Head of Revenue Operations

Strategic Revenue Architecture

• Designing and maintaining the end-to-end revenue model across the full customer lifecycle, from lead creation to renewal and expansion.
• Defining which tools own which data, how they integrate, and establishing the single source of truth for each domain.
• Owning the overall Revenue Technology (RevTech) stack, including CRM (Salesforce), Marketing Automation (HubSpot/Pardot), BI/Reporting tools, CPQ, and Customer Success platforms (e.g., ClientSuccess).
• Leading Go-To-Market (GTM) operations strategy and ensuring alignment across Sales, Marketing, and Customer Success.
• Identifying structural risks and building the frameworks that allow the commercial engine to run without constant executive intervention.

Governance & Process Excellence

• Transitioning forecasting from a leadership driven discussion to a system led, evidence based discipline with clear stage criteria and variance tracking.
• Designing and enforcing rules for lead routing, Sales Level Agreements (SLAs), and lead recycling mechanisms.
• Designing and managing the Q2C process, including CPQ governance, as a unified, governed workflow to reduce margin leakage and billing friction.
• Establishing and optimizing Marketing Operations processes, including lead scoring models, multi-touch attribution, campaign operations, MQL-to-pipeline conversion analysis, and Account-Based Marketing (ABM) support.
• Introducing formal intake processes, prioritization frameworks, and release cycle governance for all system and process changes.

Customer Success & NRR Strategy

• Designing and managing the post-sale lifecycle infrastructure, including health scoring, expansion motion design, and formal churn playbooks.
• Driving Net Revenue Retention (NRR) by automating renewal workflows and optimising Customer Success tooling to eliminate administrative friction.
• Identifying and fixing leaks in the funnel where customers stall or expansion opportunities are missed.

Enablement & Productivity

• Designing and implementing Sales onboarding ramp programs, playbooks, and continuous rep enablement initiatives to drive sales productivity and efficiency.
• Developing and tracking productivity metrics to move the sales function from tactical support to a structured operational discipline.
• Partnering with Sales leadership to ensure the "land and expand" methodology is codified within the CRM.
• Defining and governing core metrics (e.g., MQL, Churn, Pipeline) so that all teams work from consistent, unified definitions.
• Providing scenario based performance modeling and deep-dive analysis on churn drivers and Net Revenue Retention (NRR).
• Identifying and fixing leaks in the funnel where leads or opportunities stall.

Team Leadership & Capability Building

• Providing senior guidance to the Sales Ops function to move it from tactical support to a structured operational discipline.
• Overseeing dedicated Salesforce administration and ensuring system changes align with the broader strategic roadmap.
• Partnering with Marketing to align demand generation infrastructure and with Customer Success to automate renewal workflows.

Ideal Candidate

• To be passionate about Nutritics and bring that enthusiasm to work daily. We want you to be focused on quality delivery and doing an excellent job that you can take pride in.
• 7+ years of experience in Revenue Operations, Sales Ops, or GTM Strategy, with a proven track record of moving an operations function from tactical support to a structured, board level strategic discipline.
• Hands‑on expertise in the modern RevTech ecosystem, including advanced Salesforce administration, Marketing Automation (HubSpot/Marketo/Pardot), and Customer Success platforms (ClientSuccess/Gainsight).
• Proficiency in BI and reporting tools (Tableau/Looker/Sigma) with the ability to translate complex data into clear, actionable executive insights and scenario‑based performance models.
• Experience designing and implementing sales onboarding, ramp programs, and playbooks that tangibly reduce Time to Productivity and improve rep attainment.
• A deep understanding of the entire customer journey, specifically the mechanics of lead scoring, multi‑touch attribution, and the drivers of Net Revenue Retention (NRR).
• A systems thinking mindset with experience building Quote‑to‑Cash (Q2C) and CPQ frameworks that reduce friction and prevent margin leakage.
• Proven ability to lead cross‑functional alignment between Sales, Finance, Marketing, and Customer Success, navigating feature creep with formal intake and prioritisation frameworks.
• A relentless focus on funnel forensics—identifying and fixing the structural leaks where leads or expansion opportunities stall.
• Ability to present to executive leadership, shifting the conversation from gut feel to evidence‑based, system‑led forecasting.
• Fluent written and spoken English.

Benefits

• 25 days annual leave (plus public holidays)
• Training & Development Programmes
• Excellent work‑life balance policies – Summer hours, Enhanced parenting leave options, etc.
• Generous personal Health & Wellbeing budget
• Unparalleled opportunities to a rewarding & diverse career path
• An experienced knowledgeable peer group

Location and Hours of Work

Our weekly hours of work are 37.5 covering Monday to Friday. This is a hybrid role and we offer a lot of flexibility around core hours. Teams based in Ireland and the UK are required to work from the local office one day every two weeks.

This role can be based either in Ireland or the UK.

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