Director of Revenue Operations

About the Role

This is a high impact, full funnel Revenue Operations leadership role, owning everything from marketing generated pipeline through to renewals and expansion.

Reporting directly to the CEO and working closely with the CSO, CCO and Finance, you will build and run a unified global RevOps and Enablement function that:

• Brings clarity, accuracy and predictability to bookings, ARR and NRR
• Establishes a single source of truth across Salesforce and our GTM systems
• Drives commercial insight, operational efficiency and frontline performance
• Elevates Onclusive’s revenue engine to be disciplined, scalable and data driven

You will be both strategic and deeply hands on – the type of leader who can present at board level but also build dashboards, fix processes, design enablement and implement systems. This is a role for someone who has owned the function before and wants the autonomy and influence to transform a GTM organisation.

Your Responsibilities (Across the Five RevOps Pillars)

1. Strategy & Planning

• Lead annual and quarterly revenue planning, including bookings, retention and NRR models.
• Build top down and bottom up capacity and productivity plans.
• Own global GTM planning across quota setting, headcount, segmentation, ICP definition, territories and coverage models.
• Partner with CSO, CCO and Finance on growth strategy, market prioritisation and commercial design.

2. Process, Enablement & Commercial Excellence

• Build the global Sales Enablement function across new business and post sales.
• Deliver onboarding, methodology, deal coaching, playbooks and pipeline discipline programs.
• Diagnose performance gaps (win rate, velocity, conversion, renewal risk) and turn insights into targeted enablement initiatives.
• Define and evolve the full funnel GTM processes: lead → opportunity → close → onboarding → renewal → expansion.
• Ensure consistent stage definitions, qualification criteria, forecasting rigor and deal inspection frameworks.

3. Data, Metrics & Insight

• Create a trusted single source of truth for all revenue metrics: pipeline, forecast, bookings, ARR, churn, GRR, NRR and expansion.
• Produce board ready performance reporting with clear commercial narratives.
• Build predictive analytics for forecasting, retention, product adoption and account health.
• Deliver actionable insights that directly influence AE, BDR, CSM and Renewals performance.

4. Systems, Tools & Automation

• Own and optimise Salesforce globally, supporting both new business and post sales workflows.
• Lead our CRM consolidation project and future architecture.
• Govern and optimise the GTM tech stack:
• Sales engagement, conversation intelligence, forecasting, CS platforms, BI, CPQ etc.
• Drive automation and AI adoption to reduce admin time and increase seller productivity.
• Implement scalable data governance and hygiene standards.

5. Governance, Alignment & Execution

• Run the global commercial operating rhythm: forecast calls, pipeline reviews, QBRs, and board reporting.
• Ensure alignment between Sales, BDR, CS, Renewals, Product, Marketing, Finance and BI.
• Partner with Finance on incentive planning, productivity models and compensation design.
• Build, lead and develop a high performing RevOps & Enablement team.

What Success Looks Like:

• A predictable, accurate forecasting model trusted by the CEO and board.
• A unified global GTM operating rhythm with consistent process adoption.
• Improved win rates, larger deal sizes and shorter sales cycles.
• Measurable uplift in GRR, NRR and product adoption across the customer lifecycle.
• Clean, reliable data across Salesforce and the revenue tech stack.
• A commercial organisation that is more productive, better enabled and consistently outperforming targets.

Who You Are:

• A proven RevOps leader with 10+ years in Revenue Operations, Commercial Operations or Sales Ops within B2B SaaS.
• Have owned the full RevOps function before, including Sales Ops, CS Ops, Analytics and Enablement.
• Deep full funnel expertise: pipeline, forecasting, sales methodology, renewals, churn, GRR, NRR and expansion.
• Exceptional analytical and commercial acumen – you understand the levers behind bookings, ARR and NRR performance.
• Hands on Salesforce leader, able to design processes and reporting as well as guide CRM admins.
• Skilled in the modern GTM tech stack (Salesforce, forecasting tools, sales engagement tools, CI tools, CS platforms, BI/analytics).
• Comfortable operating in PE backed or rapidly scaling SaaS environments.
• A strong communicator who can simplify complexity and influence senior stakeholders.
• A builder: you can roll up your sleeves, execute, iterate and scale.

What We Offer

• Competitive salary and benefits
• Hybrid working environment with global exposure
• High visibility role with CEO, CSO, ELT and board
• Opportunity to build a world class RevOps & Enablement function from the ground up
• A culture that values performance, wellbeing and inclusion