Head of Revenue Operations
Role Overview
The Head of Revenue Operations is the primary architect of the global commercial engine. As the organization targets a milestone of $xxxM in Gross Spend, this leader will transition the Go-to-Market (GTM) function from high-growth regional execution to a unified, enterprise-grade global system. This role sits at the critical intersection of Sales, Client Success, Product and Marketing, ensuring that every stage of the customer journey—from initial prospecting to long-term expansion—is optimized for speed, retention, and predictability.
Key Responsibilities
Revenue Architecture & Forecasting Precision
Global Systems Design: Build and manage a global commercial operating system capable of supporting $xxxM+ in Gross Spend with predictable pacing across all regions.
Forecasting Accuracy: Own the global "Source of Truth" for all revenue data, maintaining a strict
Revenue Intelligence: Define and track core growth KPIs, including Net New Acquisition, Tier 1 Concentration, and Product Penetration across key segments like CTV.
Stability Monitoring: Ensure Daily Revenue Run-rate (DRR) stability remains above the $xxx baseline for all active accounts, implementing early-warning systems to identify churn risk.
GTM Enablement & Marketing ROI
Strategic Marketing Partnership: Partner with the CMO to operationalize a regional marketing strategy that drives a xx ROI on monthly GTM investment.
Demand Generation Alignment: Align marketing spend to priority segments to ensure high-quality lead flow and increased pipeline velocity.
Advocacy Flywheel: Build the system to track and leverage customer references and case studies to accelerate Tier 1 deal cycles and drive market influence.
Retention Framework: Operationalize the Revenue Retention Framework to stabilize churn and drive significant Share-of-Wallet (SOW) growth per quarter.
Tech Stack & Process Optimization
Stack Optimization: Audit and optimize the GTM tech stack (CRM, Jira, BI tools) to ensure high ROI and a xx% reduction in manual reporting and administrative overhead.
Lifecycle Documentation: Document 100% of end-to-end customer lifecycles, eliminating friction in the transition from implementation to long-term account management.
Launch Excellence: Standardize the campaign deployment protocol to achieve ≥xx% "First-Time-Right" accuracy and reduce internal cycle times to ≤x business days.
Tiered Planning: Standardize a tiered account planning strategy to drive xx% SOW growth per quarter through automated tracking of Account Plans and QBRs.
Selling Points
Full Ownership: You have the complete authority to design and implement the global revenue infrastructure from the ground up.
Strategic Influence: Direct partnership with the CRO and CEO to shape the company’s long-term commercial roadmap and global vision.
Scale & Impact: RZR Global is a profitable, scaled business; you are building the foundation for a $xxxM+ future and a top-5 global position.
Business Justification
Infrastructure for Growth: To double the business and scale globally, a centralized lead is required to build repeatable systems that transcend individual contributor efforts.
Predictability & Risk Mitigation: Inconsistent forecasting creates risk for board-level commitments; this role stabilizes global projections to protect the revenue base.
Operational Efficiency: Currently, regional leaders spend excessive time on tactical operations. This role offloads the "operational how" so they can focus on "market what."
Revenue Retention: With high spend targets, identifying and mitigating churn risk through automated early-warning systems is critical to protecting the revenue base.
Leadership & Scale: 10+ years of senior leadership in Revenue Operations or GTM Strategy, with a proven track record of scaling a global commercial engine from $xxM to $xxxM.
Domain Expertise: Expert in Performance Marketing, Attribution models, and the mobile ecosystem (iOS/Android).
Technical Mastery: Deep expertise in CRM architecture (HubSpot/Salesforce), Jira, and BI platforms such as Tableau or Looker.
Architect Mindset: A builder who views revenue as a system to be engineered, not just a set of tools to be maintained.
Global Perspective: Experience managing global P&Ls and working across diverse regional markets (Americas, EMEA, APAC).