Revenue Operations Manager

Ripjar; Cheltenham; Hybrid; GBP 90,000 - 130,000; Full time

Benefits offered by this job

Fully remote work

25 days leave + birthday off

Christmas shutdown

Life assurance

Company share scheme

Private family healthcare

Employee assistance programme

Pension contributions

Parental leave enhancements

MacBook Pro

Office snacks

Job summary

Ripjar is a remote-first team with a UK-wide remit, seeking a Revenue Operations Manager to enable our commercial team through AI-enabled planning and governance. You will own data, systems and processes across marketing, sales and customer success, partnering with the executive team to translate growth strategy into measurable execution.

This is a senior individual contributor role with high visibility. We expect experience in enterprise software transformation, design and deployment of AI

Qualifications

• Experience leading commercial transformation in an enterprise software scale-up and owning end-to-end annual planning.
• Designing, deploying and measuring AI workflows in a commercial setting, including data governance and adoption.
• Leading change management across a commercial team and translating complex changes into clear messaging.
• Strong commercial KPIs knowledge: pipeline efficiency, CAC payback, NRR, gross retention, forecast accuracy.

Responsibilities

• Revenue planning: own the annual planning cycle end-to-end across Marketing and CS.
• AI orchestration: design, deploy and govern AI workflows across the team and RevOps.
• Lead change programmes for new processes, tools and AI workflows.
• Own the commercial data model, governance and quality standards for reporting.
• Manage the wider commercial tech stack including Salesforce and related tools.
• Define and run operating cadences: pipeline reviews, forecasting, QBRs.
• Define KPIs and instrument reporting for board visibility and improvements.
• Pricing: own frameworks, deal desk and discount governance across deals.

Skills

Revenue operations

AI workflows

Change management

KPIs & forecasting

Pricing knowledge

Stakeholder management

Communication skills

Salesforce

Data storytelling

Tools

Salesforce

Looker

Tableau

Gong

Outreach

Clari

Job description

Ripjar was founded by veterans of GCHQ to bring national security-grade intelligence tools to the fight against financial crime. Financial crime funds human trafficking, terrorism, corruption and sanctions evasion on a global scale, and the organisations on the front line need technology built to match the threat.

Today, Ripjar's AI-native software and data fusion products are used by governments, the world's largest banks, and global enterprises to automate the detection, investigation and monitoring of serious financial crime. Every day, hundreds of customers and thousands of daily active users rely on the platform to screen hundreds of millions of names for risk in real time, prevent money laundering and stop terrorist financing.

If you want your work to matter, this is where it happens.

We are a remote first team, with a head office based in Cheltenham. This position is open to UK wide candidates. If you are based near Cheltenham, you are more than welcome to work from our office at any time.

The role:

We're looking for a Revenue Operations Manager to help enable our commercial team through a period of significant change combined with fantastic growth: embedding AI into how we plan, sell and retain, while raising the efficiency bar set by our leadership and investors.

Reporting to the Chief Revenue Officer, you will be responsible for ensuring that Ripjar builds, enables and governs best-in-class revenue processes across marketing, sales and customer success. You will own the operational systems that turn our growth strategy into measurable execution: the data, technology, processes, disciplines, and increasingly the AI agents that work alongside our commercial team.

This is a senior, high-visibility individual contributor role, partnering directly with the executive team and acting as the: bridge between commercial leadership and the board's view of revenue performance.

Key responsibilities:

• Revenue planning: Own the annual planning cycle end-to-end, including capacity, territories, quotas and compensation, and align this with the wider commercial plan across Marketing and Customer Success.
• AI orchestration and commercial transformation: Lead the design, deployment and governance of AI workflows and agents across the commercial team and within RevOps's own operations. Run a continuous cycle of evaluating, piloting, scaling and retiring tools, and prove the business impact of each.
• Change management: Lead the change programme that lands new processes, tools and AI workflows across the commercial team, including communication, training, adoption metrics and reinforcement.
• Data, systems and tech stack: Own the commercial data model, governance and quality standards that make our reporting trustworthy and our AI agents reliable. Own the wider commercial tech stack: Salesforce and the surrounding tools: including selection, negotiation, implementation and supplier management.
• Process discipline and cadence: Define, run and lead the operating cadences that hold the commercial team to account: pipeline reviews, forecasting, win/loss reviews and QBRs. Monitor process compliance, surface non-adherence and bottlenecks to leadership, and maintain standards when under pressure.
• Performance, KPIs and forecast accuracy: Define and instrument the commercial KPIs that matter to leadership and the board, including pipeline efficiency, CAC payback, NRR, gross retention and forecast accuracy. Drive measurable improvements against benchmarks.
• Pricing: Own pricing frameworks, deal desk and discount governance, ensuring consistent application across deals and protecting commercial margin.
• Enablement and SKOs: Develop and maintain the Sales Playbook, and support the planning and delivery of company kick-off and enablement events.
• Reporting and board-level storytelling: Deliver the monthly, quarterly and board-level reporting cadence, producing the data narratives that arm leadership with credible, defensible stories to take to the board.

Requirements

What we’re looking for:

• Demonstrated experience leading commercial transformation in an enterprise software scale-up, including at least one full annual planning cycle owned end-to-end.
• A track record of designing, deploying and measuring AI workflows in a commercial setting, both for the commercial team and within RevOps itself, including data preparation, governance and driving adoption.
• Proven experience leading change management across a commercial team, with the ability to translate complex process and technology change into clear, actionable messaging for different audiences.
• A strong grounding in modern commercial KPIs and benchmarking, including pipeline efficiency, CAC payback, NRR, gross retention, magic number and forecast accuracy.
• Strong presentation and data-storytelling skills, with an instinct for the narratives leadership needs to take to the board each quarter: and the discipline to back them with credible numbers.
• A good working knowledge of sales compensation design and practices.
• The confidence and commitment to hold the commercial team to account on process discipline: comfortable challenging senior peers and raising difficult issues with confidence when standards slip.
• Excellent interpersonal skills, with the ability to build credible relationships across all levels and functions, including the executive team.
• A proven ability to prioritise effectively, delegate admin work and manage agencies, so that the role stays focused on strategic impact rather than getting pulled into operational firefighting.
• Comfort managing multiple demands and adapting to shifting priorities, ambiguity and rapid change.

Tools, Technology and Methodologies:

• Fluency with at least one sales methodology, such as MEDDIC, Sandler or Miller Heiman, alongside familiarity with signal-based and ABM-driven GTM motions.
• Expert knowledge of Salesforce (certification desirable), with hands-on experience of the wider AI-native commercial stack (for example Clari, Gong, Outreach, Clay or equivalent).
• Strong analytical skills, with confidence in SQL, BI tooling (Tableau, Looker or similar) and financial and revenue modelling. Advanced Excel is assumed.

Why we think you’ll enjoy it here:

• Competitive base salary per year DOE
• Fully remote working
• 25 days annual leave + your birthday off, rising to 30 days after 5 years of service
• Full Christmas shutdown
• Life assurance
• Company Share Scheme
• Private Family Healthcare
• Employee Assistance Programme
• Company contributions to your pension
• Enhanced maternity/paternity pay
• The latest tech including a top of the range MacBook Pro
• Offices equipped with well-stocked pantries with food, snacks and drinks when in the office