Shandalf
Director of Revenue Operations
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Shandalf has been retained to identify a senior commercial transformation leader for a global organisation.
We are looking for a senior commercial transformation leader who can create the operating system that enables the client's global commercial organisation to scale, execute and grow. You'll act as the commercial operating-model spine of the business, bringing together strategy, sales operations, forecasting, territory planning, enablement, technology, analytics and AI-driven productivity improvements under a unified framework.
This is a newly created, highly visible role with significant executive exposure and the opportunity to build a world-class Revenue Operations capability across a truly global organisation.
About The Role
Reporting directly to the Chief Commercial Officer, you will lead the evolution of Revenue Operations and Commercial Excellence globally.
- Build alignment across Sales, Marketing and Customer Success
- Establish commercial discipline and accountability
- Improve forecasting accuracy
- Drive Salesforce and revenue technology adoption
- Create the frameworks that enable sustainable growth
You will also play a key role in driving commercial transformation initiatives, embedding AI-enabled processes and helping senior leaders make better, faster and more informed commercial decisions.
What You'll Be Responsible For
Revenue Operations & Commercial Performance
- Lead the global commercial operating rhythm across forecasting, pipeline management, business reviews and performance governance.
- Improve forecasting accuracy, sales productivity and commercial visibility.
- Drive accountability and performance management across the commercial organisation.
- Create a single source of truth for commercial performance.
Sales Operations, Segmentation & Planning
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- Lead global market segmentation, territory planning and territory performance management.
- Drive account segmentation, whitespace identification and growth planning.
- Support quota planning, coverage models and commercial resource allocation.
- Develop frameworks that maximise commercial performance across regions.
Commercial Transformation
- Build and evolve a modern Revenue Operations function.
- Lead operating model design and large-scale transformation initiatives.
- Simplify processes, remove inefficiencies and improve commercial execution.
- Act as a strategic partner to the CCO on key commercial priorities.
Salesforce, Revenue Intelligence & Technology
- Own the commercial technology roadmap in partnership with Technology teams.
- Drive Salesforce governance, adoption and optimisation.
- Champion Gong adoption and broader revenue intelligence capabilities.
- Improve commercial reporting, analytics and decision-making frameworks.
- Leverage AI-enabled workflows and automation to improve productivity and efficiency.
Sales Enablement & Leadership Effectiveness
- Partner with commercial leaders to improve seller productivity and effectiveness.
- Support the implementation of sales methodologies, onboarding programmes, manager coaching frameworks and enablement initiatives.
- Drive adoption of best practices that improve commercial outcomes globally.
- Create scalable frameworks that influence seller behaviours and performance.
Data & Analytics
- Build executive dashboards and commercial performance reporting.
- Create valuable insights from commercial data.
- Establish robust data governance standards.
- Improve visibility across forecasting, pipeline health, retention, expansion and commercial performance metrics.
What You'll Bring
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We are particularly interested in candidates who have:
- Led Revenue Operations, Sales Operations, Commercial Excellence or GTM Operations functions within complex international organisations.
- Supported large-scale commercial organisations across multiple regions and markets.
- Built or transformed commercial operating models and functions.
- Delivered global forecasting, planning and pipeline governance programmes.
- Led market segmentation, territory planning and territory performance initiatives.
- Driven Salesforce adoption, governance and optimisation programmes.
- Experience coaching commercial leaders and driving behavioural change through enablement programmes.
- Successfully delivered commercial transformation initiatives within SaaS, technology, subscription, data, information services or professional services environments.
- Built strong partnerships with executive stakeholders including CROs, CCOs and regional commercial leadership teams.
It would be desirable if you also have
- Experience with Gong, Clari, Marketo, Xactly or Revenue Intelligence platforms.
- AI-enabled commercial operations and workflow automation experience.
- Private Equity, M&A, integration or high-growth transformation experience.
- Experience leading global teams and influencing large matrix organisations.
Why this role is a fantastic opportunity
- Newly created strategic leadership role.
- Direct partnership with the Chief Commercial Officer.
- Opportunity to shape a global commercial transformation agenda.
- Influence across Sales, Marketing and Customer Success.
- Build and scale a modern Revenue Operations function.
- Lead AI adoption and commercial innovation.
- Join a truly international organisation operating across multiple regions and markets.
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