Head of Revenue Operations

Borderless; Greater London; Hybrid; GBP 70,000 - 100,000; Full time

Benefits offered by this job

3 days in office, 2 days remote

Monthly in-office lunches

Annual offsite

Private medical insurance

Gym in Shoreditch

Cycle to Work scheme

Smart Pension contributions

Onsite barista

Job summary

Borderless in London seeks a Revenue Operations Lead to own the CRM, GTM tech, and revenue data across Sales, Marketing and Customer Success. You will report to the CEO and build the RevOps function end-to-end, with room to shape processes as we scale.

The role focuses on HubSpot as the single source of truth, creating trusted, connected data and insightful forecasting. You’ll design GTM workflows, define metrics, and drive efficiency across the revenue engine with cross-functional partnership.

Qualifications

• 3+ years experience in RevOps, Sales Ops or similar data-driven operations role, ideally within B2B SaaS.
• Experience managing Hubspot and modern RevOps tooling, including CRM platforms and marketing automation systems.
• Experience building outbound systems in Clay or equivalent, including enrichment and CRM writeback and operationalising outbound with an SDR team.
• Comfortable working in high-growth environments where systems and processes are still evolving.
• Highly proactive and self-directed, identifying and prioritising opportunities to improve systems, processes and performance.

Responsibilities

• Revenue Data & Reporting: Build and manage pipeline reporting, revenue forecasting and executive reporting.
• CRM & GTM Systems: Own CRM (Hubspot) structure, hygiene and governance; optimise the GTM tech stack.
• GTM Processes: Design and optimise GTM processes and document playbooks for Sales, Marketing and Customer Success.
• Attribution & Performance: Implement attribution models across inbound, outbound, events, partnerships and paid channels.
• Outbound systems and GTM engineering: Own the outbound data layer, enrichment and signal sourcing; manage deployment and SDR alignment.
• Cross-functional Enablement: Ensure GTM teams operate from a shared, trusted view of revenue data.

Skills

Analytical skills

Communication skills

Cross-functional collaboration

Tools

HubSpot

CRM platforms

Marketing automation

Job description

About Borderless

At Borderless, we’re building a world where borders are no longer barriers — where anyone can move anywhere, seamlessly and safely.

Founded in 2023, we’ve already helped 600+ UK businesses and 15,000+ individuals navigate the complexity of immigration.

Powered by technology and supported by an expert team, our platform removes the friction of Home Office compliance, visa processing and sponsor licence applications — making immigration faster, simpler and more accessible for everyone.

Backed by Entrepreneur First and Backed.VC, we’re scaling quickly and in 2026 expanding into new sectors and markets to accelerate our growth.

Also 25% of our workforce is sponsored, and we proudly offer visa sponsorship as part of our hiring process.

Role Overview

We are looking for a Revenue Operations Lead to build and scale the systems, data and processes that power our go-to-market teams.

You will report directly to our CEO and own RevOps end to end as our only dedicated RevOps hire. There is no inherited playbook and no committee to work through: you decide how the revenue engine gets built, then you build it, with the room to grow the function around you as we scale.

Our north star for your first three months: HubSpot is the trusted source of truth for the business, clean, measurable and connected, and RevOps has moved from fixing the foundations to producing the insight that shapes planning and forecasting for the quarter ahead.

This is a high-ownership role responsible for the systems, data, processes and insights that support our Sales, Marketing and Customer Success teams.

You will own our CRM (Hubspot), GTM tech stack and revenue data, ensuring the business has clear visibility across the full customer journey - from lead generation through to customer expansion.

The right person will combine fantastic verbal and written communication with strong systems thinking and commercial understanding, helping our teams operate faster, make better decisions and continuously improve performance.

This role sits at the centre of our revenue engine, enabling SDRs, marketing, partnerships, AEs and Customer Success teams to work more effectively while providing leadership with clear insight into pipeline health, performance and growth opportunities.

Role Responsibilities

Revenue Data & Reporting

• Build and manage pipeline reporting, revenue forecasting and executive reporting.
• Define and track key revenue metrics across the full funnel, creating dashboards for Sales, Marketing and leadership to monitor pipeline health and performance.
• Provide insights to leadership on pipeline trends, revenue performance and growth opportunities.

