Director, GTM & Revenue Operations

You own the operating model, process, enablement, the systems requirement, and the forecast. The commercial organisation owns the relationships, the selling, and delivery against the number. You design the targets, compensation, and territory structures with commercial leadership, and you shape decisions through the strength of the operating case. In your first year, success looks like a forecast that's trusted and accurate, new hires productive faster, a consistent quality bar across the combined team, and the platform and process the org runs on every day.

WHAT YOU’LL DO

• Own the commercial operating model and the team that runs it, working hand in glove with the commercial organisation, Workforce Management, the trading leads, and the analytics and data teams that support the whole function.
• Own GTM operations: define the go-to-market playbook, pipeline, and commercial process across both marketplaces, and, with commercial leadership, design the targets, compensation, and territory/account structures that tie individual attainment to the business outcome. Own capacity and headcount planning with Workforce Management.
• Own sales enablement and quality: build the onboarding and ramp-to-productivity structures, a standard readiness sign-off, org-wide QA and calibration, and ongoing L&D for both individual contributors and leaders, so new hires get productive faster and quality holds across the organisation.
• Own the requirements for the commercial systems and tooling: direct Salesforce as the commercial system of record, owning the process and workflow design, prioritisation, and the roadmap to bring the whole commercial org onto one platform, plus the sales-engagement and automation tooling (e.g., Groove), AI-assisted workflows, and the performance dashboards the teams run on. You own the requirement and how the commercial org runs on the platform; the platform itself, its build, and administration, sits with the tech org, who you partner with and direct.
• Own revenue-operations analytics and forecasting: produce a forward-looking commercial forecast that feeds trading and reconciles to Finance's P&L view, own the operational reporting that diagnoses what the volume and operational teams are driving into the number, and provide the evidence base behind comp and performance decisions. You own the operational read and set the requirement; you partner with Finance and the central analytics and data teams, who own the build.
• Own program management: run the commercial PMO, from end-to-end discovery and sizing of new initiatives through governance (charters, RACI, risk, and impact), so cross-functional commercial programmes land on time with clear ownership.
• Build the function: shape and hire the team the function needs across the five areas, from a starting base of three, and make the case for the investment. Run the combined Sell My Car and Get Your Car commercial operation as one, a single dealer view, one operating model, and consistent process across both products.
• Get more out of the team with AI and automation: mature how the commercial org operates with AI-first tooling and automation, so manual workflows disappear and the org gets the answer without a person in the loop.
• Feed the operating rhythm: own the commercial-motion input into the weekly operating cadence and the read up to Finance, trading, and the CEO, with a clean, leadership-ready view of where the pipeline sits and where it is heading.

WHAT YOU’LL NEED

Please note: We know that no candidate will be a perfect match for everything here, so please apply if you're close to the brief. If you meet most of the essentials, we'd like to hear from you.

The essentials:

• A track record of leading a revenue-operations, commercial-operations, or GTM-operations function at scale, in a marketplace, growth, or B2B sales context
• Breadth across the operating model: you've owned, or closely partnered on, most of GTM process, enablement, commercial systems, and analytics, and you understand how they fit together
• Strong CRM fluency with Salesforce as a system of record: you can set the requirements, shape the data model and process, and direct a platform team, not just keep it clean
• Commercial process and incentive design: targets, compensation, territory, and capacity planning tied to business outcomes
• A people leader and builder: you've grown a multi-disciplinary team from a small base, hired well, and set a clear bar
• Analytical and data-fluent: comfortable in a forecast and a pipeline model, and drawing honest conclusions from the numbers

How you'll work (we'll explore these in interview):

• Fluent and curious with AI: you use it to work faster and help a team adopt it
• Comfortable running a cross-functional PMO, with charters, RACI, and clear risk management
• Credible with senior stakeholders: you make a well-evidenced case and hold it under challenge, and you influence across teams you don't own
• Self-directed: you turn an ambiguous problem into a plan, with a bias for action
• Intellectually honest: you surface the hard truth early rather than the comfortable answer late

Nice to have:

• Hands-on Salesforce administration or architecture (certification a plus), CPQ, and sales-engagement/revenue-intelligence tooling (e.g., Groove, Outreach)
• SQL/data warehouse fluency
• Marketplace, two-sided platform, or automotive experience
• Process-improvement or operational-excellence training (e.g., Lean Six Sigma), especially paired with a commercial background

INTERVIEW PROCESS

• Phone screen with a member of the Talent Team
• First round interview with the hiring manager focussed on prior experience
• Second round made up of a case study presentation on a revenue-operations problem (we'll send the brief in advance and give you time