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

Skills, Knowledge and Expertise:

Essential

• 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:

We offer a comprehensive benefits package designed to support your well-being, growth, and work-life balance.

• Health & Financial Security: Medical, Dental, and Vision coverage; Group Life (GTL) and Group Income Protection (GIP) schemes; Pension contributions
• Time Off & Flexibility: Enjoy the best of both worlds: the energy and collaboration of in-person work, combined with the convenience and focus of remote days. 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. Our hybrid model is designed to balance individual flexibility with the benefits of in-person collaboration, enhanced team cohesion, spontaneous innovation, hands-on mentorship opportunities and strengthens our company culture. 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.