Remote Head of Revenue Operations
at Kustomer

Summary

Join our team as Head of Revenue Operations Enablement, leading revenue operations and enablement teams to optimize revenue growth, drive operational efficiency, and ensure go-to-market alignment. As a hands-on leader, you will oversee cross-functional operations teams, prioritize key initiatives, and drive collaboration across Sales, Marketing, and Customer Experience.

Requirements

• 10+ years of experience in revenue operations, sales operations, or a similar role within a high-growth SaaS environment
• 3+ years of experience managing and mentoring teams
• Proven success in aligning Sales, Marketing, and Customer Success operations to drive growth and efficiency in a high-growth SaaS business
• Strong analytical skills with the ability to turn complex data into actionable insights
• Hands-on experience with CRM systems (e.g., Salesforce, HubSpot) and other revenue tech stack tools - Sales Navigator, Outreach, Gong, etc.)
• Excellent communication and collaboration skills with a demonstrated ability to lead cross-functional teams
• Strong understanding of SaaS business models and revenue growth strategies
• Ability to thrive in a fast-paced startup environment, with a high degree of ownership and accountability

Responsibilities

• Collaborate with Sales, Marketing, and Customer Experience leadership to develop and execute a cohesive revenue operations and enablement strategy
• Lead the enablement strategy to ensure go-to-market teams are equipped with training, resources, and tools that drive consistent performance and accountability
• Drive the alignment of goals, KPIs, and metrics across all go-to-market teams, ensuring consistency, enablement, and accountability
• Lead and mentor a team of cross-functional operations professionals, ensuring they have clear objectives, professional development opportunities, and the resources to succeed while fostering a culture of high performance, collaboration, and continuous improvement
• Conduct regular 1:1s and team meetings to track progress on goals and address any roadblocks
• Ensure the enablement team provides best in class learning and development opportunities, creating resources and programs that enhance team effectiveness
• Lead the evaluation, implementation, and management of systems and tools that drive revenue operations excellence (e.g., CRM, marketing automation, customer success platforms, data analytics tools)
• Ensure system integration and automation for improved workflow and data synchronization across teams
• Manage relationships with key vendors and partners to ensure the continued optimization of the tech stack, delegating management of specific tools to your team as appropriate
• Own the end-to-end GTM reporting infrastructure, including pipeline forecasting, lead conversion rates, churn analysis, and upsell/cross-sell performance
• Establish a single source of truth for all revenue-related data across systems such as CRM, marketing automation, and customer success platforms
• Analyze performance data to provide actionable insights that support revenue growth and operational efficiencies
• Ensure that your team is managing reporting tools and delivering accurate, actionable reports to stakeholders
• Develop and optimize scalable processes that ensure alignment across Sales, Marketing, and Customer Success, with a focus on lead handoff, customer onboarding, and expansion opportunities
• Lead process improvement initiatives to increase efficiency, reduce friction, and improve collaboration between teams
• Standardize the creation and execution of revenue-driving campaigns, including lead generation, nurturing, and customer retention
• Collaborate with team members to document and refine processes across functions, ensuring alignment and efficiency
• Own and refine revenue forecasting processes in partnership with sales leadership to ensure accuracy and accountability across all revenue-generating teams
• Support pipeline management efforts, identifying potential risks or opportunities in real-time
• Provide recommendations for growth strategies based on data insights, including upsell/cross-sell opportunities and retention efforts
• Ensure that the team is effectively managing pipeline tracking, forecasting, and reporting
• Work closely with leaders from Sales, Marketing, Customer Success, and Finance to ensure alignment with overall company goals and strategic initiatives
• Serve as a strategic advisor to the President and COO and executive leadership team on revenue optimization opportunities
• Drive collaboration across the Revenue Operations and Enablement teams and other departments, ensuring shared goals are met and challenges are addressed

Benefits

• Competitive salaries
• Stock options
• 100% healthcare coverage
• 401K
• WiFi and Mobile reimbursement
• Generous vacation policy