales, marketing, finance, and other relevant departments to ensure alignment with overall business objectives.
• Work closely with marketing to ensure lead generation strategies align with sales objectives.

Performance Metrics and KPIs:

• Define and monitor key performance indicators (KPIs) to assess and improve sales team performance.
• Establish benchmarks and performance targets for the sales organization.

Sales Development:

• Grow, lead, and mentor the Sales Development Representative (SDR) team to achieve and exceed individual and team quotas.
• Develop and implement effective outbound prospecting strategies to generate qualified leads and opportunities.

Ideal Candidate Qualifications:

• 10 years of experience and a proven track record in go-to-market strategy and operations roles across the revenue funnel in SaaS environments.
• Demonstrated leadership in building diverse, cross-functional, and high-performing teams while delivering results.
• Strong executive presence and the ability to influence and work cross-functionally.
• Significant experience with the GTM tools ecosystem.
• Established history of successfully managing multiple complex projects simultaneously in a fast-moving environment.
• Strong quantitative skills and high data fluency, capable of developing and communicating penetrating insights that inform how we organize and scale our revenue teams.