Head of Revenue Operations

Energy Drive Systems is scaling. Our customers are global industrial operators who care deeply about reliability, efficiency, and measurable outcomes, and our revenue machine needs to reflect that same level of discipline.

This is our first dedicated Revenue Operations hire. Your job is to bring structure, visibility, and calm to the entire revenue engine, from demand quality and first enquiry, through to booking, delivery handoffs, and long-term account expansion. In short…make revenue predictable, measurable, and scalable.

You’ll work closely with Marketing, Business Development, Sales, Operations and Account Management to ensure leads don’t disappear, forecasts can be trusted, and leadership can make decisions based on reality not gut feel or spreadsheet archaeology.

This role is not about building a big Rev Ops empire. It’s about building just enough process, data, and rhythm to support a growing business operating across the US, Europe, South Africa and emerging markets.

You’ll spend time inside the CRM (cleaning, fixing, improving), running revenue and pipeline reviews, building simple dashboards leadership actually uses, and unblocking GTM teams when processes or systems get in the way.

One week you might be tightening lead handoff between Marketing and Business Development. The next you’re fixing forecasting logic, redefining pipeline stages, or helping leadership understand why conversion rates differ by region or vertical.

You’ll talk to sales reps, marketers, operations and account managers regularly asking annoying (but necessary) questions like “What actually happens here?” and “Why does this deal stall?”

You’ll also be shaping how Rev Ops works at Energy Drive Systems long-term, without over engineering things too early.

Requirements

• Steward and continuously improve the end-to-end revenue operating model across Marketing, Business Development, Sales, Operations, and Account Management. You will ensure the feedback loop between post-sale delivery and pre-sale expectations is tight and ope rationalised.
• Refine and continuously document core revenue processes: lead management, pipeline stages, forecasting cadence, and handoffs between teams.
• Ensure everyone is working from the same definitions of leads, opportunities, CARR, ARR, churn, and expansion.
• Partner closely with leadership to translate growth strategy into operational reality.

• Partner with regional leadership to drive pipeline hygiene and forecasting accuracy. This includes standardizing the approach to renewal forecasting and expansion pipeline to ensure long-term value is as predictable as new business bookings.
• Run weekly and monthly revenue cadence (pipeline reviews, forecast calls, performance tracking).
• Support territory design, quota setting, and capacity planning as the business scales.
• Identify risks early (pipeline gaps, stalled deals, regional slowdowns) and surface them clearly.

• Build and maintain a single source of truth for revenue and GTM performance.
• Create simple, trusted dashboards covering:
• Pipeline & bookings
• CARR, ARR, churn, and expansion
• Conversion rates and cycle times
• Regional and segment performance
• Translate data into insight, helping leadership understand why numbers move, not just that they moved.
• Support board level reporting when required.

• Own CRM structure, data quality, and governance.
• Ensure marketing-generated leads are visible, routed correctly, and followed up fast (leads age like donuts).
• Evaluate and optimise Rev Ops tools pragmatically, no shiny-object syndrome.
• Document processes so the business doesn’t rely on tribal knowledge.

• Work closely with the Marketing Manager to ensure campaigns, enquiries, and attribution connect cleanly to pipeline and revenue.
• Support Business Development and Sales with clear processes, clean data, and usable reporting.
• Partner with Account Management and Delivery teams to improve visibility into renewals, expansions, and long-term value. Establish clear feedback mechanisms so that project outcomes and delivery realities…