GTM Operations Lead in London

About the team

Revenue Operations is a lean team: this role owns GTM Operations and the revenue operating rhythm. This role is the connective tissue that keeps the GTM engine running on a disciplined cadence.

Role Summary

We're looking for a GTM Operations Lead to own GTM Operations — pipeline management, lead routing, funnel design, CRM governance from a process standpoint, and sales process design — and to run the operating rhythm that keeps revenue leadership aligned: pipeline reviews, forecast calls, QBRs/MBRs, and executive/board reporting. You'll contribute to the team's forecast accuracy through disciplined cadence and clean pipeline inputs.

What Success Looks Like

• Pipeline coverage ratio and stage conversion rates trending in the right direction
• Meeting effectiveness / decision velocity in pipeline reviews and QBRs
• Initiative completion rate on GTM operations projects
• Forecast call consistency and timeliness, contributing to overall team forecast accuracy

Key Responsibilities

GTM Operations

• Own pipeline management: stage definitions, exit criteria, and hygiene standards across the funnel (lead -> opportunity -> close -> expansion -> renewals)
• Design and maintain lead routing rules and SLAs across sales stages
• Set CRM governance policy — required fields, stage gates, process rules — partnering with the Revenue Systems Lead, who owns the technical build
• Design and continuously improve sales process; retire steps that don't add value and maintain documentation
• Support customer lifecycle operations touchpoints (renewal/expansion handoffs) as needed with Customer Success

Operating Rhythm (Revenue Programs & Cadence)

• Own and run the recurring cadence: pipeline reviews, forecast calls, QBRs, board meetings, performance review
• Build and narrate KPI dashboards and executive reporting packages
• Track cross-functional GTM initiatives to completion
• Own the structure and calendar of recurring revenue operations meetings; drive decision velocity, not just attendance

Forecasting (shared responsibility)

• Facilitate forecast call logistics, roll‑ups, and manager submissions, contributing to team‑wide forecast accuracy owned by the Head of Revenue Operations
• Capture and consolidate forecast commitments during pipeline reviews
• Flag material variances and pipeline risk to leadership; deep accuracy modeling sits outside this role's core scope

Cross‑functional partnership

• Partner with the RevTech Lead on CRM data and workflow requirements
• Partner with the Sales Enablement Lead so process changes land with training
• Support Finance and Deal Desk‑adjacent needs (commercial policy adherence) as they arise

Essential Skills, Knowledge and Expertise

• 3–6 years in Sales Operations, Revenue Operations, or a related GTM operations role
• Hands‑on Salesforce reporting/dashboard experience
• Strong process design skills — comfortable mapping a funnel, writing stage‑gate criteria, and driving adoption
• Advanced Excel/Sheets
• Experience running recurring operating cadences (pipeline reviews, QBRs) and building executive‑ready materials
• Comfortable holding reps/managers accountable to process and meeting cadence
• High level of Autonomy and attention to details
• Bachelor's degree in Business, Finance, Economics, or equivalent experience

Desirable

• B2B SaaS industry experience
• Consulting background
• Salesforce administration experience
• SQL or a BI tool (Tableau, Looker, Power BI)

Benefits

Health & Financial Security:

• Medical, Dental, and Vision coverage
• Group Life (GTL) and Group Income Protection (GIP) schemes
• Pension contributions

Time Off & Flexibility:

• This is a hybrid position requiring three days of in‑office collaboration per week, with the flexibility to work remotely for the remaining two days.
• 25 days of Paid Time Off (PTO) per year, with the option to roll over unused days.
• One dedicated day per year for volunteering.
• Two professional development days per year to allow uninterrupted professional development.
• An additional PTO day added during milestone anniversary years.
• Robust paid holiday schedule with early dismissal.
• Generous parental leave for all parents (including adoptive parents).

Work‑Life Support & Resources:

• Budget for tech accessories, including monitors, headphones, keyboards, and other office equipment.
• Milestone anniversary bonuses.

Wellness & Lifestyle Perks:

• Subsidy contributions toward gym memberships and health/wellness initiatives (including discounted healthcare premiums, healthy meal delivery programs, or smoking cessation support).

Our Culture:

Forward‑thinking, culture‑based organization with collaborative teams that promote diversity and inclusion.