Revenue Operations (RevOps) at Shield Safety Group exists to give commercial leadership confidence in the data, processes, and insight behind every revenue decision. This is a role that bridges finance and the go-to-market teams – owning the operational infrastructure that makes revenue data trustworthy, running the commercial rhythm that keeps sales and customer success moving, and producing the analytics that enable the business to grow with clarity and intent.
The RevOps Lead owns the data, processes, and insight that drive commercial performance – from pipeline quality and forecast integrity through to revenue analytics and the operating rhythm that keeps new business and existing customers moving. This role ensures that every commercial conversation across the business is grounded in reliable data and that decisions are made with confidence.
This role plays a central part in helping the business scale efficiently by improving visibility, process quality, and commercial decision‑making across the revenue lifecycle.
Key Responsibilities
- Revenue visibility and data integrity
Own the CRM as the single source of truth – maintaining the data standards, pipeline hygiene, and revenue technology connections that make commercial reporting trustworthy.
- Pipeline quality and growth forecasting
Build and maintain the revenue forecast model across new business and existing business, translating pipeline data into commercial insight with clear recommended actions.
- Commercial analytics
Maintain the revenue performance dashboard, produce a weekly commercial update for the leadership team, conduct independent analysis to diagnose performance gaps, and surface cross‑sell and upsell signals as prioritised opportunities.
- Target and capacity planning
Build and maintain the target and capacity planning model across both new business and existing business sales teams, enabling leadership to manage headcount and revenue plan delivery.
- Revenue execution and customer journey
Ensure every stage of the customer journey has a clear, documented, and consistently followed process – from new lead handling through to renewal trigger and management.
- Commercial operating rhythm
Own and run the pipeline reviews, renewal boards, forecast calls, and win/loss sessions that keep the revenue team aligned and moving.
- CPQ maintenance
Maintain the CPQ process and quoting workflows, ensuring they reflect current commercial rules and are consistently followed across the team.
- Sales and marketing enablement
Connect marketing activity to pipeline outcomes, ensure lead routing is consistent and fast, and support the Customer Success Director with operational visibility across the existing customer base.
Experience
- Proven experience in a Revenue Operations, Sales Operations, or commercial analytics role within a B2B recurring revenue or tech‑enabled services business.
- Track record of producing commercial insight that has directly informed business decisions – not just built dashboards but influenced outcomes.
- Strong understanding of recurring revenue metrics: ARR, NRR, GRR, churn, pipeline coverage, and conversion rates, with the ability to maintain a consistent KPI framework across the business.
- Experience building and owning revenue forecasting models across new business and renewals, with demonstrable accuracy and stakeholder confidence.
- CRM ownership experience (HubSpot, Salesforce, or equivalent) including data governance, workflow configuration, and driving adoption across a commercial team.
- Proficiency with BI and analytics tools: Power BI preferred; strong Excel‑based modelling is essential.
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