Director of Revenue Operations

Director of Revenue Operations (AI-First GTM Strategy) Location: London Package: 125k-135k total package Office working setup: 4 days office based The Opportunity Revenue Operations is how our client's commercial strategy becomes execution—and how execution becomes the intelligence on which GTM leaders, executive teams, and the board make decisions. As the Director of Revenue Operations , you won’t just inherit a function and keep the lights on. You are being brought in to rebuild RevOps from a clean base as an AI-first function : one where systems handle the heavy lifting, and people focus on strategic judgment. You will serve as the senior commercial partner to the executive team and the lead architect of a unified Marketing, Sales, and Customer Success revenue engine. Reporting directly to the CMO, you will operate as a peer to the leaders of Sales, CS, and Finance, with a direct line to the CEO and the Board regarding core commercial metrics. The Mandate: What "AI-First" Actually Means This is not a role for someone who simply uses AI to write emails or summarise notes slightly faster. We are looking for an architect who assumes AI capability as the baseline and designs the entire operational infrastructure around it. Autonomous Workflows: Every recurring workflow has an automated path and an explicit answer to "when does a human stop doing this?" Self-Drafting Intelligence: Reporting that populates itself; forecasts that update continuously and algorithmically, not manually via spreadsheets. Proactive Data Hygiene: Integrity enforced at the point of entry by predictive validation logic, not by an analyst cleaning up fields after the fact. The Human Element: The team’s job is to set the models, own the narrative, manage exceptions, and defend the numbers under executive scrutiny. If your instinct is to copy-paste the traditional RevOps playbook, this isn't the role for you. If your instinct is to dismantle that playbook because AI just made it obsolete, you’ve found your match. Why This Role Matters Strategic Voice: You will move the RevOps function from a reactive, ticket-handling helpdesk to a proactive engine of strategic intelligence and constructive challenge. Board-Grade Forecasting: You will build defensible, weighted, and predictive models across new ARR, alongside cohort-led, segmented retention and expansion analytics (GRR, NRR, and product mix). Data-Driven Customer Health: You will bridge the gap between product usage data and Customer Success, identifying which usage profiles predict expansion versus churn to maximise CS ROI. GTM Synergy: You will co-own the revenue section of the board pack—including waterfall analysis, funnel metrics, and the narrative layer that justifies incentive design and future investment cases. Key Responsibilities Strategic Intelligence & Executive Partnership Serve as the primary revenue thinking partner to the CMO, CRO, CCO, and CFO. Establish a defined, full-funnel metrics framework that moves away from ad-hoc reporting and into predictive trend analysis. Map out where AI and data leverage land within the commercial motion, partnering closely with Data Engineering and AI Transformation leads. Operating Rhythm & Cadence Design and manage the standing forecasting rhythm (new business, expansion, contraction, churn) with a rolling, two-quarter-out view. Deliver deep-dive analytics on cohort retention and expansion whitespace, segmented by customer tier, Ideal Customer Profile (ICP), and sector. Break down silos to create a single, joined-up funnel view across the entire customer lifecycle. Actively stress-test assumptions on capacity, quotas, channel mix, and expansion targets during planning cycles. Functional Architecture & Leadership Build an integrated lead-to-cash data architecture to provide a single, trusted source of truth. Rationalize the current GTM tech stack to minimize tool bloat, reduce failure modes, and maximise ROI. Lead, mentor, and develop a nimble, high-leverage team of four direct reports. Candidate Profile Experience: 8+ years of Revenue Operations leadership within a B2B SaaS environment scaled at $30M–$150M ARR . Experience navigating a hybrid PLG (Product-Led Growth) and Enterprise motion is highly preferred. Analytical Polish: Proven track record of building board-grade forecasting models. You know what world-class cohort analysis looks like, and you can seamlessly translate complex data into actionable business narratives. Leadership Stature: Operates comfortably as a strategic peer to the C-suite. You are direct, calm, and decisive—fully prepared to protect data discipline and say "no" to reactive requests. The "Player-Coach" Mindset: A builder who is passionate about transforming a function, yet equally comfortable rolling up their sleeves to architect systems early on. Tech Stack Fluency: Deep familiarity with modern GTM infrastructure, including Enterprise CRMs, Marketing Automation hubs, Subscription Billing platforms, CS Analytics tools, Data Warehouses, and modern BI tooling. Salesforce environment