CRM & GTM Systems

• Own CRM (Hubspot) structure, hygiene and governance.
• Own and optimise the GTM tech stack, including CRM, sales tooling, marketing automation and attribution platforms.
• Define consistent revenue metrics, data definitions and reporting standards across GTM teams.
• Improve systems through automation, experimentation and new tooling.

GTM Processes

• Design and optimise GTM processes and document playbooks used by Sales, Marketing and Customer Success.
• Partner with Marketing on lead scoring, segmentation and nurture flows.

Attribution & Performance

• Implement attribution models across inbound, outbound, events, partnerships and paid channels.
• Measure campaign performance and analyse funnel conversion to improve pipeline generation and revenue efficiency.

Outbound systems and GTM engineering

• Own the outbound data layer, including target lists, enrichment waterfalls and signal sourcing.
• Identify prospect buying signals, turning them into sequenced, scored and routed plays for the SDR team to work.
• Own sending infrastructure, including domains, deliverability, sequencers and reply handling.
• Measure performance with the SDR team, and retire what does not convert.

Cross-functional Enablement

• Ensure GTM teams operate from a shared, trusted view of revenue data and systems.

Your first 90 days

We would rather tell you what good looks like than leave you to guess.

First 30 days: learn the engine

• Get under the bonnet of HubSpot and the wider GTM stack, and work out where every number comes from and where the numbers disagree with each other
• Sit with the SDRs, AEs, Marketing, Partnerships and Customer Success teams, and understand how each of them actually works today
• Deliver a scored audit of our CRM across data integrity, insight ability, usability and automation, with a clear view of what to fix first and why

By 60 days: the data is trusted, and the numbers have one owner

• A published HubSpot health rubric and score, so quality is measurable rather than a matter of opinion
• A completed GTM data-integrity review, with the problems it surfaced remediated and no inconsistencies left in the numbers
• The highest-impact lever for revenue growth identified, whether that is lead volume, MQL quality, conversion between stages or close-won rate, with new processes or assets in place to move it
• Stretch: our reporting has moved off spreadsheets and into something connected to live HubSpot data

By 90 days: the system produces decisions

• An attribution model live across inbound, outbound, self-book and partnerships
• Forecast accuracy tracked for the current quarter, and a forecast for the next one that leadership can plan against
• The HubSpot quality score improved again on your 60-day baseline
• The revenue initiatives you defined at 60 days built and delivered

Requirements

• 3+ years experience in RevOps, Sales Ops, Marketing Ops or a similar data-driven operations role, ideally within B2B SaaS.
• Experience managing Hubspot and modern RevOps tooling, including CRM platforms and marketing automation systems.
• Experience building or improving GTM processes, reporting frameworks or revenue systems.
• Strong analytical and communication skills, with the ability to translate revenue data into clear insights and actionable recommendations.
• Hands-on experience building outbound systems in Clay or equivalent, including enrichment and CRM writeback and operationalising outbound with an SDR team.
• Comfortable working in high-growth environments where systems and processes are still evolving.
• Highly proactive and self-directed, identifying and prioritising opportunities to improve systems, processes and performance.

Interview Process

• 30 minute screening call with Talent
• 45 minute interview with the Hiring Manager
• Take Home Task
• Final onsite interview

Benefits

3 days in office, 2 days remote

Monthly company in-office lunches

Monthly company team events

Annual offsite (our last one was in Marrakesh!)

Comprehensive private medical insurance.

Holidays & Remote Work

25 days holiday each year + 3 days between 25th December and 31st January, plus bank holidays

1-week work-from-anywhere policy

Growth & Development

£500 annual Learning & Development budget

6-month performance reviews and promotion opportunities

Equipment & Other Perks

Laptop and peripherals — whatever you need to work effectively

Cycle to Work scheme

Employer pension contributions via Smart Pension

Access to Spill (mental health support)

Gym in Shoreditch Exchange

Onsite barista