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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 and works day-to-day 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. Ensure processes are documented and consistently applied.
Deal Desk: Establish pricing and discount rules, quoting procedures, and approval workflows with Legal and Finance to accelerate standard deals and enable quick decisions on exceptions.
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 sales team onboarding, playbooks, and the sales hub. Ensure every product, pricing, or process change is accompanied by training and CRM updates.
Required Qualifications:
- Proven experience in Revenue Operations or Sales Operations at a B2B SaaS company with an enterprise sales motion
- Demonstrated forecasting track record: have built and run a forecast process that a CRO and CEO relied on, with evidence of improved accuracy over time
- Deep hands-on CRM expertise (Salesforce, HubSpot, or similar), including data model design, automation, integrations, administration, and change control
- Strong analytical capabilities: advanced spreadsheet proficiency, plus SQL or BI tool experience, with discipline in reconciling revenue data with Finance
- Working knowledge of enterprise deal dynamics: long sales cycles, multi-year contracts, renewals, and qualification methodologies such as MEDDPICC
- Experience with quota and commission administration, pricing and discount governance, or deal desk operations
- Credibility to partner with a CRO and independence to challenge forecasts or deals with evidence-based reasoning
- Builder's mindset: hands-on, comfortable building from the ground up, with experience developing people or leading a small team
