RevOps Lead - Scaling Tech Firm

A high-growth technology business is building a high-performance commercial team to lead the next phase of growth in its fleet risk intelligence solution. This is their first dedicated Rev Ops engagement, and its a hands-on builder role. Youll design and operate the systems, processes, and data that underpin both their direct sales motion and our partner-led growth. Youll act as the connective tissue across sales, partnerships, marketing, and customer success.

The focus is clarity, consistency, and predictability in how they generate and convert pipeline - with the rigour required to support Series A readiness and scale beyond it. The Business This company helps fleets move beyond disconnected systems and reactive safety processes. By combining connected vehicle video data and AI, it delivers clear, actionable insight that helps teams identify and understand risk, respond faster, and improve safety across their operations.

The technology operates in live vehicles and real-world environments, supporting proactive risk management and enabling fleet managers to:
Improve operational efficiency and accountability Detect and intervene before incidents happen Improve driver behaviour and safety culture Strengthen insurance positioning and compliance

Key Responsibilities Pipeline & Forecasting Discipline Own pipeline hygiene, stage definitions, and inspection cadence. Build a consistent forecasting model across direct and partner deals. Run weekly deal reviews and support win planning on key opportunities. Improve forecast accuracy and visibility for SLT and board. Partner & Direct Motion Integration Design how partner-sourced deals flow through the funnel. Define attribution rules - who gets credit and how.

Build reporting that reflects the true contribution of partners. Support partner planning (ABRs, targets, tracking). Systems & Tooling Own Salesforce as single source of truth. Implement scalable workflows, automation, and reporting. Evaluate and introduce tools (sales engagement, enablement, etc.) as needed. Ensure clean data architecture from day one. Metrics & Performance Management Define core KPIs across sales, partnerships, and CS.

Build dashboards for SLT and board reporting. Track conversion rates, sales cycle, ACV, and unit economics. Identify bottlenecks and drive continuous improvement. GTM Planning & Execution Support Support territory planning and account segmentation. Help define quotas and capacity planning as the team scales. Partner with marketing on pipeline generation tracking (especially ABM with partners). Commission & Incentives Support design and administration of commission plans.

Ensure clarity and trust in how performance is measured and paid. Model scenarios (accelerators, mix shifts, partner impact). Experience 510 years in Rev Ops, Sales Ops, or GTM Strategy in a SaaS or tech environment. Experience supporting both direct sales and partner/channel models. Strong Salesforce and data/analytics capability. Operator mindset - comfortable building from scratch in a scaling business. High attention to detail, pragmatic in execution.

Strong stakeholder management with sales leaders and executive team. Contact Nicky Strutt