Head of Revenue Operations

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Head of Revenue Operations

The Head of Revenue Operations is accountable for the forecasting, data, insight, and processes that manage sales performance and inform commercial decision making across Kainos Digital Services. The role is responsible for ensuring the business has accurate , trusted and actionable insight to support business planning, target setting and forecasting , pipeline management and growth.

Alongside these responsibilities, the role will lead the transformation of the current Sales Ops function into a broader Revenue Ops function . This represents a significant opportunity to shape how Sales, Pre-sales, Marketing, Alliances and Operations work together, establishing consistent performance management frameworks, metrics and insight across each area to improve performance, strengthen decision-making and create a more scalable go-to-market capability for Digital Services.

A core part of the role is to establish Revenue Ops as a trusted business partnering function. Success will depend on working closely with senior stakeholders to understand their priorities and insight needs, identify sales process improvements and provide constructive challenge to drive better data-led decision-making and improve performance across the sales lifecycle .

Key Responsibilities

• Revenue Ops Transformation: Define and lead transformation of the current Sales Ops function to a broader Revenue Ops capability, establishing performance management frameworks, metrics and insight across Sales, Pre-sales, Marketing and Alliances teams . Shape the future operating model for the function, including how Revenue Ops partners with each go-to-market function and the wider Digital Services business.
• Sales Management Process & Governance: Own and continuously improve core sales processes, including booking rules, sales order governance and the consistent treatment of contracted work, backlog and forecast demand across Digital Services . Support quota and target setting, and partner with go-to-market teams to identify and implement improvements using data, insight and seller feedback to improve sales effectiveness and forecast accuracy.
• Forecasting , Insight and Reporting: Own the production of reporting, forecasting and performance insights across Digital Services, spanning all go-to-market functions. Ensure leaders have accurate , timely and actionable information to support decision-making, planning, pipeline management and go-to-market performance.
• Market Intelligence and Commercial Insight: Lead development of our market intelligence capability, providing insight into market trends, competitor activity, customer priorities and growth opportunities , e nsur ing intelligence is translated into actionable recommendations that support growth priorities .
• Data Management : Define and maintain the standards, governance and controls required to ensure the business operates from a trusted single source of truth for data across all go-to-market functions. Proactively assure th e integrity of data ensuring forecasting processes and performance reporting are underpinned by accurate , consistent and actionable data .
• Sales Technology: Act as the Digital Services business owner for sales technology requirements, identifying opportunities to improve sales effectiveness, operational efficiency and decision-making through better use of technology, automation and AI-enabled capabilities. Feed requirements into wider Group-level sales and marketing technology workstreams and drive effective adoption across Digital Services.

Essential Requirements

• Significant experience in Revenue Ops , Sales Ops , Commercial Ops or a similar commercial role in a complex B2B environment.
• Proven experience running core commercial operations activities, including forecasting, commercial reporting, pipeline management, performance management, data governance and sales process improvement.
• Strong understanding of sales processes, opportunity management, forecasting methodologies, pipeline governance and commercial processes.
• Experience operating as a trusted business partner to senior stakeholders, providing insight, challenge and practical recommendations that influence commercial decisions.
• Demonstrated ability to translate complex commercial data into clear, actionable insight for executive, leadership an

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