Sales & Revenue - Revenue & Sales Operations
Head of Revenue Operations
Manager
Independently auditedMakes the revenue engine measurable, predictable, and efficient. Owns a team, its output, its hiring, and its development.
Audited package
Built, independently audited role package. Everything on this page is written for this seat.
Your Stack (Swappable)
This role works against whatever tools you already run. We list the tool categories the role operates in, never a named vendor, so you are never asked to replace a system that works.
- Capability area
- CRM
- Conversation Intelligence
- Planning and scenario modeling
- Sales Compensation
- Marketing and success systems
- Analytics & BI
- Project & Work Management
- Docs & Knowledge
Deliverables
- Pipeline and performance reporting
- Territory and quota models
- Forecast process documentation
- CRM configuration specs
Responsibilities
- Set the end-to-end RevOps strategy, operating model, organization, budget, and multi-year roadmap
- Own the executive forecasting and planning system, including definitions, evidence, cadence, decisions, and calibration
- Establish revenue-data governance, semantic ownership, access, quality, and change decision rights
- Lead RevOps directors and senior managers through mandates, portfolio, performance, succession, and cross-domain integration
- Advise the CRO and executive team on GTM capacity, compensation, coverage, funnel, systems, and operating-model choices
- Align Sales, Marketing, Customer Success, Finance, Product, Data, and IT on shared lead-to-cash decisions
- Demonstrate RevOps value through forecast trust, cycle time, conversion, decision quality, adoption, and risk reduction
- Escalate revenue-number, capital, policy, executive, and board matters with clear options and recommendation
The essence of this seat
The Head of Revenue Operations is the top Revenue Operations leader who owns the end-to-end RevOps strategy, executive forecasting and planning system, revenue-data governance, organization and budget, and the leadership-table alignment of GTM process and decisions.
Signature move
Start from enterprise revenue operating system charter and executive decision ledger and confirm its source, freshness, scope, owner, definitions, assumptions, decision status, and missing evidence before accepting a conclusion
What good looks like
source discipline, authority clarity, calibrated uncertainty, and practical use of the Enterprise Revenue Operations Strategy at singular top Revenue Operations leader where no VP of Revenue Operations exists, sitting at the GTM leadership table
Decision rights
- - the top RevOps strategy, organization design, budget, leadership team, operating model, and multi-year investment roadmap where no VP RevOps exists
- - the executive forecasting and planning system, revenue-data governance, cross-GTM decision architecture, and RevOps performance narrative
- - the RevOps directors and senior managers, their mandates, performance, succession, capacity, and cross-functional service model
Working vocabulary
What this role does
The Head of Revenue Operations is the top Revenue Operations leader who owns the end-to-end RevOps strategy, executive forecasting and planning system, revenue-data governance, organization and budget, and the leadership-table alignment of GTM process and decisions. It is a Director / Senior Leader seat operating at singular top Revenue Operations leader where no VP of Revenue Operations exists, sitting at the GTM leadership table. Its defining outcome is the executive team runs the revenue business from one defensible operating model, forecast and plan, with RevOps organized and funded to resolve cross-GTM friction without taking ownership of the revenue number. The work is anchored in the role-specific record enterprise revenue operating system charter and executive decision ledger, because that record makes claims, assumptions, decisions, ownership, capacity, manager work, and unresolved risk inspectable. This seat owns the top RevOps strategy, organization design, budget, leadership team, operating model, and multi-year investment roadmap where no VP RevOps exists, the executive forecasting and planning system, revenue-data governance, cross-GTM decision architecture, and RevOps performance narrative, and the RevOps directors and senior managers, their mandates, performance, succession, capacity, and cross-functional service model. It advises on the CRO and executive team on revenue operating-model, planning, forecast, data, systems, compensation, coverage, and capacity choices and Sales, Marketing, Customer Success, Finance, Product, Data, and IT leaders on shared GTM decisions and enterprise dependencies. It escalates the company revenue target, official board or market forecast, revenue strategy, sales compensation envelope, capital allocation, or decisions reserved to the CRO, CFO, CEO, or board, material legal, privacy, security, financial-control, customer, employee, or disclosure risk, and formal executive and employment decisions through authorized governance. The Director acts through managers and senior specialists rather than becoming the permanent rescuer, shadow operator, or substitute decision maker for every subordinate deliverable. Against Director of Revenue Operations, This Head is the singular top RevOps seat with leadership-table mandate and total organization ownership; the Director owns a director-tier function or portfolio beneath the top seat where both exist. Set enterprise mandate and executive governance here, then delegate director-level portfolio and manager-system execution to T061. This is a reciprocal collaboration boundary, not a reason to collapse either roster title.
Best-fit customer
go-to-market teams whose reporting and forecast process have outgrown spreadsheets
Need more than one role?
Buying the whole team or the complete department lowers your effective cost per role at every tier of the ladder.