Kingston Consulting Global Ltd
Head of Revenue Operations - Global Software Leader
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About the Company
Our client is a global software company, already a market leader and set for exciting growth. Its software is used by some of the world’s largest companies and it has a bright future. You will be joining a winning team in a dynamic, high-growth, AI-first, enterprise SaaS company.
About the Role
Reporting to the COO, the role will be the operational backbone of the go-to-market team. You will own forecasting, pipeline management, deal desk, CRM, sales analytics, territory planning, and sales compensation. You will turn a complex, enterprise sales motion into a predictable one.
This is a hands-on role for someone who can operate between the boardroom and the spreadsheet. You will need a strong track record in similar positions in recognised Enterprise Software companies.
Responsibilities
- Forecasting, pipeline and demand generation - run the forecast and demand generation cadence end to end.
- Deal desk and deal support.
- CRM and systems - own Salesforce and the wider sales tech stack, make sure the tooling serves the sales organisation.
- Sales analytics and reporting.
- AI in the go-to-market motion - put AI to work across RevOps: forecasting and scoring, deal and win/loss analysis, and automating the manual work. Set the standards for how the GTM team uses AI well, and lead by example.
- Planning and territory - quota setting, territory and account coverage, capacity modelling and headcount planning, working closely with sales leadership and finance.
- Sales compensation - own the sales compensation plan, including quota letters, commission structures, crediting rules and payout administration, ensuring the plan is clear, enforceable and aligned to business priorities.
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Qualifications
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- Substantial experience in Sales Operations, Revenue Operations or a closely related function within Enterprise B2B software or SaaS, including time leading the function.
- A strong grasp of complex, long-cycle enterprise deals with seven figure ACVs, multiple stakeholders, and procurement and legal scrutiny.
- Deep Salesforce fluency and comfort across the sales tech stack: you can design the process, not just administer it.
- Strong practical fluency with AI: you use it daily in your own work and stay at the forefront of innovation in the AI and RevOps space.
- Genuine analytical horsepower.
- A track record of improving forecast accuracy, conversion or sales productivity in a measurable way.
- Excellent communication skills.
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