Head of Revenue Operations (RevOps)

What we do: Zero100 is a membership-based intelligence company that connects, informs, and inspires the world's most influential C‑Level Operations & Supply Chain Officers - and their teams - to unlock the true potential of the AI and Digital Revolution. Our members use Zero100's research and advisory services to shape their supply chain strategies, and they harness the power of our community to expand their thinking, challenge their assumptions, and accelerate progress on their most important digitization and decarbonization initiatives. Headquartered in London, Zero100’s members include Nike, Walmart, Unilever, Pfizer, Google, Honeywell, General Motors, and many others.

What you will do: Note that this is a primarily office-based role (4 days per week). This role will own the design, execution, and continuous improvement of Zero100's go-to-market operating engine — spanning the full funnel from demand generation through to renewal and expansion. You will be the connective tissue between our Sales, Marketing, Customer Engagement, and Product teams, translating company objectives into scalable, data‑driven GTM infrastructure. The role reports directly to the Chief Operating Officer and sits at the intersection of strategy and execution: equally comfortable advising the leadership team on top‑line strategy and rebuilding a handoff process from the ground up. This is a people manager role with direct responsibility for a small but growing RevOps team. Critically, we are looking for someone who builds AI‑first - someone who instinctively starts with AI as the design assumption and has demonstrable evidence of doing so.

Key Responsibilities:

• GTM Architecture: Own the end-to-end revenue operating model — from lead generation and pipeline management through to renewal, upsell, and expansion. Proactively identify where current processes are broken or underperforming and drive the structural fixes required, not just incremental optimisation.
• Revenue Intelligence & Forecasting: Build and own the reporting infrastructure that gives leadership real‑time visibility into key revenue metrics. Create the single source of truth for GTM performance across the business.
• CRM Ownership & Tech Stack Management: Own our CRM and broader GTM tech stack — including integration with customer success and marketing automation tooling. Responsible for data integrity, system architecture, and ensuring the stack is fit for our next phase of scale.
• AI-First Process Redesign: Lead the redesign of core GTM processes with the best available AI and automation tools as the starting point, not an add‑on.
• Commercial Partnership: Act as a trusted analytical partner to senior leadership. Translate data into commercial decisions, facilitate pipeline reviews, and provide the analytical backbone for strategy discussions.
• People Management: Hire, develop, and lead a small RevOps team. Set high standards for analytical rigour, systems thinking, and delivery, and provide hands‑on coaching to build team capability over time.
• Process Documentation & Enablement: Ensure all GTM processes are clearly documented, consistently adopted, and regularly reviewed. Build enablement materials that allow commercial teams to operate with greater autonomy and consistency.

Qualifications:

• 8+ years of experience in Revenue Operations, GTM Operations, or closely adjacent roles within B2B environments.
• Proven experience owning and administering a CRM (Salesforce strongly preferred) and broader GTM tech stack — with a track record of improving data quality, system design, and commercial outcomes, not just maintaining what exists.
• Full‑funnel commercial fluency: deep understanding of pipeline management, conversion mechanics, GTM operations — with the ability to have a substantive, peer‑level conversation with company leadership about all of it.
• Demonstrable AI‑first mindset: evidence over the past 6–12 months of fundamentally rethinking GTM processes with AI as the design starting point.
• Strong process design instincts: the ability to examine an existing process, diagnose what is structurally broken, and implement the fix — not just document what already exists or make incremental improvements.
• Experience managing and developing a team, including setting performance expectations, providing coaching, and building analytical capability.
• Excellent communication skills, with the ability to translate complex data and systems thinking into clear, actionable recommendations for senior commercial and operational leaders.
• Comfort operating in a fast‑moving, high‑ambiguity environment where priorities shift and the ability to stay focused on highest‑leverage work is essential.

Preferred Qualifications:

• Experience in information services, SaaS, or B2B intelligence.
• Familiarity with Planhat or similar Customer Success Management (CSM) platforms and experience integrating CS data into the broader revenue reporting stack.
• Domain expertise in supply chain, operations, or B2B tech sectors.
• Experience working in a scale‑up environment (50–200 employees) where you have had to build infrastructure while simultaneously running operations.

Competitive salary and bonus scheme. Unlimited holidays. Private healthcare & life insurance. Enhanced pension. Enhanced parental leave policy. Custom‑designed offices in central London with free breakfasts & snacks. Zero100 is an Equal Opportunity-Affirmative Action Employer, welcoming applications from individuals of all backgrounds. We embrace diversity and inclusion in our workplace.