Head of Revenue Operations

Tiugo Technologies • Boston, MA

11h • Remote

About The Position

Tiugo is seeking a Head of Revenue Operations to design and build a new revenue operations function that will support the company's growth across multiple brands and evolving go-to-market strategies. This role is crucial for creating a unified and efficient revenue engine that spans self-service, sales-assisted, and enterprise AI-led motions. The Head of Revenue Operations will be responsible for the architecture of the revenue engine, including customer journey design, sales, customer success, and partner operations, planning and performance cadence, deal desk, field enablement, GTM engineering, applied AI, and business analysis. The company is looking for someone to build this function for the future, aiming for a mature state by FY27, rather than maintaining an existing structure.

Requirements

• 10+ years in revenue or go-to-market operations.
• 5+ years leading the function at a B2B SaaS company with ARR between $30M and $150M.
• Experience running operations for a business with both product-led and sales-assisted motions.
• Deep Salesforce fluency.
• Command of the surrounding stack: forecasting, quote-to-cash, marketing automation, BI, and billing.
• Genuinely technical with data, opinionated about data models, and able to engage with a data engineering team.
• Experience deploying AI operationally within a go-to-market organization.
• Experience building functions from scratch and hiring talent.
• Comfortable in a globally distributed, multi-brand business where standardization is a negotiation.

Nice To Haves

• Understanding of why product-led and sales-assisted motions rarely share definitions cleanly.
• Ability to differentiate between what worked and what demoed well in AI deployments.
• Experience in a business where standardization is a negotiation rather than a mandate.

Responsibilities

• Design the end-to-end customer journey across self-service and sales-assisted motions, including segmentation, coverage, routing, lifecycle stages, and handoffs between marketing, sales, customer success, and partners.
• Establish a single operations function serving the entire revenue motion, ensuring one funnel, one definition set, and one system of record across all Tiugo brands.
• Oversee territory and coverage design, quota setting, capacity and productivity modeling, and the forecast process and its discipline.
• Design incentive plans in collaboration with Finance.
• Build and define the operations of a deal desk to support sellers in shaping deal structure and pricing for enterprise and AI deals, and manage the process through legal, finance, and security review.
• Build a field enablement function, including onboarding, ramp, sales methodology, and product/AI fluency, and hire the leader for this function.
• Own Revenue Organization automation across the revenue lifecycle and internal AI applications for go-to-market work, in collaboration with a central AI team.
• Conduct business analysis for the revenue engine, interpreting data, diagnosing changes, and providing recommendations to the revenue leadership team.
• Partner closely with the central data and analytics group on metric definitions, pipelines, dashboards, and data quality.

Benefits

• Extra paid leave and dedicated funds for personal development (up to 5 days and $1500 a year based on tenure).
• Competitive medical, retirement, and PTO benefits.
• Fully remote work environment.
• Access to a mental health and wellbeing platform with 24/7 dedicated psychological support, and targeted programs to promote wellness.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed