Head of Revenue Operations

Overview

The Manager of Revenue Operations will own the end-to-end revenue infrastructure across Sales, FP&A, Marketing, Customer Success, and Payments. This role will design and operationalize the systems, processes, data, and analytics that enable predictable, scalable revenue growth. The ideal candidate brings a rare combination of strategic thinking, analytical rigor, and hands-on systems expertise—and thrives in a fast-moving, PE-backed or high-growth environment.

Key Responsibilities

GTM Strategy & Planning

• Partner with the Commercial leadership to define and execute the annual revenue plan; Including territory design, quota allocation, capacity modeling, and pipeline targets.
• Acts as the central bridge between Commercial, Product, and FP&A, ensuring every deal is structured, priced, and forecasted in a way that aligns with the company’s value creation goals.
• Work with FP&A to continuously improve the revenue forecasting model that integrates pipeline data, conversion rates, and payments revenue streams (transaction volume, merchant acquisition, churn).

Systems & Technology

• Own the revenue technology stack (CRM, billing/payments platforms, marketing automation, BI tools) and ensure systems are integrated, scalable, and producing reliable data.
• Evaluate, implement, and optimize tools across the revenue cycle—including Salesforce, billing systems, and analytics platforms.
• Manage vendor relationships and serve as the internal subject-matter expert on RevOps tooling and best practices.

Data, Analytics & Reporting

• Establish a single source of truth for revenue metrics, including ARR/MRR, NDR, LTV, CAC, pipeline velocity, win rates, and payments-specific KPIs (transaction volume, take rate, processing margins).
• Design and deliver executive-level dashboards and reporting cadences for the leadership team and board, specifically centered around Commercial x Product performance.
• Conduct deep-dive analyses on funnel performance, cohort economics, churn drivers, and pricing/packaging effectiveness to surface actionable insights.

Process & Enablement

• Design and enforce standardized processes across the revenue lifecycle: lead management, opportunity stages, deal desk, contract management, onboarding, and renewals.
• Drive cross-functional alignment between Sales, Marketing, Product, FP&A, and Customer Success to reduce friction and accelerate time-to-revenue.
• Support sales enablement with playbooks, competitive intelligence, pricing tools, and data-driven coaching insights.
• Implement and manage incentive compensation plans, ensuring alignment with company objectives and accurate payout administration.

CPQ-Specific Operations

• Own the end-to-end CPQ framework for complex opportunities, specifically for payments and MOR deals, including configuration of pricing across transaction fees, gateway costs, interchange pass-through, and value-added services to ensure commercial viability and margin optimization.
• Partner with the Commercial leaders, Product, and FP&A to structure and price new deals; Developing scalable pricing models and clear approval guardrails aligned to strategic growth objectives.
• Continuously enhance CPQ tooling and pricing governance by embedding adequate sign off processes, margin validation, and scenario modelling; Enabling faster deal turnaround, improved forecast accuracy, and better visibility into unit economics (take rate, cost-to-serve, contribution margin).

Requirements

• Foster a culture of accountability, intellectual curiosity, and continuous improvement within the function.
• Expertise with CRM platforms (Salesforce strongly preferred), CPQ, marketing automation (Asana), and BI/analytics tools (Tableau, PowerBI, Looker, or similar).
• Strong analytical skills with the ability to translate complex data into clear strategic recommendations for senior leadership.
• Experience with payments-related metrics and operations (transaction processing, merchant economics, interchange, take rate) is highly valued.
• Hands-on experience with territory planning, quota-setting, compensation design, and pipeline management at scale.
• Excellent cross-functional communication skills; ability to influence without authority across Sales, Marketing, Product, Finance, and Engineering.
• Bachelor’s degree in Business, Finance, Economics, Engineering, or a related field; MBA is a plus.

Preferred

• Experience in a payments company, payment processing platform, or merchant services environment.
• Familiarity with usage-based or transaction-based pricing models in addition to traditional SaaS subscription models.
• Track record of leveraging AI/automation to improve forecasting accuracy, lead scoring, or operational efficiency.
• Prior experience operating in a carve-out, integration, or platform buildout context.
• Experience presenting to boards of directors and/or private equity sponsors.

Why This Role

• Greenfield opportunity to build RevOps from the ground up at a company with strong product-market fit and significant growth runway.
• Direct visibility to executive leadership and the board; your work will directly shape company strategy and capital allocation decisions.
• Operate at the intersection of software and payments—two of the most dynamic sectors in technology—with the ability to drive measurable business impact.
• Join a team that values intellectual rigor, operational excellence, and a bias toward action.

Compensation: $130-150K depending on experience, 4 weeks vacation, extended benefits, hybrid work