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BlueOptima is investing in Revenue Operations and seeking an experienced RevOps leader to build and own the function from the ground up. The role reports to the Head of Finance & Operations with day-to-day collaboration with the CRO, providing an independent view of revenue metrics and forecasting.
Key Responsibilities:
Roadmap & Strategy: Develop the RevOps roadmap and priorities, establish a fixed rhythm with the CRO including weekly forecasts, monthly revenue reviews, and quarterly business reviews.
CRM Ownership: Make the CRM the single system of record for customers, pipeline, and contracts. Own the data model, integrations, automation, and change control to ensure data integrity across the organization.
Revenue Data Governance: Define metric definitions in partnership with Finance and the CRO, maintain high data quality, and reconcile bookings and ARR between the CRM and Finance monthly.
Forecasting: Build a forecast process that the CEO, CRO, and board rely on. Provide an independent view alongside sales input and continuously improve accuracy each quarter.
Revenue Process Definition: Set stage definitions, qualification methods (e.g., MEDDPICC), handoffs, and renewals pipelines across all product lines.
Deal Desk: Establish pricing and discount rules, quoting, and approval processes with Legal and Finance to enable fast standard deals and quick exception decisions.
Planning & Compensation: Build the capacity model behind the bookings plan, support territory and quota setting, and ensure commissions are accurate and paid on time.
Sales Enablement: Own onboarding, playbooks, and the sales hub. Ensure product, pricing, and process changes are accompanied by training and coordinated CRM updates.
Requirements:
- Proven experience in Revenue Operations or Sales Operations at a B2B SaaS company with an enterprise sales motion
- Demonstrated forecasting track record: built and run a forecast process relied upon by a CRO and CEO, with evidence of improved accuracy over time
- Deep hands-on CRM expertise (Salesforce, HubSpot, or similar) covering data model, automation, integrations, administration, and change control
- Strong analytical skills: advanced spreadsheet proficiency, plus SQL or BI tool experience, with discipline in reconciling revenue data with Finance
- Working knowledge of enterprise deals: long sales cycles, multi-year contracts, renewals, and qualification methodologies such as MEDDPICC
- Experience with quota and commission administration, pricing and discount governance, or running a deal desk
- Credibility to partner with a CRO and independence to challenge forecasts or deals with evidence
- Builder's mindset: hands-on, comfortable building from the ground up, with experience developing people or leading a small team
