Director of Revenue Operations (Sales) in London

About Onclusive

Onclusive is a global leader in media intelligence technology and services.

We empower PR, Communications and Marketing professionals with a unified platform for media management, monitoring and analysis.

Our solutions combine cutting-edge AI, data science and human expertise to help customers make better, faster, data-driven decisions and prove the value of their communications.

We are PE-backed, global and scaling. Our next phase requires a world-class Revenue Operations leader to build a predictable, insight-led, high-velocity commercial engine.

About the Role

This is a high-impact Sales Revenue Operations leadership role, owning everything from marketing-generated pipeline through to Sales closure.

Reporting directly to the CSO and working closely with the CCO and Finance, you will build and run a global Rev Ops and Enablement function that:

• Establishes a single source of truth across Salesforce and our GTM systems.
• Drives commercial insight, operational efficiency and frontline performance.
• Elevates Onclusive’s revenue engine to be disciplined, scalable and data-driven.
• Leads a unified Sales and Customer Success Enablement capability, supporting consistent onboarding, methodology, coaching and performance improvement across both organisations.
• Works in close partnership with Customer Success Operations to align processes, data, systems and reporting across the end-to-end customer lifecycle.
• Plays a key role in shaping the future Revenue Operations operating model, identifying opportunities for greater alignment and operational efficiency across Sales and Customer Success.

You will be both strategic and deeply hands-on, the type of leader who can present at Board level but is equally comfortable personally building dashboards, analysing commercial performance, improving Salesforce processes, designing enablement programmes and implementing operational change.

This is not a role focused solely on strategy, oversight or delegation.

We are looking for a leader who takes direct ownership of execution, is willing to get into the detail and can independently deliver operational improvements while building and developing the wider function.

• Your Responsibilities (Across the Five Rev Ops Pillars)
• 1. Strategy & Planning
• Lead annual and quarterly revenue planning.
• Build top-down and bottom-up capacity and productivity plans.
• Own global GTM planning across quota setting, headcount, segmentation, ICP definition, territories and coverage models.
• Partner with CSO, CCO and Finance on growth strategy, market prioritisation and commercial design.
• Work with Customer Success Operations to identify opportunities for greater alignment in revenue planning, operational processes and reporting across the customer lifecycle.
• Support the assessment and development of Onclusive’s longer‑term Revenue Operations operating model, working with Sales, Customer Success and Finance leadership.
• Identify the underlying operational drivers of revenue performance and translate insights into recommendations and actions that improve GTM outcomes.
• 2. Process, Enablement & Commercial Excellence
• Deliver onboarding, methodology, deal coaching, playbooks and pipeline discipline programmes.
• Diagnose performance gaps (win rate, velocity, conversion) and turn insights into targeted enablement initiatives.
• Define and evolve the full‑funnel GTM processes: lead - opportunity - close - onboarding.
• Ensure consistent stage definitions, qualification criteria, forecasting rigour and deal inspection frameworks.
• Lead a consolidated Sales and Customer Success Enablement function through a dedicated Sales & CS Enablement Lead.
• Oversee enablement strategy and delivery across Sales and Customer Success, ensuring consistent approaches to onboarding, methodology, coaching and performance development.
• Partner with CS Operations to align enablement priorities with customer onboarding, account management, renewal and expansion requirements.
• Establish clear enablement success measures, including ramp time, productivity, methodology adoption and commercial performance.
• Work with CS Operations to improve operational handovers and consistency across the customer lifecycle.
• 3. Data, Metrics & Insight
• Create a trusted single source of truth for all Sales revenue metrics, including pipeline, forecast and bookings.
• Produce Board‑ready performance reporting with clear commercial narratives.
• Build predictive analytics for forecasting and sales optimisation.
• Deliver actionable insights that directly influence AE and BDR teams.
• Partner with Customer Success Operations to establish consistent data definitions, reporting methodologies and performance visibility across Sales and CS.
• Drive alignment on shared revenue metrics, including multi‑year contracts, renewals and expansion, ensuring a consistent view across the business.
• Work closely with Finance to ensure commercial reporting is reconciled with financial reporting and subject to independent validation and governance.
• Move beyond performance reporting to identify root causes of revenue gaps and recommend targeted operational improvements.
• 4. Systems, Tools & Automation
• Own and optimise Salesforce globally, supporting all new business workflows.
• Lead our CRM consolidation project and future architecture.
• Govern and optimise the GTM tech stack, including sales engagement, conversation intelligence, forecasting, BI and CPQ.
• Drive automation and AI adoption to reduce admin time and increase seller productivity.
• Implement scalable data governance and hygiene standards.
• Partner with Customer Success Operations, IT and Finance to improve alignment and integration across Sales and CS systems.
• Support consistent commercial data structures and definitions across the customer lifecycle, reducing duplication and improving reporting integrity.
• Ensure Salesforce operates as the commercial source of truth, providing accurate and consistent data into downstream billing and financial systems.
• Identify opportunities for shared technology, automation and process improvements across Sales and Customer Success.
• 5. Governance, Alignment & Execution
• Global Sales commercial operating rhythm: forecast calls, pipeline reviews, QBRs and Board reporting.
• Ensure alignment between Sales, BDR, CS, Marketing and Finance.
• Partner with Finance on incentive planning, productivity models and compensation design.
• Build, lead and develop a high‑performing Rev Ops & Enablement team.
• Lead the Sales & CS Enablement Lead, strengthening the capability and capacity of the Revenue Operations organisation.
• Establish a close working partnership with the CS Operations, aligning shared priorities, processes, reporting and operational initiatives while maintaining clear functional accountability.
• Work with the CSO and CCO to assess how Sales and CS Operations can operate more effectively together and help shape the future Revenue Operations structure.
• Maintain clear accountability for GTM operational performance, while Finance independently governs financial integrity, reconciliation and validation of reporting.
• Identify opportunities to simplify processes, remove duplication and improve efficiency across Sales and Customer Success.
• Ensure Rev Ops remains embedded with GTM leadership and focused on identifying and addressing the operational causes of revenue performance gaps.
• Maintain a strong hands‑on approach to operational execution, personally driving critical initiatives, resolving process and system challenges, and delivering reporting, analysis and improvements where required rather than relying solely on team resources.
• What Success Looks Like
• A predictable, accurate forecasting model trusted by the CEO and Board.
• A unified global GTM operating rhythm with consistent process adoption.
• Improved win rates, larger deal sizes and shorter sales cycles.
• Clean, reliable data across Salesforce and the revenue tech stack.
• A commercial organisation that is more productive, better enabled and consistently outperforming targets.
• A unified Sales and CS Enablement capability delivering measurable improvements in onboarding, productivity, methodology adoption and commercial performance.
• A stronger Sales Rev Ops organisation with dedicated enablement leadership capacity.
• Greater consistency in data, processes, systems and reporting across Sales and Customer Success.
• Clear, effective collaboration between Sales Operations and CS Operations, with well‑defined responsibilities and shared priorities.
• Consistent commercial reporting supported by independent Finance validation and governance.
• Meaningful contribution to the development of Onclusive’s longer‑term Revenue Operations operating model.

