Note: The job is a remote job and is open to candidates in USA. Energy Exemplar is seeking an experienced Director of Revenue Operations to lead the strategy, execution, and optimisation of their global go-to-market operations. This role will drive operational excellence across the entire customer lifecycle by leading revenue planning, forecasting, territory design, and performance analytics.
Responsibilities
- Develop and execute the global Revenue Operations strategy to support Energy Exemplar's growth objectives and go-to-market transformation
- Lead and optimise end-to-end revenue processes across Marketing, Sales, Customer Success and Solutions
- Partner with executive leadership to drive Annual Operating Planning (AOP), revenue planning, capacity modelling, territory design, quota allocation, compensation planning, and coverage strategies
- Own the company's forecasting framework, pipeline governance, opportunity management, and revenue performance reporting to improve forecast accuracy and business predictability
- Establish and maintain executive dashboards, KPIs, and reporting that provide actionable insights into pipeline health, sales productivity, customer retention, and overall revenue performance
- Drive continuous improvement of Salesforce, CPQ, HubSpot, and the broader Revenue Technology stack to maximise efficiency, automation, adoption, and data quality
- Partner with Business Systems and technical teams to define and prioritise system enhancements that support scalable commercial operations
- Develop governance frameworks for data quality, CRM standards, process compliance, and reporting consistency across all global regions
- Collaborate closely with Finance to support revenue forecasting, budgeting, headcount planning, and business performance analysis
- Identify opportunities to improve operational efficiency, reduce friction across the customer journey, and accelerate revenue growth through process innovation and automation
- Lead, mentor, and develop the Revenue Operations team, fostering a high-performance culture focused on continuous improvement and business partnership
- Act as a trusted advisor to executive leadership, using data and insights to influence strategic commercial decisions
Skills
- 10+ years of progressive experience in Revenue Operations, Sales Operations, Commercial Operations, or Go-to-Market Operations within a B2B SaaS or enterprise software environment
- 5+ years of leadership experience managing and developing high-performing Revenue Operations or Sales Operations teams
- Proven success designing and scaling Revenue Operations functions within a global, high-growth organisation
- Deep expertise across: Annual Operating Planning (AOP), Revenue planning and forecasting, Capacity and coverage planning, Territory and quota design, Sales compensation planning, Pipeline management and forecast governance, Opportunity stage management, Demand generation funnel analytics, Customer lifecycle, renewals, and revenue retention processes
- Advanced Salesforce (SFDC) expertise, including CRM optimisation, reporting, automation, and CPQ
- Demonstrated experience translating complex business requirements into scalable systems and process improvements
- Exceptional analytical skills with advanced Excel capabilities and experience using business intelligence platforms to generate executive-level insights
- Strong commercial acumen with the ability to connect operational metrics to business outcomes
- Outstanding stakeholder management skills, with experience partnering effectively with executive leadership across Sales, Marketing, Customer Success, Finance, Product, and IT
- Excellent communication, change management, and influencing skills
- Demonstrated ability to lead organisational change, establish governance, and drive adoption across global teams
Benefits
- We trust our team to deliver great results from wherever they work best, whether that’s at home, in the office, or on the move.
Company Overview