Expansion and Revenue Operations

Orbio; Madrid; Presencial; EUR 90.000 - 140.000; Jornada completa

Ventajas ofrecidas por este puesto de trabajo

Competitive salary

Equity package

Flexible working environment

Descripción de la vacante

Orbio, a Madrid-based AI-driven HR startup, seeks a dynamic leader to own Expansion and Revenue Operations. You will design the country launch playbook, run the revenue engine across markets, and drive market intelligence, financial sustainability, and local hiring.

You will source and close deals in new markets, manage CRM and GTM tooling, ICP mapping, pricing, incentives, and board reporting. This role requires hands-on sales, cross-functional collaboration, and the ability to scale rapidly.

Formación

• Proven experience in expansion, revenue operations, or similar in startups.
• Strong sales process, CRM, and pipeline management knowledge.
• Experience managing P&L and financial metrics at market level.
• Navigate legal/compliance for international market entries.
• Successful recruitment and building high-performing commercial teams.
• Hands-on enterprise sales experience.
• Excellent cross-functional project management.

Responsabilidades

• Design and manage the expansion operating system: market prioritization, entry sequencing, entity setup, and launch execution to ensure rapid and clean market openings.
• Full ownership of revenue operations across existing and new markets, including CRM and GTM tooling, sales processes, pipeline management, pricing models, commission and incentives, and board-level reporting on key metrics.
• Sell directly: source, run, and close deals in new markets, carrying the first revenue in each country before local teams are established.
• Conduct market and deal intelligence: ICP mapping, target account lists, competitive and regulatory analysis, and localized pitch and pricing strategies.
• Own market P&L and unit economics in collaboration with Finance, delivering clear financial insights to the board.
• Oversee legal, accounting, auditing, and compliance coordination for entity setups in new countries.
• Lead recruitment and onboarding of local commercial teams to enable rapid scaling.
• Act as a bridge between market feedback and Product and Marketing teams to prioritize improvements and messaging.
• Establish cross-country alignment through effective reporting, documentation, and communication processes.

Conocimientos

Expansion

Revenue operations

CRM systems

Pipeline management

Forecasting

Enterprise sales

Cross-functional PM

Team recruitment

Descripción del empleo

Role Overview

At Orbio, we are seeking a dynamic and driven professional to lead our Expansion and Revenue Operations. This pivotal role is responsible for designing and executing the end-to-end country launch playbook, owning the entire revenue engine across markets, and driving market intelligence, financial sustainability, and hiring processes. You will be the commercial pioneer in new markets, running deals, building scalable systems, and ensuring smooth and rapid market entries.

Key Responsibilities

• Design and manage the expansion operating system: market prioritization, entry sequencing, entity setup, and launch execution to ensure rapid and clean market openings.
• Full ownership of revenue operations across existing and new markets, including CRM and GTM tooling, sales processes, pipeline management, pricing models, commission and incentives, and board-level reporting on key metrics.
• Sell directly: source, run, and close deals in new markets, carrying the first revenue in each country before local teams are established.
• Conduct market and deal intelligence: ICP mapping, target account lists, competitive and regulatory analysis, and localized pitch and pricing strategies.
• Own market P&L and unit economics in collaboration with Finance, delivering clear financial insights to the board.
• Oversee legal, accounting, auditing, and compliance coordination for entity setups in new countries.
• Lead recruitment and onboarding of local commercial teams to enable rapid scaling.
• Act as a bridge between market feedback and Product and Marketing teams to prioritize improvements and messaging.
• Establish cross-country alignment through effective reporting, documentation, and communication processes.

Required Qualifications and Experience

• Proven experience in expansion, revenue operations, or similar roles in high-growth startups or scale-ups.
• Strong understanding of sales processes, CRM systems, pipeline management, and revenue forecasting.
• Experience managing P&L and financial metrics at a market or country level.
• Ability to navigate legal and compliance requirements for international market entries.
• Demonstrated success in recruiting and building high-performing commercial teams.
• Hands-on sales experience, ideally in Enterprise sales environments.
• Excellent project management and cross-functional coordination skills.

Desired Skills and Competencies

• Strategic thinker with strong analytical and problem-solving abilities.
• Exceptional communication and interpersonal skills.
• Comfortable working in a fast-paced, dynamic startup environment.
• Detail-oriented with a focus on execution and results.
• Collaborative mindset with a passion for building scalable processes and teams.

Benefits and Perks

• Opportunity to shape the growth and revenue engine of an innovative AI-driven HR startup.
• Work with a passionate and experienced founding team.
• Competitive salary and equity package.
• Flexible working environment based in Madrid.
• Continuous learning and professional development opportunities.

Company Culture and Values

At Orbio, we are driven by innovation, collaboration, and a passion for transforming Human Resources through technology. We value diversity, inclusivity, and the unique perspectives each team member brings. Join us to be part of a mission to empower HR teams and redefine business performance.