Based in Oxford and reporting to Aurora’s Chief Revenue Officer, the Head of Revenue Operations will build and lead the global capability that enables Aurora’s commercial organisation to scale effectively and predictably.
Aurora has grown quickly across regions, products and customer segments. The next phase requires greater consistency in commercial process, clearer performance insight and stronger operating discipline to achieve £200k-£300k ARR by 20230. This is a senior commercial transformation role with a global remit, requiring both deep Revenue Operations expertise and the credibility to influence C-suite stakeholders, challenge established ways of working, and drive consistent operating discipline across a global commercial organisation.
The role is intentionally broad: the right person will identify immediate priorities to strengthen the existing set up and define the Revenue Operations roadmap for next 3-5 years. This will require making the right trade-offs on sequencing, and balance immediate commercial execution needs with the longer-term capabilities Aurora needs for its next phase of growth.
You will manage a small existing team with a remit to grow and own the operating architecture supporting commercial planning, forecasting, pipeline management, performance insight, process governance and technology enablement across the customer lifecycle. You will work closely with Sales, Account Management, Marketing, Finance and Technology leaders to create consistent global standards and greatly influence the commercial success of the business
- Develop and own the strategic roadmap for the global Revenue Operations function, delivering immediate operational improvements while building the capabilities required for Aurora’s future growth
- Immediate priorities include but are not limited to Spearhead the implementation of core planning and sales operations capabilities, including but not limited to:
- Developing effective integrations and hand-offs along the sales journey from leads to opportunities to onboarding
- Establish philosophy for segmentation, territory and coverage model, quota, targets and incentive programs
- Develop forecasting method and rhythm for new sales, growth and churn
- Build systems, tools, processes and governance following CPQ implementation
- Partner with FP&A to develop the reporting, dashboards, analytics and insight required for effective commercial and executive decision-making.
- Define and track the measures of commercial effectiveness, including productivity, pipeline quality, conversion, forecast accuracy, retention, expansion and return on commercial investment
- Design new sales business processes and the related CRM (and other potential future technology solutions) business requirements to support all core commercial workflows, performance management, data analytics and customer experience through the entire customer lifecycle
- Partner with Sales, Account Management, Marketing, FP&A, IT and other functions to create joined-up end-to-end workflows that improve commercial execution, customer experience and wider business performance.
- Oversee team needs assessments and training in collaboration with the local sales leaders and the training team
- Methodically build a global revenue operations team over time to support the delivery of strategic sales initiatives and capabilities
Education & Experience
- Significant experience leading Revenue Operations, Sales Operations or Commercial Operations in a scaling B2B data, software or subscription business, with direct responsibility for operating cadence, forecasting, performance management, commercial planning and systems enablement
- Proven experience operating as a trusted partner to executive leadership, with the judgement to prioritise, sequence and implement change in a complex commercial environment.
Knowledge, Skills & Abilities
- Proven expert in sales operations functions, with experience in data or software business
- Executive-level credibility, with the ability to influence C-suite leaders, challenge constructively and translate operational insight into strategic commercial decisions.
- Must be comfortable working in a fast-paced, agile and (at times) ambiguous environment
- Highly organised and creative problem-solver with a mindset of seeing opportunities rather than limitations
- Proven experience designing and implementing change initiatives with sales teams
- Strategic thinker with enthusiasm for digging into tactical work to get the job done
- Strong ability to engage and motivate people alongside having the managerial courage to make and stand by difficult decisions
- Demonstrated ability to build and lead high-performing teams
- Strong working knowledge of CRM, reporting and analytics platforms, ideally including Salesforce and Power BI, with the ability to define business requirements rather than simply administer tools.
Some of the benefits we include are:
- Private Medical Insurance
- Dental Insurance
- Parental Support
- Salary-Exchange Pension
- Employee Assistance Programme (EAP)
- Local Oxford Discounts
- Cycle-to-work Scheme
- Flu Jabs
At AER, we are committed to offering flexibility in the way we work. Most of our roles are hybrid with a mix of in-office/home working and potentially adjustable working hours. Let’s discuss what works for you and AER during the interview process.
The Company is committed to the principle that no employee or job applicant shall receive unfavourable treatment on grounds of age, disability, gender reassignment, race, religion or belief, sex, sexual orientation, marriage or civil partnership, pregnancy, and maternity.
To apply, please submit your Résumé / CV, a personal summary, your salary expectations and please inform us of your notice period.
Unfortunately, we are unable to accept applications via email, telephone, or social media platforms. To be considered for this position, please submit your application using the link provided. Applications submitted through any other channel will not be reviewed.