Head of Revenue Operations

RegScale, Inc.; Boston (MA); On-site; USD 180,000 - 230,000; Full time

Job summary

RegScale, Inc. is seeking a Head of Revenue Operations in Boston to own the GTM analytics function and revenue technology stack. You will partner with sales, marketing, and finance to drive predictable growth, define metrics, govern data, and guide pricing, packaging, segmentation, and forecasting.

This player-coach role is hands-on now and will scale into building a high-performing RevOps team, with governance and deal-desk processes to enable growth.

Qualifications

• 8+ years in sales or business operations at B2B software, with ≥3 years in management.
• Deep hands-on CRM and go-to-market tool ecosystem expertise.
• Strong analytical skills with fluency in SaaS metrics.
• Proven ability to influence and align senior stakeholders across teams.
• Highly detail-oriented and data-driven.
• Experience building embedded or custom AI functionality.

Responsibilities

• Establish a single source of truth for GTM metrics with consistent definitions.
• Interface with sales and marketing to deliver accurate analysis informing pricing and packaging.
• Own the revenue tech stack: CRM, marketing automation, CS, sales engagement, and CPQ.
• Lead annual go-to-market planning including capacity, quotas, and territory design.
• Own data quality standards, governance, and deal-desk processes.
• Own revenue forecast and bi-weekly cadence to leadership.
• Partner with enablement to drive adoption of processes and tools.
• Recruit, develop, and lead a high-performing RevOps team.

Skills

CRM & GTM tools

Go-to-market analytics

Stakeholder management

Data-driven decision making

AI functionality development

Tools

CRM platforms

Marketing automation

Sales engagement tools

CPQ software

Job description

RegScale is a continuous controls monitoring (CCM) platform purpose-built to deliver fast and efficient GRC outcomes. We help organizations break out of the slow and expensive realities that plague legacy GRC tools by bridging security, risk, and compliance through controls lifecycle management. By leveraging CCM, organizations experience massive process improvements like 90% faster certification times, and 60% less audit prep time. Today’s expansive security and compliance requirements can only be met with a modern, CCM based approach, and RegScale is the leader in that space.

Position

We are seeking a Head of Revenue Operations to lead the operational foundation behind our next phase of growth. This leader will own our go-to-market analytics and accompanying systems as well as be the analytical voice around the effectiveness and outcomes of our Go-to-Market teams. You will serve as a trusted partner to the executive team on the health and predictability of our revenue and programs.

This is a player-coach role. The successful candidate will execute hands-on in the near term while designing and building the team and operating model needed for the next stage of growth.

Key Responsibilities

• Establish a single source of truth for GTM metrics, with consistent definitions, measurement, and tracking.
• Interface directly with the sales and marketing teams to deliver accurate, high-quality analysis and reporting that informs pricing, packaging, segmentation, and general strategic decisions.
• Own the end-to-end revenue technology stack, including the CRM, marketing automation, customer success, sales engagement, and CPQ tools as well as evaluating, selecting, and implementing new software.
• Act as a key stakeholder in annual go-to-market planning, including capacity planning, quota development, and territory design.
• Own data quality standards, governance, and deal-desk processes.
• Own the company's revenue forecast and its accuracy, delivering a bi-weekly forecast cadence to the leadership team.
• Partner with enablement to drive creation, adoption, and consistent adherence to processes and tools.
• Recruit, develop, and lead a high performing RevOps team.

Qualifications

Required

• 8+ years of experience in sales or business operations at B2B software companies, including at least 3 years in a managerial role.
• Deep, hands-on CRM and go-to-market tool ecosystem expertise.
• Strong analytical skills, including fluency with SaaS metrics.
• Proven ability to influence and align senior stakeholders across sales, marketing, customer success, services, and finance.
• Highly detail-oriented and data-driven.
• Demonstrated experience building embedded or custom AI functionality.

Preferred

• Experience at a scaling venture-backed company.
• Prior experience as the first or founding RevOps leader at a growth-stage company.