Who You Are

• A proven Rev Ops leader with 10+ years in Revenue Operations, Commercial Operations or Sales Ops within B2B Saa S.
• Have owned the full Sales Rev Ops function before, including Sales Ops, Analytics and Enablement.
• Deep full‑funnel expertise in pipeline management, forecasting and sales methodology.
• Exceptional analytical and commercial acumen, understanding the levers behind bookings and revenue performance.
• Hands‑on Salesforce leader, able to design processes and reporting as well as guide CRM administrators.
• Skilled in the modern GTM tech stack, including Salesforce, forecasting tools, sales engagement tools, conversation intelligence and BI/analytics.
• Comfortable operating in PE‑backed or rapidly scaling Saa S environments.
• A strong communicator who can simplify complexity and influence senior stakeholders.
• A builder who can roll up their sleeves, execute, iterate and scale.
• Experienced in leading and developing multi‑disciplinary Revenue Operations teams, including enablement.
• Demonstrable experience partnering across Sales and Customer Success to improve operational alignment and revenue performance.
• Able to influence cross‑functional stakeholders and drive shared outcomes without requiring direct organisational ownership.
• Comfortable operating in evolving organisational structures and contributing to the design of future operating models.
• Commercially focused, with the ability to translate performance data into clear recommendations and measurable improvements in GTM execution.
• A genuinely hands‑on operator and builder who combines strategic thinking with practical execution.

You are comfortable working directly in Salesforce, building reports and dashboards, interrogating data, solving operational problems and implementing improvements yourself, rather than relying on others to deliver.

What We Offer

• Competitive salary and benefits.
• Hybrid working environment with global exposure.
• High‑visibility role with CEO, CSO, ELT and Board.
• Opportunity to build a world‑class Rev Ops & Enablement function.
• A culture that values performance, wellbeing and inclusion.
• Opportunity to lead a consolidated Sales and Customer Success Enablement capability.
• Expanded leadership responsibility through dedicated enablement resources.
• Opportunity to influence the future direction and operating model of Revenue Operations across Onclusive.