Head of Revenue Operations

Head of Revenue Operations (f/m/d)

Trusted Shops develops SaaS solutions for over 50 million users and 30,000 businesses across Europe. Our product suite includes products such as the Trustmark, Buyer Protection and the eTrusted experience feedback platform. Our products are part of a 25-year mission to enable trust between people and businesses in the digital age.

Home of this role is our Go-to-Market organization, where we are currently rebuilding and transforming our Revenue Operations function into a modern, AI-enabled operating model. Revenue Operations at Trusted Shops acts as the connecting layer across Marketing, Sales, Account Management and Customer Success – aligning people, processes, systems and data to create scalable and predictable revenue growth.

Your Responsibilities

• Develop and lead the RevOps team with a clear vision for how AI reshapes revenue operations
• Own the North Star Metric (Predictable Net Revenue Growth: NRR + New ARR) and the supporting KPI framework across Revenue Predictability, Funnel Health, Customer Retention, and Operational Efficiency
• Ensure GTM strategy reflects Trusted Shops’ two-sided ecosystem: B2B member acquisition and retention alongside the consumer trust network
• Drive unified planning, shared SLAs, and end-to-end lifecycle process governance across Marketing, Sales, AM, and CS
• Build accurate forecasting and long-range revenue planning, progressively shifting toward AI-driven floor/ceiling models that reduce human bias
• Develop the Unified Revenue Data strategy with PlatformOps and BI – a single source of truth that makes GTM data AI-ready
• Drive tech stack consolidation toward platforms with native AI capabilities; evaluate and implement agentic automation where it creates measurable impact
• Define the roadmap for AI adoption in RevOps – prioritize ruthlessly, sequence realistically, and hold the team accountable for delivery

Your Profile

• 5+ years in Revenue Operations, Sales Operations, or GTM Strategy in B2B SaaS, with 3+ years in a leadership role
• Proven experience building RevOps teams and operating models, ideally in a rebuild scenario
• Deep understanding of funnel economics (CAC, NRR, GRR, Win Rate, Pipeline Velocity, Churn) and how to turn metrics into action
• Experience with AI in a revenue operations context – you’ve implemented AI-driven forecasting, automation, or analytics tools and understand what works in practice
• Familiarity with agentic AI concepts and a clear view on where autonomous workflows create real value vs. where they don’t
• Experience with modern GTM tech stacks (CRM, CDP, BI, automation platforms)
• Experience in platform or marketplace businesses with multiple customer segments is a strong plus
• Fluent English; German is a plus

What we offer you

• Hybrid work: Combine flexible remote work with team time in the Cologne office (on-site days depending on your location)
• Workation: Temporarily work from a destination of your choice within EU, Iceland, Liechtenstein or Norway
• 28 vacation days
• 2.5 additional days off at Christmas, New Year’s Eve and Carnival
• Buddy program (an experienced trustee is at your side)
• Individual learning & development opportunities (internal & external trainings, e-learnings)
• Events (Team Events, Unit Events, etc.)
• Health Pass (free online and offline sports, fitness, and health courses)
• Permanent contract with Europe’s trusted brand

Cologne (hybrid) or Berlin (remote) | Permanent Contract (Full-time)