Head of Revenue Operations in West Malling

We are looking for a strategic, data-driven Head of Revenue Operations to build and run the engine that powers our commercial performance. This is a pivotal leadership role responsible for ensuring our revenue machine runs efficiently, predictably and profitably across the full customer lifecycle:

• Marketing → Sales → Client Success → Service Delivery → Renewal

You will shape how we acquire, convert, retain and expand customers across three key audiences:

• New Customers – Direct
• New Customers – via Partners
• Existing Customers (including cross-sell)

If you thrive on turning insight into action, eliminating friction, and building scalable processes that drive growth, this is your opportunity to make a major impact.

What You Will Be Responsible For

• Planning & Forecasting
  • Partner with FP&A, Marketing, Sales and Service Delivery to build accurate renewal and new-business forecasts by channel and segment.
  • Support modelling of capacity requirements and advise on headcount, quota and pipeline coverage.
  • Align forecasting cadence across all commercial teams.
• Systems & Data
  • Own our customer systems ecosystem (HubSpot, Amtivo Connect and customer interactions with NetSuite).
  • Ensure systems are integrated, automated and maintain a single customer view.
  • Build automation that improves conversion, retention and cross-sell throughout the lifecycle.
  • Champion data hygiene and reporting discipline.
• Process Design & Optimisation
  • Own the end-to-end customer experience from first marketing touch to certification, renewal or withdrawal.
  • Define and document revenue-generating processes including:
  • Lead qualification and routing
  • Closed-won to onboarding
  • Renewal and expansion triggers (usage, satisfaction, tenure)
• Identify and remove friction points (e.g., slow onboarding, pre-renewal churn).
• Ensure efficient delivery scheduling to maximise utilisation and gross margin.
• Drive consistent process adoption and lead change management across teams.

Key Metrics You Will Influence

• New Business: MQL → SAL → win rate, CAC
• Activation: % live within X days, % certified within contract period
• Delivery: Gross margin %, utilisation
• Retention: Logo retention, NRR/GRR
• Expansion: % of accounts expanding, average uplift
• Efficiency: ARR per FTE, CAC payback, forecast accuracy

What You Will Bring

• Proven success in a senior Revenue Operations or similar role, ideally in a B2B services environment.
• Strong CRM expertise (HubSpot preferred), ideally across multi-brand or international structures.
• Excellent analytical skills with the ability to turn data into strategic and tactical recommendations.
• Demonstrated experience in process optimisation and cross-functional collaboration.
• Familiarity with forecasting models, commercial reporting and performance metrics.
• Strong communication and stakeholder-influencing skills.

Who You Are

• A data-driven strategic thinker with a process-first mindset.
• A problem-solver who thrives in fast-paced, evolving environments.
• Collaborative, proactive and able to engage stakeholders at all levels.
• Resilient, adaptable and committed to continuous improvement and operational excellence.

At Amtivo, we are dedicated to fostering a diverse, equitable, and inclusive environment where authenticity thrives. We believe that true collaboration stems from valuing every individual's unique perspective and experience. Our commitment to agility empowers us to adapt and innovate, driving superior performance. Upholding the highest standards of integrity, we strive to create a workplace where everyone feels respected, valued, and inspired to contribute their best.

Amtivo Group is an Equal Opportunities Employer. The organisation provides equal employment opportunities regardless of ethnic origin, gender, nationality, religion, physical ability, sexual orientation, marital status, parental status, or medical history.

Due to the high volume of applications we receive we are not always able to provide individual feedback. We aim to contact applicants within 14 days if selected for interview.