Altor Partners
Head of Sales Ops & Enablement
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Head of Sales Ops & Enablement
Senior Commercial Operations Manager Location: London (Hybrid – Soho office, 2-3 days per week)
This is an individual contributor role in a Series B cybersecurity scale-up with strong product-market fit. Your challenge: turn a fractured go-to-market (GTM) setup into a clear, high-performing operating rhythm—with tighter execution, improved pipeline visibility, and less noise for Sales leadership.
The business runs multiple GTM motions (self-serve, direct sales, channel, strategic partnerships) across EMEA and North America, but the connective tissue lacks coherence. Initiatives often start but fail to gain traction while accountability remains inconsistent. Your goal: disrupt this pattern by driving measurable improvement in pipeline health, forecast confidence, and closed annual recurring revenue (ARR).
This role demands hands-on leadership and collaboration with Sales leaders and reps, not back-office support. You’ll inspect deals, tighten qualification processes, unblock stalled opportunities, and ensure sticky planning transitions into executive follow-through.
While AI is critical, you won’t be tasked with development—you’ll focus on embedding practical workflows into daily sales operations. Your role is to identify AI’s commercial use cases, partner with the automation team to shape requirements, and drive real-world adoption tied to activity outcomes.
Key Responsibilities
Sales Operations & Strategy
- Define and operationalise the commercial rhythm across EMEA and North America, clarifying priorities, actions, ownership, and follow-up.
- Facilitate pipeline reviews, forecasting, and deal inspections to accelerate deal progression and expose risk early.
- Implement best practices in opportunity management—strengthening qualification, next steps, close plans, and stakeholder mapping.
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Sales Enablement & Efficiency
- Work directly with Sales leaders and reps to unblock bottlenecks, foster a culture of disciplined follow-up, and enhance risky deal recovery rates.
- Build and manage a structured Sales enablement program, leveraging internal subject-matter experts where technical rigor is needed.
Performance & execution excellence
- Overhaul onboarding processes to reduce ramp time for new hires.
- Optimise marketing-to-sales handoff—tightening lead management and improving targeted follow-ups.
- Champion AI adoption via practical workflows that streamline seller activities, ensuring commercial outcomes over tooling objectives.
Operational excellence
- Reduce friction across CRM processes and reporting—align systems to support action, not bureaucracy.
- Improve data quality in Salesforce without adding excessive administrative friction.
Requirements
Experience
- Exceptionally strong background in Sales Ops, Revenue Ops, GTM Ops, or Sales Enablement within B2B SaaS.
- Proven record of improving pipeline quality, forecasting accuracy, deal progression, and seller effectiveness.
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Soft Skills
- Confidence to challenge leadership while inspiring trust and maintaining a collaborative mindset.
- Exceptional facilitation and stakeholder management across Sales, Marketing, Customer Success (CS), Product, Finance, and Operations.
- Audit, clinical mindset combined with a results-driven, execution-oriented approach—fast action over lengthy analysis.
Technical Skills
- Deep Salesforce proficiency with the ability to improve data quality without unnecessarily increasing admin overhead.
- Broad AI adoption awareness with experience identifying problem-first commercial solutions, not theoretical proof-of-concepts.
Why You’ll Thrive Here
The COO values high trust, autonomy, and intensity—you won’t be micromanaged, but your impact must permeate the business. Expect to: ✔ Spot half-formed initiatives early, help execute decisively, and build habits that unite Sales & Marketing. ✔ Shape modern AI-enabled commercial workflows—not via theory, but by embedding tools into daily rhythms.
This is a role for someone who loves hands-on leadership, wants sales challenge to drive visible outcomes, and thrives in a high-performing, mission-driven environment.
If pushing visibility, forecast confidence, and revenue matters to you—apply now.*
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