Head of Revenue Operations (m/f/d)

Revenue Enablement; Berlin; Hybrid; EUR 120.000 - 150.000; Vollzeit

Zusammenfassung

Berlin-based Head of Revenue Operations leads the revenue engine for a global GTM organization in a hybrid setup. You own forecasting, pipeline, compensation, quotas, territories, and the engagement rules across the Salesforce platform and GTM tools.

You will propel a transitioning RevOps team, with a mandate to harden processes and data reliability. You work closely with the CRO, VPs, Finance and the CEO, driving AI-enabled automation and a single source of truth for leadership reporting.

Qualifikationen

• Minimum 7 years in Revenue Operations, Sales Operations or related commercial role in B2B SaaS.
• Proven ownership of a company-wide sales forecast and operating cadence.
• Proven experience with Salesforce as the system of record for a multi-region sales org.
• Experience running forecast calls, QBRs, planning with executive stakeholders.
• Demonstrated use of AI tooling and automation in real work.
• Comfort in an international, established company with real legacy and data debt.
• Fluent English.

Aufgaben

• Own the revenue engine across GTM: forecast, pipeline, compensation and quotas.
• Lead a small RevOps team; set priorities and ensure delivery.
• Own Salesforce platform roadmap, data quality, governance and releases.
• Manage GTM tool stack and AI automation to reduce manual work.
• Prepare QBR packs and regional dashboards for leadership review.
• Collaborate with CRO, VPs, Finance and CEO; translate goals to processes.
• Ensure data-driven decisions by delivering accurate metrics and insights.

Kenntnisse

Forecasting

Salesforce

Data fluency

AI & automation

Leadership

GTM strategy

Tools

Salesforce

Planhat

Attention

Weflow

Outreach

ZoomInfo

HubSpot

DocuSign

n8n

Jobbeschreibung

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. You know the platform well enough to set a roadmap, review a data model and challenge a build. You do not need to be the admin, but you cannot be a bystander.


• Data fluency. You work in SQL or a reporting layer without waiting for someone else, you know what a definition is worth, and every number you present states what it is based on.


• A genuinely AI-first mindset. You already use AI agents and modern AI tooling in your own work and you expect your team to build with them. You automate before you hire.


• Leadership. You have led a small team through change and kept it stable: clear expectations, honest feedback, protection from noise.


• Executive presence. You are direct, structured and calm with C-level and VPs, in English, with a bias to plain language over consulting vocabulary.

Must have

• Minimum 7 years in Revenue Operations, Sales Operations or a closely related commercial operations role in B2B SaaS or technology, at least 3 of them leading a team.


• Proven ownership of a company-wide sales forecast and of a variable compensation cycle.


• Proven work with Salesforce as the system of record for a multi-region B2B sales organization.


• Experience running the operating cadence with executive stakeholders: forecast calls, QBRs, planning.


• Demonstrated use of AI tooling and automation in real operational work.


• Comfort in an international, established company with real legacy: process debt, data that needs fixing, and stakeholders who need to be won rather than told.


• Fluent English.

Nice to have

• Infrastructure or usage-based SaaS experience.


• Experience with consumption-based or usage-based revenue models and the revenue definitions that go with them.


• Experience with the wider stack: Planhat, Attention or comparable call intelligence, Outreach, Clari, n8n.


• Experience taking over a function from an interim or founding leader.


• German.

Why this might not be a fit

• You want to run RevOps from the slide deck. This role reads the Salesforce report itself and sits in the forecast call every week.


• You see the tool stack as procurement. Here you decide what stays based on adoption and outcome, and you retire what does not earn its place.


• You see AI as a productivity add-on rather than the way the team builds and operates.


• You want a clean organization handed to you. The data is real, some of it is messy, and part of the job is fixing it while the business runs.


• You expect a pure startup environment. This is an established company. Success here needs confidence, measurable impact, stakeholder management, and the ability to influence leadership and drive change.


• You avoid difficult conversations with senior people about what the numbers say.

What success looks like (6–12 months)

• Leadership, the board and investors steer by one forecast, weekly, with a stated basis and a track record of accuracy per region and cohort.


• The variable compensation cycle for the coming year runs on time, with one owner, plans executed before the year starts and payouts reconciled without dispute.


• Quotas, territories and rules of engagement for the coming year are set and enforced in Salesforce before the year starts.


• The Salesforce roadmap is shipping on cadence, data quality is measurably better, and the GTM stack works as one connected system.


• AI agents and automations built by the team are in daily use across Sales, Marketing, Customer Success and Sales Development, and the manual work behind reporting and hygiene is measurably reduced.


• The RevOps team of three has clear ownership, stable capacity and the trust of the regional VPs.


• The handover from the interim lead is complete and nothing that ran before has stopped running.

About the company

An established, international B2B technology company with a direct sales organization across EMEA, NAMER and LATAM, plus Sales Development, Customer Success and Marketing. Revenue is consumption-based. Salesforce is the system of record for the entire sales motion.