Head of Group Sales Operations; Internal

Job Title: Head of Group Sales Operations

Location: Any ARO office (Hybrid)

Contract type: Permanent – full time or part time

About the role

The Head of Group Sales Operations will operate as a central role within the CRO function, responsible for driving consistency, governance, and operational excellence across the ARO’s sales support and renewals activities. This role will report into the Chief Revenue Officer.

Working across Enterprise, Public Sector, SME and Scotland, the role will align regional approaches without altering direct reporting lines (they will stay as they are). It will bring cohesion to how renewals and sales support are delivered, ensuring consistent standards, improved efficiency, and clear visibility of pipeline and performance.

The role will act as the connective layer between Sales Directors, Renewals Specialists, and Sales Support teams—facilitating collaboration, embedding best practice, and enabling the successful execution of the ARO’s Sales Strategy.

Please note that this is a Hybrid role with onsite requirement 3 days a week. Applicants must be able to reliably travel to the office and where required, attend customer or business locations

What you’ll do

• Act as the central coordination point for all renewals and sales support activity across business units.
• Establish consistent governance frameworks across CRM usage, pipeline tracking, contract management, and renewals processes.
• Drive standardisation where appropriate, while allowing for necessary sector-specific nuances.
• Ensure alignment to CRO sales strategy and priorities.
• Bring together Renewals Specialist and Sales Support roles across the Group to create a more unified operating model.
• Define core responsibilities, accountabilities, and how the roles can be locally managed but centrally coordinated.
• Over time support the evolution towards a consistent “renewals lifecycle ownership” model across all areas.
• Identify and remove duplication, inefficiencies, and gaps in process.
• Establish a consistent, group-wide view of renewals pipeline, forecasting, and risk.
• Drive cadence and discipline in pipeline reporting and review.
• Provide regular insight to the CRO and Sales Directors on trends, risks, and opportunities across the Group.
• Support improved forecasting accuracy and reduced revenue leakage.
• Create and manage a regular cadence of meetings across Sales Directors and relevant teams (e.g. renewals forums, pipeline reviews, operational reviews).
• Facilitate cross-business unit collaboration and sharing of best practice.
• Act as a point of escalation or coordination for cross-group challenges.
• Identify opportunities to streamline and improve renewals and sales support processes.
• Drive adoption of best practice in deal preparation, contract management, and commercial processes.
• Work closely with Finance, Legal, Operations, Commercial, Business Improvement and Technology teams to improve end-to-end processes.
• Support continuous improvement initiatives aligned to commercial outcomes.
• Support Sales Directors in shaping and refining Renewals Specialist and Sales Support role profiles.
• Promote consistency in role expectations and performance measures.
• Highlight capability gaps and support targeted development initiatives.

What we are looking for?

• Proven experience in a senior Sales Operations, Commercial Operations, Revenue Operations, Sales Enablement, or similar leadership role.
• Strong ability to influence, coordinate and align teams across multiple business units without direct line management responsibility.
• Demonstrable experience of establishing governance frameworks, operational controls, and consistent ways of working across geographically or functionally diverse teams.
• Experience of managing and improving sales support,…