Head of Revenue Operations serving as strategic architect of Clara’s revenue engine. Leading operational foundation to scale Sales, Marketing, and Customer Success efficiently.
About the role
- Revenue Operations Manager at UK’s top construction software provider. Aligning Sales, Marketing, and Customer Success for optimized revenue operations.
Responsibilities
- Design and optimise full-funnel GTM processes from marketing lead → opportunity → renewal.
- Drive pipeline hygiene, stage velocity, and conversion rate improvements through process enforcement and coaching.
- Operationalise MEDDPICC methodology (for enterprise deals) and BANT+ (for smaller deals) into Salesforce with clear exit criteria and forecast categories.
- Implement SLAs across Marketing, Sales, and CS to ensure timely lead handoffs, opportunity follow-ups, and renewal execution.
- Lead customer lifecycle programs to maximise NRR, retention, and expansion pipeline visibility.
- Design, monitor and optimise commission schemes to align sales performance to business outcomes.
- Develop a comprehensive revenue analytics and reporting framework across acquisition, expansion, and retention.
- Drive the forecasting process and governance, partnering with Sales leadership and Clari to ensure accuracy and discipline.
- Deliver actionable insights on pipeline coverage, stage velocity, win rates, and forecast accuracy.
- Monitor customer health and expansion signals, partnering with CS and Account Management to identify risks and opportunities.
- Own data hygiene and governance across Salesforce, HubSpot, and integrated tools; ensure activity capture, duplicate management, and enrichment.
- Maintain a single source of truth across GTM systems for pipeline, revenue, and customer lifecycle reporting.
Requirements
- 5+ years of Revenue Operations experience in B2B SaaS
- Strong analytical and storytelling capabilities
- Proven experience owning forecasting processes, pipeline analytics, and lifecycle reporting
- Deep understanding of the SaaS business model and customer lifecycle.
- Experience with enterprise and mid-market sales motions, ideally with MEDDPICC or similar methodologies.
- Exposure to sales compensation design and governance a plus.
- Strong cross-functional leadership and stakeholder management.
- Excellent project management and process optimisation mindset.
- Hands-on, data-driven decision-maker comfortable balancing strategy and execution.
- Proven change management experience in scaling GTM functions.
Benefits
- 25 days annual leave + public holidays, increasing with length of service.
- 4% matched pension.
- Income protection and life assurance.
- Access to our award-winning benefits platform.
- We take mental health seriously and have a dedicated EAP available 24/7.
- £100 allowance towards a fitness club.
- Dell discounts.
- Private Medical Insurance.
- Paid study leave + volunteering days.
- Car Scheme.
Job title
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