Head of Revenue Operations

Who we’re looking for

A Head of Revenue Operations to lead and mature the RevOps function during a critical growth phase.

The Challenge

The core challenge of this role is transitioning a functionally strong RevOps team from a tactical delivery unit into a strategic, data-driven business partner that can accurately forecast revenue, streamline the Lead-to-Cash process, and confidently challenge senior GTM leaders across a complex B2B SaaS environment.

Where You’ll Work

At the Hove office (at least two days per week or split with London office)

Job Summary

Reporting to the Chief Information Officer and operating as a member of the Senior Management Team (SMT), you will be the trusted partner to senior commercial leaders across Sales, Account Management, Marketing and Onboarding — not just supporting them, but actively influencing how they think and prioritise to enable commercial strategy and revenue architecture.

Over the last 18 months, RevOps at Tillo has grown from a single person to a team of five. The team is strong in systems and delivery; your job is to bring the subject-matter depth and commercial business-partnering that takes the function to the next level — defining what good looks like for RevOps, owning the roadmap, and making the Commercial team as effective as possible from lead through to trading.

This is a genuine shaping opportunity: a relatively new function, complex problems to solve across geographies and functions, and a clear path to Director level as the company scales.

Day to Day This Role Will

• Lead, develop and grow the RevOps team — creating clear accountability, delegating execution, and developing team members rather than doing the work yourself
• Business-partner with senior commercial leaders (CMO, CCO, CRO and CBPO), with the credibility to provide direct challenge to ways of working where necessary
• Own pipeline reporting and forecasting, driving meaningful improvements in forecast accuracy, pipeline quality and conversion across the funnel
• Own Lead-to-Cash operational processes and reporting, ensuring scalable process design at its core
• Own the GTM tech stack (currently HubSpot, LinkedIn Sales Navigator, Unify) and lead its ongoing evaluation — a mix of in-house AI-driven solutions and best-of-breed tools
• Partner closely with FP&A and Data to ensure consistent, reliable insight is available to the teams you support — translating operational and analytical complexity into clear business narrative: the why and the impact, not just the mechanics
• Systematically identify and fix where revenue is being lost — lead routing, response times, pipeline discipline, process inefficiency, customer segmentation — removing value drags on the business
• Define and deliver a clear roadmap of improvements for the RevOps function
• Operate as a member of the SMT with an enterprise mindset — contributing to wider business decisions beyond your function and modelling high-performance behaviours
• Champion the practical use of AI tools (e.g. Claude) and automation across reporting and operational workflows

Essential Requirements

• Proven experience leading and building a high-performing RevOps function within a scaling B2B SaaS business — this is not a step-up role
• A people leader who creates clear accountability, delegates execution, and develops team members
• Able to partner directly with senior stakeholders at SLT level, with the confidence to hold a strong point of view and the maturity to adapt it
• Comfortable with the ambiguity of multiple priorities across multiple teams, and with commercial complexity — buyer vs brand dynamics, multiple geographies and currencies, non-standard pricing
• Experience in a multi-national business with proven revenue growth
• Strong analytical and modelling capability — able to define what good looks like in pipeline reporting and forecasting, with the practical skills to back it up
• Comfortable working in a fast-paced environment with evolving priorities

Desirable

• FinTech experience
• Experience in a PE-backed, high-growth environment
• Familiarity with PowerBI and modern GTM tooling (e.g. Clay)
• Practical experience using AI/LLM tools such as Claude or ChatGPT to improve workflows and operational efficiency

What Success Looks Like In Your First 6 Months

• Pipeline forecasting is accurate and trusted
• Commercial leaders feel they have a true partner in RevOps
• A clear roadmap of improvements for the RevOps function is defined, prioritised and underway

Benefits

• Enhanced annual leave of 26 days per annum (plus an additional day for your birthday)
• Private Medical care through Vitality
• Employee Incentive Scheme
• Access to Tillo’s Storefront with discounts & gift card vouchers
• Hybrid Working
• Top spec equipment including laptop, mouse, keyboard, monitor
• Anniversary gifts
• Monthly breakfasts, drinks, snacks and events
• Team Learning & Development budget

About Tillo

Tillo makes gift cards, rewards, and incentives simple, efficient, and profitable. Operating in over 37 markets and 25 currencies, Tillo processes billions in gift card transactions through a single, plug-and-go API, powering rewards and incentives for the world’s leading businesses. Backed by Tenzing, Tillo is setting the global standard for digital gift card infrastructure.