Job Title
Director of Revenue Operations
Location
Flexible (Europe Remote / Hybrid)
Industry
Enterprise B2B SaaS / IT Service Management
Language Requirement
Native Speaking in German required. Despite the company being English speaking, this role requires fluency in German.
About the Company
A Frankfurt-based B2B software provider founded in the early 1990s, offering an integrated enterprise service management platform to automate workplace IT processes.
Core Offerings
The platform consolidates service management, asset inventory, device administration, software licensing, and endpoint security through a unified interface with cloud and on-premise options.
Market Reach
Serves approximately 3,000 organizations globally, including three major multinational manufacturers. Recognized as an innovator in the digital workspace category.
Organization
Approximately 640 employees across Europe, North America, and Asia. Part of a larger European software holding company.
Positioning
Marketed as a European alternative to US vendors, emphasizing data sovereignty and cost-effectiveness.
About the Role
We are seeking a transformational Director of Revenue Operations to architect and scale a world-class, data-driven revenue engine. This high-impact leadership role involves designing and executing a comprehensive Revenue Operating System across Sales, Partners, and Customer Success. You will ensure predictability, productivity, and operational excellence across the full revenue lifecycle, while leveraging AI and automation to unlock commercial performance and improve decision quality.
The Mission
Your primary objective is to lead the transition toward a standardized, ICP-led operating model that directly influences company growth and valuation.
Revenue Operating System Ownership
- Design and manage the end-to-end revenue lifecycle (lead-to-close-to-expand)
- Establish a rigorous operating cadence (forecast calls, pipeline reviews, QBRs)
- Provide business intelligence to proactively identify gaps and opportunities for improvement
Planning & Performance Management
- Lead quota setting, territory design, and capacity planning
- Drive forecasting accuracy and pipeline discipline across all global regions
- Implement standardized sales methodologies and qualification frameworks
Analytics & Systems Architecture
- Own executive and board-level reporting for ARR, pipeline, NRR, and efficiency metrics
- Lead the strategy for CRM, CPQ, and RevOps tech stacks to ensure scalability and >95% data accuracy
- Translate raw data into actionable insights that drive measurable behavior change
Leadership & Change Management
- Lead and develop a high-performing RevOps team
- Drive cross-functional alignment between Sales, Marketing, Finance, and Customer Success
- Establish accountability mechanisms tied to organizational performance
Key Performance Indicators (KPIs)
You will be accountable for delivering measurable impact across:
- ARR Growth
- Forecast Accuracy (target within ±5–10%)
- Pipeline Hygiene (consistent 3–4x quota coverage)
- Sales Efficiency (15–25% productivity improvement)
What We're Looking For
Experience
- 4+ years in RevOps, SalesOps, or Commercial Operations within the B2B SaaS sector
Track Record
- Proven experience driving GTM transformations and scaling operations in multi-region enterprise or mid-market environments
Strategic Mindset
- Deep understanding of SaaS metrics, revenue models, and how to apply AI to GTM processes
Leadership
- High-accountability style with the ability to influence senior stakeholders and board members
Execution
- Ability to pivot seamlessly between high-level strategy and granular execution
Why Join This Journey?
- Growth Platform: Direct path to future CRO or COO roles
- High Visibility: Regular engagement with executive leadership and investors
- Flexibility: A hybrid/remote setup with 30 days of vacation and flexible, self-managed working hours
- Impact: Lead a distinct European growth journey within a purpose-driven organization that is a trusted leader in the Service Management market
Success Metrics (12–18 Months)
- Full adoption of a standardized global operating model
- Reduced sales cycle variability
- Realization of >95% CRM data accuracy and completeness