Head of Revenue Operations

emnify; Berlin; Hybrid; EUR 120,000 - 180,000; Full time

Job summary

emnify is seeking a senior RevOps leader to own forecasting, pipeline visibility, and the operational engine behind the go-to-market. You will lead a small team, modernise Salesforce, integrate Customer Success, and partner with Sales, Marketing, and Finance to accelerate growth.

This remote-friendly role reports to the CRO and spans Europe and beyond, with Berlin preferred. You will drive AI-first processes, design compensation cycles, and ensure the revenue motion scales with global markets.

Qualifications

• Track record in Revenue Operations or Sales Operations in a B2B SaaS or technology business.
• Experience owning forecasting, pipeline management, and cross-functional alignment.
• Strong Salesforce competency and experience with CRM systems.
• Experience running planning and compensation cycles in a commercial org.

Responsibilities

• Own revenue visibility layer and forecasting cadence across Sales, CS, and Executive teams.
• Lead Salesforce transformation, CS integration, deduplication, and platform connections.
• Build the operational bridge between Sales and Customer Success with handover processes.
• Lead an AI-first RevOps transition, enabling faster value delivery without headcount growth.
• Shape compensation and planning cycles, budgeting, and quarterly reforecasting.

Skills

Revenue Operations

Sales Operations

Forecasting

Salesforce

Leadership

Strategic partnership

GTM tools

Tools

Salesforce

HubSpot

Gong

Salesforce CPQ

DealHub

Job description

*Germany · Remote-friendly (Berlin preferred)*

About emnify

emnify is a leading cloud-native IoT connectivity provider helping businesses connect and manage devices globally through a single, modern platform. Our technology powers connected products across industries including mobility, logistics, energy, healthcare, and security — enabling enterprises to scale IoT faster, more securely, and with greater flexibility.

Built for the cloud era, emnify combines global cellular connectivity, network intelligence, and seamless API integrations into one platform that simplifies how businesses deploy and manage connected devices worldwide.

With strong international growth and increasing momentum in the U.S. market, emnify is helping redefine what modern IoT connectivity looks like.

Your Role

This is a senior individual contributor and people leadership role sitting at the operational centre of emnify's commercial engine. You will report to the VP of Business Operations, and work closely with the CRO and broader go-to-market leadership — including Sales, Marketing, Customer Success, and Finance — to bring structure, visibility, and momentum to how revenue flows through the business. You will inherit a capable team of and lead them through a period of meaningful change: modernising Salesforce, sharpening forecasting, and building the operational foundation for emnify's next phase of growth.

Why emnify

IoT connectivity is moving fast, and emnify's consumption-based model puts it in a genuinely differentiated position — revenue scales with customers' device growth, which makes the operational design of that revenue motion both complex and consequential. This is not a role where you maintain the status quo; emnify is actively becoming an AI-first business, and RevOps is one of the functions most directly shaped by that shift. You will work alongside a CRO and commercial leadership team that have hands-on RevOps experience themselves, so you will have the credibility, the access, and the mandate to push your own ideas through. The team spans Europe, the US, Brazil and the Philippines — meaning the operational challenges here have genuine global texture that most RevOps roles in the European tech scene simply do not offer.

Your Impact

• Own the revenue visibility layer — establish a single, trusted pipeline view and forecasting cadence that Sales, CS, and leadership rely on week to week, eliminating the ambiguity that comes from multiple competing sources of truth.
• Drive the Salesforce transformation — lead the conceptual rethink of a grown and complex CRM environment, overseeing layout redesigns, the integration of Customer Success, deduplication, and the connection between Salesforce and the emnify platform.
• Build the operational bridge between Sales and Customer Success — design and enforce a handover process that protects revenue at the transition point, and ensure territory planning and opportunity staging reflect how the business actually sells.
• Lead the team through an AI-first transition — help a skilled but traditionally-oriented RevOps team adapt quickly to AI tooling and ways of working, raising the ceiling on what the function can deliver without adding headcount.
• Shape compensation and planning cycles — take ownership of budgeting, commission design, and quarterly reforecasting processes, acting as a trusted operational counterpart to the CRO and commercial VPs.

What We Expect

• A track record in Revenue Operations or Sales Operations in a B2B SaaS or technology business, with direct experience owning forecasting, pipeline management, and cross-functional alignment — not just supporting it.
• Demonstrated people leadership — you have managed a small team, navigated competing stakeholder demands on their behalf, and helped them grow.
• Strong Salesforce competency — you do not need to be a developer, but you need to understand it structurally, have worked through a meaningful Salesforce project (migration, redesign, or integration), and be able to give credible guidance to admins and engineers.
• Experience running planning and compensation cycles — budgeting, territory planning, quota setting, or commission design in a commercial organisation.
• Comfort operating as a strategic partner to senior leadership — you have been in the room, contributed to QBRs, and held your own when priorities conflict.
• Familiarity with the modern RevOps tool landscape — HubSpot, Gong or a comparable conversation intelligence tool, and ideally some exposure to CPQ tools such as Salesforce CPQ or DealHub. Experience with AI-first GTM tooling is a genuine differentiator.
• Coachability — we want someone who is excited to grow with us.

Your First 6 Months

In your first few weeks, you will listen more than you act. That means structured conversations with Sales, Marketing, Customer Success, Finance, and leadership to map how revenue actually moves from lead to renewal — and where it quietly leaks. You will not be expected to have answers immediately; you will be expected to ask the right questions.

By month two or three, you will have translated that listening into something tangible: agreed metric definitions that the whole go-to-market organisation trusts, a single pipeline view that leadership uses by default, and a forecasting cadence that your team runs with confidence. The active Salesforce workstreams — including the CS integration, layout rework, and platform connection — will be underway with clear ownership.

By the halfway mark, you will have established yourself as the operational centre of gravity for the commercial team. You will be running planning and compensation cycles alongside the CRO, managing stakeholder priorities across Sales, CS, and Marketing, and have a clear point of view on where the team needs to go next — including how AI tooling changes what your function is capable of.

Why It Might Not Be a Match

You prefer a clearly scoped role with stable systems and predictable priorities. At emnify, the RevOps roadmap is active and evolving — Salesforce is mid-transformation, processes are being redesigned, and stakeholder demands regularly compete. You will need to hold structure and move fast at the same time.

You are most comfortable as an individual contributor. This role requires genuine people leadership — you will be managing a team through change, shielding them from noise, and developing their capability toward AI-first ways of working. That is not a small part of the job.

You need a large, well-resourced team to operate at your best. emnify's RevOps function is lean and high-ownership. The expectation is that you bring strategic judgement and roll up your sleeves — not that you delegate the complexity.