Head of Revenue Operations

Apogee Sustainability Limited; Durban; Hybrid; ZAR 600 000 - 800 000; Full time

Job summary

An innovative sustainability organization is looking for a Revenue Operations Manager to ensure the revenue process is structured and efficient. You will collaborate with Marketing, Sales, and Operations to maintain data integrity and improve forecasting accuracy. With over 5 years of experience in Revenue Operations and proficiency in Salesforce, you are the architect of our revenue process, ensuring alignment across global teams. The role offers competitive perks, including private health insurance and a performance bonus.

Benefits

Private Health Insurance

Pension Plan

Paid Time Off

Work From Home

Training & Development

Performance Bonus

Qualifications

• 5+ years in Revenue Operations, Sales Operations, or GTM Operations.
• Experience in B2B environments with long sales cycles and complex technical buyers.
• Strong understanding of recurring revenue models like ARR, churn, and expansion.
• Hands-on experience with Salesforce CRM, including architecture and data hygiene.
• Ability to operate across multiple regions and time zones.

Responsibilities

• Bring structure to revenue processes from demand to booking.
• Run revenue and pipeline reviews and build dashboards.
• Refine and document revenue processes and pipeline stages.
• Partner with leadership to translate growth strategy into operations.
• Support forecasting accuracy and identify risks early.

Skills

Revenue Operations

Salesforce CRM

B2B sales

Data analysis

Project management

Tools

Salesforce

CRM tools

Job description

Energy Drive Systems is scaling. Our customers are global industrial operators who care deeply about reliability, efficiency, and measurable outcomes, and our revenue machine needs to reflect that same level of discipline.

This is our first dedicated Revenue Operations hire. Your job is to bring structure, visibility, and calm to the entire revenue engine, from demand quality and first enquiry, through to booking, delivery handoffs, and long-term account expansion. In short…make revenue predictable, measurable, and scalable.

You’ll work closely with Marketing, Business Development, Sales, Operations and Account Management to ensure leads don’t disappear, forecasts can be trusted, and leadership can make decisions based on reality not gut feel or spreadsheet archaeology.

This role is not about building a big RevOps empire. It’s about building just enough process, data, and rhythm to support a growing business operating across the US, Europe, South Africa and emerging markets.

What does a typical month look like?

You’ll spend time inside the CRM (cleaning, fixing, improving), running revenue and pipeline reviews, building simple dashboards leadership actually uses, and unblocking GTM teams when processes or systems get in the way.

One week you might be tightening lead handoff between Marketing and Business Development. The next you’re fixing forecasting logic, redefining pipeline stages, or helping leadership understand why conversion rates differ by region or vertical.

You’ll talk to sales reps, marketers, operations and account managers regularly asking annoying (but necessary) questions like “What actually happens here?” and “Why does this deal stall?”

You’ll also be shaping how RevOps works at Energy Drive Systems long-term, without overengineering things too early.

Revenue Model & Alignment

• Steward and continuously improve the end-to-end revenue operating model across Marketing, Business Development, Sales, Operations, and Account Management. You will ensure the feedback loop between post-sale delivery and pre-sale expectations is tight and operationalised.
• Refine and continuously document core revenue processes: lead management, pipeline stages, forecasting cadence, and handoffs between teams.
• Ensure everyone is working from the same definitions of leads, opportunities, CARR, ARR, churn, and expansion.
• Partner closely with leadership to translate growth strategy into operational reality.

Forecasting, Pipeline & Planning

• Partner with regional leadership to drive pipeline hygiene and forecasting accuracy. This includes standardizing the approach to renewal forecasting and expansion pipeline to ensure long-term value is as predictable as new business bookings.
• Run weekly and monthly revenue cadence (pipeline reviews, forecast calls, performance tracking).
• Support territory design, quota setting, and capacity planning as the business scales.
• Identify risks early (pipeline gaps, stalled deals, regional slowdowns) and surface them clearly.

Data, Reporting & Insights

• Build and maintain a single source of truth for revenue and GTM performance.
• Create simple, trusted dashboards covering:
• Pipeline & bookings
• CARR, ARR, churn, and expansion
• Conversion rates and cycle times
• Regional and segment performance
• Translate data into insight, helping leadership understand why numbers move, not just that they moved.
• Support board level reporting when required.

Systems Ownership

• Own CRM structure, data quality, and governance.
• Ensure marketing-generated leads are visible, routed correctly, and followed up fast (leads age like donuts).
• Evaluate and optimise RevOps tools pragmatically, no shiny-object syndrome.
• Document processes so the business doesn’t rely on tribal knowledge.

Cross-Functional Enablement

• Work closely with the Marketing Manager to ensure campaigns, enquiries, and attribution connect cleanly to pipeline and revenue.
• Support Business Development and Sales with clear processes, clean data, and usable reporting.
• Partner with Account Management and Delivery teams to improve visibility into renewals, expansions, and long-term value. Establish clear feedback mechanisms so that project outcomes and delivery realities inform future sales criteria and ideal customer profiles.
• Act as the connector across GTM teams.

Ideal for someone who…

• Understands the boundaries of RevOps: You are the architect of the revenue process, but you do not own individual sales performance, quota attainment, or delivery project execution.
• Prioritizes commercial value: You do not build process for process's sake; every operational change must have a clear commercial justification.
• Enjoys building structure where there currently is “some structure”
• Is comfortable being hands-on and thinking strategically
• Can simplify complex, messy realities into something usable
• Communicates clearly with both engineers and commercial teams
• Prefers impact over hierarchy

Requirements

• 5+ years in Revenue Operations, Sales Operations, or GTM Operations
• Experience in B2B environments with long sales cycles and complex technical & commercial buyers
• Strong understanding of recurring revenue models (ARR, churn, expansion)
• Hands-on Salesforce CRM experience (architecture, reporting, data hygiene)
• Comfortable operating across multiple regions and time zones
• Ability to link operational data to commercial outcomes

Why this role matters

• Energy Drive Systems is operating in markets where credibility, execution, and long-term trust matter. RevOps will be central to making sure our growth is sustainable, not accidental.
• You’ll have real influence, direct access to leadership, and the opportunity to shape how revenue works as the company scales globally.

Success Criteria

To reduce ambiguity, here is what 'good' looks like after your first 9–12 months:

• Forecast Reliability: Leadership has trust in the numbers, with reduced variance between committed and closed revenue.
• Data Integrity: Disputes over 'whose data is correct' are replaced by a single, accepted source of truth.
• Operational Handoffs: The friction between Sales closing a deal and Operations delivering it is minimized through clear, documented entry/exit criteria.
• Salesforce Super User: You have established yourself as the internal Salesforce subject matter expert and administrator, capable of managing configuration, reporting, and hygiene directly without reliance on external developers
• Full-Funnel Visibility: We have early visibility into renewal risks and expansion opportunities, not just new business pipeline.

• Private Health Insurance
• Pension Plan
• Paid Time Off
• Work From Home
• Training & Development
• Performance Bonus