Head of Revenue Operations

The Head of Revenue Operations is the executive leader of a company's Revenue Operations function. This person is responsible for the strategy and execution of the systems, processes, and data that support all go-to-market teams, including sales, marketing, and customer success. Reporting to the Chief Revenue Officer or CFO, their primary objective is to drive predictable growth by building a scalable and efficient revenue engine.

Core Responsibilities

The Head of RevOps provides strategic direction across several core domains. This leader is accountable for the overall performance and architecture of the company's revenue-generating systems.

• Technology & Systems: Owns and optimizes the entire revenue tech stack, ensuring tools like the CRM and marketing automation platforms work together seamlessly.
• Process & Alignment: Designs and enforces consistent processes for lead management, opportunity stages, and handoffs, breaking down operational silos between departments.
• Data & Analytics: Establishes a single source of truth for all revenue data, delivering insights, reporting on KPIs, and managing forecasting for leadership.
• Strategy & Planning: Partners with executive leadership on territory planning, compensation models, and resource allocation to support the company's go-to-market strategy.

A Strategic Leadership Role

This executive role elevates tactical functions like Sales Operations into a unified, strategic discipline. While a RevOps Manager might focus on day-to-day systems administration, the Head of RevOps is a key partner to the executive team. Their success is measured by improvements to core business metrics like deal velocity, conversion rates, and forecast accuracy achieved by building a more efficient GTM motion.