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BlueOptima is seeking an experienced Senior Revenue Operations Manager to build and lead the RevOps function from the ground up. The company is a B2B SaaS provider of Software Engineering Intelligence, serving enterprise customers globally with products including Platform Insights, Code Insights, Predictive Assessment, and Active MultiSite solutions.
In this role, you will own the complete revenue operations infrastructure, reporting to the Head of Finance & Operations while working closely with the Chief Revenue Officer. You will be responsible for developing and executing the RevOps roadmap, establishing a trusted single CRM system of record, building a forecasting process that the CEO and board rely on, and defining revenue processes across all product lines.
Key responsibilities include:
- Developing the RevOps roadmap, priorities and team structure, running weekly forecasts, monthly revenue reviews and quarterly business reviews
- Making the CRM the single system of record for customers, pipeline and contracts; owning data model, integrations, automation and change control
- Governing revenue data by agreeing metric definitions with Finance and the CRO, maintaining high data quality, and reconciling bookings and ARR monthly
- Building and continuously improving a forecast process that provides an independent view alongside sales input
- Defining revenue processes including stage definitions, qualification methods (MEDDPICC), handoffs and renewals pipeline across all product lines
- Building a deal desk with pricing rules, discount governance, quoting and approvals in partnership with Legal and Finance
- Supporting planning and pay through capacity modeling, territory and quota setting, and commission administration
- Enabling the sales team through onboarding, playbooks, sales hub management and coordinated training on product, pricing and process changes
The role is based in London on a hybrid pattern (2 days remote, 3 days in office per week), with flexibility for up to 4 weeks per year of remote work from a distance.
Requirements:
- Proven experience in Revenue Operations or Sales Operations at a B2B SaaS company with an enterprise sales motion
- Demonstrated forecasting track record: you have built and run a forecast process that a CRO and CEO relied on, with evidence of accuracy improvement over time
- Deep hands-on CRM knowledge (Salesforce, HubSpot or similar), covering data model, automation, integrations, administration and change control
- Strong analytical skills including advanced spreadsheet proficiency, plus SQL or BI tool experience, with discipline to reconcile revenue data with Finance
- Working knowledge of enterprise deals including long sales cycles, multi-year contracts, renewals, and qualification methods 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
