Head of Revenue Operations

Globality, Inc.•Palo Alto, CA

1d•$150,000 - $300,000•Hybrid

About The Position

Globality is unifying Marketing, Sales, and Customer Success under a single Go-to-Market organization. As these functions are brought together, the company is architecting a single, trusted operating layer that provides GTM leadership with an accurate view of the business and a unified rhythm of metrics that Marketing, Sales, and Customer Success are all accountable to. Working closely with the GTM leadership team, this role will build this 'single truth' operating layer from the ground up, encompassing the systems, definitions, and cadences necessary for cross-functional execution. As the function matures and the business scales, this individual will have the opportunity to hire and build out functional operations leads (Marketing Ops, Sales Ops, CS Ops). This role is responsible for the operational infrastructure that strategy relies on, ensuring that leadership's initiatives can be executed, measured, and managed consistently across functions.

Requirements

6+ years in Revenue Operations, GTM Operations, or equivalent, including experience building the function from an early or fragmented state.
Direct experience unifying reporting/metrics across Marketing, Sales, and Customer Success.
Fluency with CRM and GTM systems (e.g., Salesforce, HubSpot, Gainsight or equivalent CS platform, BI/dashboarding tools).
Strong track record influencing senior functional leaders and ELTs.
Comfort operating in ambiguity and building from scratch.

Responsibilities

Build the executive reporting layer for the GTM organization, creating a unified, comprehensive dashboard for leadership.
Design the cascading metrics framework to connect company-level revenue targets to function-level goals, team targets, and individual quotas.
Own the forecasting model and cadence for the combined GTM organization, including pipeline coverage ratios, conversion benchmarks, and the rhythm of forecast calls and business reviews.
Establish and govern a shared set of definitions for core metrics such as pipeline stages, MQL/SQL, win/loss, churn, and expansion.
Design account segmentation and territory logic applicable across CS, Sales, and Partner territories.
Partner with GTM leadership on quota-setting, capacity planning, and comp plan design to align incentives with organizational metrics.
Run the recurring cross-functional metrics review and QBR/business review process.
Build the operational infrastructure for land-and-expand strategies, including usage/adoption signals, expansion triggers, and renewal risk indicators.
Partner with Product and Finance on the operational mechanics of pricing and packaging, including consumption-based/usage pricing, to ensure quoting, billing, and revenue recognition processes support leadership's pricing models.
Own the GTM systems and data roadmap in partnership with IT, including auditing current platforms, addressing integration and data-hygiene gaps, and rationalizing the tech stack.