Head of Revenue Operations

Head of Revenue Operations

Role Summary

The Head of Revenue Operations is a critical leadership role responsible for overseeing global business operations across new sales and renewals. This role leads teams that partner closely with Sales, Account Management, Legal, Order Management, Fulfillment, as well as Product and Data Management, to ensure accurate, timely, and compliant execution of customer orders and contracts from opportunity through order validation and fulfillment. The ideal candidate brings a strong operational and systems mindset, deep expertise in commercial operations and Salesforce Order-to-Cash, and a proven ability to lead global teams in a fast‑paced, high‑pressure environment. This leader will also be forward‑thinking in applying analytics, tooling, and AI to continuously improve process efficiency, throughput, quality, and scalability.

About The Role

Grade Level (for internal use): 15

Head of Revenue Operations

Key Responsibilities

• Revenue Operations Leadership
  • Lead and develop global teams responsible for processing new sales and renewal deals, ensuring accuracy, compliance, and on‑time execution.
  • Serve as the operational backbone for commercial execution, partnering with Sales, Account Management, Legal, Order Management, Finance, and Fulfillment.
  • Responsible for the end‑to‑end deal execution from opportunity close through order validation and fulfillment readiness; owning and partnering with other teams on various stages of the deal lifecycle.
• Commercial & Order‑to‑Cash Operations
  • Ensure strong governance and execution across the full Order‑to‑Cash lifecycle, including:
  • Opportunity review and deal structure
  • Contract and order validation
  • Booking, revenue readiness, and coordination with order management and fulfillment
  • Act as a subject‑matter expert on Salesforce Order‑to‑Cash, partnering with the Product and Data teams to ensure systems are optimized to support scale and complexity, as well as accelerate automation.
  • Drive consistency and standardization of deal processes across regions and operating centers.
• Team Management & Capacity Planning
  • Manage and scale global processing teams across multiple operating centers supporting global sales and account management.
  • Own workforce planning, capacity modeling, and throughput management to meet fluctuating deal volumes and peak periods.
  • Establish clear performance expectations, SLAs, and quality standards.
  • Coach, develop, and retain high‑performing managers and individual contributors.
• Process Optimization, Analytics & Automation
  • Leverage data and analytics to identify bottlenecks, quality issues, and improvement opportunities across the deal lifecycle.
  • Define and track KPIs related to cycle time, accuracy, backlog, capacity utilization, and customer impact.
  • Partner with Product, Data and Reporting teams to enhance tooling and workflows.
  • Drive the application of automation and AI (e.g., workflow automation, validation rules, predictive analytics, generative AI) to improve efficiency, scalability, and quality.
• Cross‑Functional Influence & Change Leadership
  • Act as a trusted partner to Revenue, Legal and Finance leadership, balancing speed with rigor and risk management.
  • Lead change management efforts as processes, systems, and business models evolve.
  • Communicate clearly and effectively with executive stakeholders on performance, risks, and improvement plan.

Required Qualifications

• 10+ years of experience in Revenue Operations, Commercial Operations, Sales Operations, or Order-to-Cash–related roles.
• 5+ years of people leadership experience managing global or distributed teams.
• Deep expertise in Salesforce Order-to-Cash, including opportunity management, quoting, order processing, and downstream order management, fulfillment and invoicing.
• Strong understanding of commercial deal mechanics, contract structures, and booking processes.
• Proven experience managing high-volume deal processing teams, including capacity planning and SLA management.
• Demonstrated ability to operate effectively in a fast‑paced, high‑pressure, deadline‑driven environment.
• Strong analytical skills with the ability to translate data into operational insights and action.

Preferred Qualifications

• Experience supporting global enterprise sales organizations.
• Exposure to complex pricing models, renewals, amendments, and multi-product deals.
• Experience implementing or scaling automation, workflow tools, and AI-enabled solutions in revenue operations.
• Familiarity with downstream systems (e.g., ERP, billing, fulfillment, revenue recognition).
• Lean, Six Sigma, or process improvement certification.

Key Success Metrics

• Deal cycle time and on‑time order validation.
• Booking accuracy and quality.
• Throughput and capacity utilization across processing teams.
• Stakeholder satisfaction (Sales, Legal, Finance, Fulfillment).
• Adoption and impact of automation, analytics, and AI-driven improvements.

Why This Role Matters

This role is foundational to enabling revenue growth at scale. The Head of Revenue Operations ensures that deals move quickly and accurately from close to fulfillment, protects the company from operational and financial risk, and continuously evolves how revenue operations function through data, systems, and innovation.

Compensation/Benefits Information

Compensation range: $255,000 to $300,000 (US candidates only). Final base salary for this role will be based on geographic location, experience level, skill set, training, licenses and certifications. In addition to base compensation, this role is eligible for an annual incentive plan. This role is also eligible to receive additional S&P Global benefits. For more information on the benefits we provide to our employees, please click here.

Equal Opportunity Employer

S&P Global is an equal opportunity employer and all qualified candidates will receive consideration for employment without regard to race/ethnicity, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, marital status, military veteran status, unemployment status, or any other status protected by law. Only electronic job submissions will be considered for employment.

Job ID: 326181
Posted On: 2026-03-13
Location: New York, New York, United States

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