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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, providing an independent view of the numbers, while working day-to-day with the CRO.
You will own the systems, data, and processes behind BlueOptima's revenue engine, including CRM strategy, forecasting, sales enablement, deal desk operations, and revenue planning. The vision is to establish one trusted CRM across the business, build a forecast that calls the quarter early, and design a revenue engine with purpose and accountability.
Key responsibilities include:
• Develop the RevOps roadmap and team, running a fixed rhythm with the CRO: weekly forecasts, monthly revenue reviews, and quarterly business reviews.
• Own the CRM as the single system of record for customers, pipeline, and contracts—managing data model, integrations, automation, and change control.
• Govern revenue data by aligning metric definitions with Finance and the CRO, maintaining high data quality, and reconciling bookings and ARR monthly.
• Build and run a forecast process that the CEO, CRO, and board rely on, providing an independent view and improving accuracy each quarter.
• Define the revenue process, including stage definitions, MEDDPICC qualification, handoffs, and a renewals pipeline across all product lines.
• Build the deal desk, establishing pricing and discount rules, quoting, and approvals in writing with Legal and Finance.
• Support planning and pay by building the capacity model behind the bookings plan, supporting territory and quota setting, and ensuring accurate, timely commission payments.
• Enable the sales team through onboarding, playbooks, and the sales hub, ensuring every product, pricing, or process change is accompanied by training and CRM updates.
BlueOptima is a multi-product company providing Software Engineering Intelligence to enterprises. The platform includes Platform Insights (productivity and quality metrics), Code Insights (vulnerability and secret detection), Predictive Assessment (developer hiring), and Active MultiSite (high-availability source code management). The company operates globally with ~110 people across the UK, US, India, Mexico, Japan, and Canada.
Within a year, success in this role means the CEO, CRO, and board run the business from one set of trusted revenue numbers and a reliable forecast. You will own a function you built, with room to grow your team and expand into wider commercial operations leadership as the company scales.
REQUIREMENTS:
• Proven experience in Revenue Operations or Sales Operations at a B2B SaaS company with an enterprise sales motion.
• Forecasting track record: you have built and run a forecast process that a CRO and CEO relied on, and can demonstrate how its accuracy improved.
• Deep hands-on CRM knowledge (Salesforce, HubSpot, or similar), covering data model, automation, integrations, administration, and change control.
• Strong analytical skills: advanced spreadsheet skills, plus SQL or a BI tool, and the discipline to reconcile revenue data with Finance.
• Working knowledge of enterprise deals: long sales cycles, multi-year contracts, renewals, and a qualification method 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 a forecast or deal with evidence.
• Builder's mindset: hands-on, comfortable building from the ground up, and have developed people or led a small team.
