Head of Revenue Operations

Requirements

• 8+ years’ experience in Revenue Operations, Commercial Operations, or equivalent roles in B2B SaaS
• Proven people leadership experience, with the ability to build, develop, and motivate high-performing teams through clarity, trust, and accountability
• Proven ability to operate at both strategic and executional levels, from defining direction to getting into the detail
• Deep understanding of GTM motions, commercial metrics, and revenue mechanics across the customer lifecycle
• Strong systems and data fluency, including CRM, GTM tooling, and commercial analytics
• Strong technical fluency, with the ability to work closely with engineers, systems teams, and data partners to design, prioritise, and implement scalable commercial systems
• Experience building and scaling operating models, playbooks, and performance frameworks
• Track record of leading cross-functional change in fast-moving, growth-oriented environments
• Excellent stakeholder management skills and the ability to influence without authority
• A pragmatic, low-ego leadership style that balances pace, clarity, and accountability

What the job involves

• As Director of Revenue Operations, you will own and run the commercial operating system that powers Planday’s growth
• This role exists to bring clarity, control, and momentum to how we plan, execute, measure, and iterate our go-to-market strategy
• You will connect strategy to execution by designing scalable processes, owning commercial systems and data definitions, and ensuring leaders have the insight and cadence needed to actively steer growth rather than react to it
• You will operate as both a strategic leader and hands‑on operator
• You’ll define where we need to go, while also being deeply involved in making it real, from forecasting and planning, to systems design, to playbooks and performance rhythms
• This role is accountable for shaping how Planday plans, steers, and scales growth, ensuring that commercial decisions are intentional, data‑informed, and executable
• Own and continuously evolve Planday’s commercial operating model, defining how growth is planned, executed, measured and improved
• Lead and develop a high‑performing Revenue Operations team, acting as internal consultants and execution partners
• Lead revenue planning, forecasting, and scenario modelling to inform strategic trade‑offs and investment decisions
• Design and continuously improve GTM processes across the full customer lifecycle, from lead to renewal
• Own commercial systems, data definitions, and field governance across Salesforce and adjacent GTM tooling
• Translate strategy into clear operating plans, playbooks, and standards for Sales, Marketing, CS, and Partnerships
• Run the rhythm of the business, including performance reviews, pipeline health, and KPI visibility
• Partner closely with Commercial, Product, Finance, Data, and Xero counterparts to deliver aligned outcomes
• Identify friction, inefficiencies, and growth opportunities, and turn them into actionable initiatives with clear ownership
• Success looks like:
  • Clear, shared understanding across leadership of how the commercial engine works and how it is being steered
  • Clear ownership and visibility of the end‑to‑end commercial system
  • Faster, higher‑quality decision‑making across GTM leadership
  • Predictable forecasting and stronger commercial discipline
  • Repeatable, scalable GTM processes and playbooks
  • A Revenue Operations team that is trusted, effective, and embedded in how the business runs
• This position description is intended merely as a guideline of the responsibilities involved in the position
• The employee is expected to perform any other duties as reasonably required by their Manager

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