Head of Revenue Operations

This role is with one of our clients, not with Revenue Enablement. We run the search on their behalf. The client's name is shared in the first conversation.

Go-to-Market · Berlin (Hybrid, 3–4 days) · Reports to VP Business Operations · Leads a team of three

Head of Revenue Operations (m/f/d)

Berlin / Hybrid

Your role

You own the revenue engine behind the company's global go-to-market organization. Forecasting, pipeline, compensation and quotas, territories and rules of engagement, the Salesforce platform and the data in it, the GTM tool stack and the AI automation layer around it, and the reporting that leadership, the board and investors steer by. One team, end to end, and you lead it.

The role exists because RevOps has been rebuilt over the last months under interim leadership: a global weekly forecast cadence, executed variable compensation plans, a Salesforce health program, call intelligence and enrichment brought live. You take that over, make it permanent, and take it further. You inherit a working team, a clear mandate and an honest list of what is still messy. A structured handover with the interim lead is planned.

You are a commercial operator first. You understand how a B2B revenue engine makes its number, from outbound through expansion and renewal, and you have run the operating cadence around it. You are hands-on with Salesforce and data, and you use AI agents and automation as the way you and your team work, not as a side project. You are comfortable in the room with the CRO, the regional VPs, Finance and the CEO, and you say what the numbers say.

How the team works

Revenue Operations is one team of four covering strategy, process, engineering and platform: a Senior Sales Operations Manager (contracts, products and pricing in Salesforce, licence provisioning), a Go-to-Market Engineer (AI and automation across the GTM stack) and a Salesforce Administrator (platform owner, access, reporting, release governance), led by you. Salesforce is the system of record for the entire sales motion. Around it sit Planhat, Attention, Weflow, Outreach, ZoomInfo, HubSpot and DocuSign, connected with n8n, APIs and webhooks, and the BI and Data team owns the wider data ecosystem you plug into. The commercial organization spans three regions, EMEA, NAMER and LATAM, each with its own VP, plus Sales Development, Customer Success and Marketing. Revenue is consumption-driven, which makes forecasting and revenue definitions a design problem rather than a reporting one.

Your impact

• Own the forecast. Run the weekly global forecast cadence, the reforecasts and the pipeline analytics behind them, across regions and cohorts, so the number leadership and the board see is one number with a stated basis.
• Own compensation and quotas. Design and run the annual variable compensation cycle for AEs, CSMs and SDRs with single-threaded ownership: plans, quota setting, tracking, payout integrity, and the RACI with Finance, Legal and People that keeps it on time.
• Own territories, account ownership and rules of engagement. Transfers, lead routing, cross-regional splits and the exceptions process, co-designed with the regional VPs and enforceable in Salesforce.
• Own the Salesforce platform roadmap and data quality. Set the refactoring priorities, the governance and the release process your Salesforce Administrator runs, and hold the line on data the business can trust.
• Own the GTM tool stack and the AI automation program. Decide what gets bought, renewed or retired against adoption and outcome, and direct the GTM Engineer on the automations, agents and enrichment that remove manual work from Sales, Marketing, Customer Success and Sales Development.
• Own reporting and business reviews. QBR packs, VP dashboards and regional business reviews, built on definitions (ARR, MRR, NRR, cohorts) that reconcile to Finance.
• Lead the team. Clear ownership per person, weekly planning, priorities protected against the daily inflow, and the standard of work that makes the team trusted by the people it serves.
• Be the operating partner to the CRO and the regional VPs: translate their goals into processes, systems and numbers, and bring back what the data says, including when it is inconvenient.

What you bring

• Real go-to-market understanding. You have run or built Revenue Operations or Sales Operations for a B2B organization with a direct sales team across several regions, and you understand how the funnel, the forecast and the compensation plan hang together.
• Forecasting and planning depth. You have owned a forecast that leadership relied on, and you have run an annual planning cycle: quotas, territories, capacity, compensation.
• Hands-on Salesforce judgment.