Head of Revenue Operations and Monetisation

Job Summary

Head – Revenue Operations and Monetisation will own the full revenue engine across Sales Ops, Ops-Customer success & retention, Pre-Sales, Outbound sales, Revenue Collections, F&B and Ancillary product strategy, with clear accountability for revenue growth, operational efficiency and data integrity.

This role is responsible for designing, operating, and optimising all revenue processes from lead to cash and renewal, ensuring Sales, CS, Finance, and Product work in a single, data-driven operating model. The role reports to the COO and partners closely with CEO on ancillary product strategy to unlock new revenue, improve uptake, and ensure operational readiness.

Key Responsibilities

Sales Strategy and Planning

• Collaborate with leadership to align sales strategies, goals, and KPIs with organisational objectives.
• Develop territory management plans, sales forecasts, and pipeline strategies to meet revenue targets.
• Conduct in-depth market and competitor analysis to identify trends, opportunities, and positioning.

Sales Process Optimisation

• Design and implement efficient sales workflows, tools, and technologies.
• Optimise the lead-to-close process to reduce cycle times and increase conversion rates.
• Document, standardise, and periodically update sales processes and best practices.

Performance Management

• Track and analyse individual, team, and organizational sales metrics against targets.
• Create dashboards and reports for real-time performance monitoring and decision-making.
• Conduct regular performance reviews and identify coaching and training needs.

Cross-Functional Collaboration

• Partner with operations to ensure seamless delivery of workspace solutions as sold.
• Align with marketing on lead generation, campaigns, and customer acquisition strategies.
• Liaise with finance to define pricing strategies, revenue forecasts, and budgets.

Customer Experience and Retention

• Ensure the sales process is customer-centric and addresses client needs effectively.
• Develop and execute programs to enhance customer retention, upsell, and cross-sell.
• Oversee post-sales coordination to ensure client satisfaction, renewals, and referrals.

Technology and Tools Management

• Manage CRM systems to ensure accurate data entry, reporting, and analysis.
• Identify and implement tools to enhance sales productivity and operational efficiency.
• Train the sales team on effective use of CRM and sales technologies.

Leadership and Team Development

• Mentor and guide the sales team and work closely with Sales leaders to achieve individual and organisational goals.
• Foster a culture of collaboration, innovation, and continuous improvement.
• Build a high-performing team by hiring, onboarding, training, and retaining talent.

Heading Pre-Sales Team

• Lead and manage the presales team to support opportunity qualification, solution design, and bid responses.
• Coordinate preparation of high-quality proposals, presentations, and demos aligned to client requirements.
• Collaborate with product, operations, and sales to design winning solutions and pricing for complex deals.
• Track pre-sales conversion metrics and continuously refine processes, tools, and collateral.

Revenue Collections

• Ensure timely invoicing and collections to achieve DSO and cashflow targets.
• Monitor and reduce overdue receivables through structured client follow-ups and escalation.
• Implement and refine credit control policies to manage bad-debt risk while enabling growth.
• Track collection efficiency by customer, segment, and product and drive corrective action.

F&B Business Strategy and Operations

• Define and execute F&B menu, pricing, and promotion strategy to drive revenue and profitability.
• Optimise operations (inventory, wastage, procurement, staff productivity) to meet food-cost and service-level targets.
• Use sales and guest data to refine product mix, introduce new offerings, and phase out low performers.
• Ensure compliance with food safety, hygiene, and brand standards across locations.

Ancillary Product Strategy

• Identify, design, and launch ancillary products and services that complement core workspace.
• Develop positioning, pricing, and bundling strategies to maximize attach rate and adoption of ancillary products.
• Track ancillary product performance (revenue, margin, utilization, feedback) and optimize the portfolio.
• Integrate ancillary solutions into standard proposals and customer journeys in collaboration with sales, operations, and marketing.