We're looking for our next Channel Champion to join the team as Head of Revenue Operations!
About the Role
As the Head of Revenue Operations, reporting to the VP of Finance, you'll own the systems, data, and forecasting discipline that our executive team and board rely on to run the business.
This is a build role. You'll establish the forecasting rigor, reporting standards, and data foundation a company at our stage needs to operate predictably, and you'll partner across Sales, Customer Success, Marketing, and Finance to make those standards hold.
You'll own the weekly forecast process outright and hold a standing seat in board reporting, quarterly business reviews, and annual planning. This role is central to how Channelscaler plans, measures, and defends its revenue performance.
Responsibilities
In this role, you'll focus on delivering results that move both the team and company forward by:
- Own forecasting and planning, including the weekly forecast, pipeline review cadence, and the reforecast standards senior leadership and investors rely on.
- Build a single, trusted source of revenue truth across ARR, pipeline, and retention reporting that reconciles to Finance and holds up to board scrutiny.
- Instrument retention economics, including net and gross revenue retention, renewal forecasting, churn cohorts, and expansion, so leakage surfaces early enough to act on.
- Own the GTM technology roadmap (Salesforce, HubSpot, Salesloft, DealHub, and related tools), the data governance behind it.
- Design pricing, segmentation, and territory strategy grounded in ICP, and implement it in the CRM.
- Identify and lead efficiency gains through AI and automation, from scoring and forecasting models to workflow design across the revenue stack.
- Deliver executive and board materials, including board reviews, strategic planning, and QBRs, and coach the revenue operations talent around you.
What Success Looks Like
- Forecast accuracy sustained within an agreed variance band across consecutive quarters.
- One trusted ARR data set, reportable by product and segment, that Finance and GTM both stand behind.
- Retention reporting that surfaces churn and expansion drivers early enough to change the outcome.
- Quotas, segmentation, and performance objectives implemented on time ahead of each fiscal year.
- A documented, governed GTM stack with every system in a company-managed tenant and access that can be audited.
Qualifications
Required:
- 7+ years in revenue operations, sales operations, or business operations within B2B SaaS.
- Must have hands-on experience standing up revenue operations in an unstructured or early-stage environment, including creating the processes, systems, and reporting infrastructure where little or none existed before. Candidates whose experience is limited to running a mature, already-functioning RevOps organization will not be a fit.
- A track record owning a forecast that senior leadership and investors relied on, with a clear view of how you made it credible.
- Depth in revenue systems architecture and data governance across CRM and marketing automation.
- Proven ability to influence Sales, Marketing, Customer Success, and Finance without direct authority over them.
Core Competencies:
- Systems thinking. You reason about the business first and the tooling second.
- Ruthless prioritization. There will always be more RevOps work here than capacity, and you decide what matters.
- Data fluency. Comfortable in SQL and BI tools, not only CRM reporting.
- Cross-functional credibility. You move teams you do not own.
- Accountability. You quantify your own impact and own what did not work.
Preferred (nice to have):
- Retention and expansion analytics in a partner, channel, or ecosystem context.
- Applying AI or LLM tooling to scoring, forecasting, or GTM analytics.
- Business intelligence, analytics, and data science experience.
- M&A, carve-out, or post-acquisition integration experience
Location & Work Environment
Channelscaler is a remote-first company with team members across the U.S., Ireland, India, and the U.K. For this role, we prefer candidates based in the Eastern Standard Time zone. Minimal travel expected (10 - 15% annually).
What We Offer
We thrive in a collaborative, growth-oriented environment that values curiosity and ownership.
- Competitive base salary and performance-based bonus or commission (where applicable)
- 25 days of paid time off annually
- 12 dedicated training days per year for professional development
- Health insurance (PPO and HSA plan options)
- Fully remote work environment with flexible hours
- Annual team offsites and opportunities for in-person collaboration
