Head of Revenue Operations

Location:

UK-Remote #LI-Hybrid #LI-Remote

Sedna is the operating system for global shipping. Our platform unifies communication, commercial operations, and data for chartering, operations, and finance teams - replacing fragmented tools with a single intelligent system purpose-built for maritime.

Backed by Insight Partners, GK Goh Ventures, Stride VC, Chalfen Ventures, and SAP, we’re scaling rapidly and expanding our product suite following the acquisition of Dataloy Systems (Voyage Management Software). This is a pivotal moment: we have product‑market fit, strong retention, and an ambitious roadmap - and we need the operational infrastructure to match.

Revenue Operations at Sedna is a critical function - and right now, it’s a big gap. Accountability for strategy, data & analytics, process & enablement and systems is fragmented across the GTM org. We have no single owner who sees the whole picture.

The Head of Rev Ops will be that owner. You’ll build and lead the Rev Ops function from scratch with a support structure already in place, establishing the systems, processes, and governance that allow Sedna to scale from its current ARR base to the next order of magnitude. You’ll report directly to the C‑suite and have full ownership of this function from Day 1.

You will have single‑point accountability across all four pillars of Revenue Operations:

Strategy & Planning

• GTM planning & revenue targeting
• ICP, territory & segmentation
• Quota & capacity modelling
• Compensation plan design
• KPI framework & metric definitions
• Pricing & discount policy

Process & Enablement

• Sales process design & playbooks
• GTM onboarding & ramp programmes
• Deal desk & approvals workflow
• Handoff design (SDR→AE→CS)
• Forecast call cadence
• CRM hygiene enforcement

Systems & Automation

• CRM architecture & administration
• Integrations & data model
• Tech stack governance & procurement
• Commission & incentive tooling
• Marketing automation platform
• Workflow & process automation

Data & Analytics

• ARR bridge & funnel metrics
• Pipeline & forecast reporting
• Attribution & campaign ROI
• Cohort & retention analysis
• Win/loss & churn analysis
• Board & exec reporting suite

Rev Ops Leadership & Strategy

• Own the Rev Ops function as a single point of accountability - ending the current fragmentation
• Define and drive the annual GTM planning cycle, including revenue targets, quota design, territory mapping, and capacity modelling
• Build and maintain the ICP framework, segmentation model, and pricing & discount policy
• Act as a neutral broker for cross‑functional decisions across Sales, Marketing, CS, and Finance
• Own board‑level Rev Ops narrative and reporting suite

Data, Analytics & Reporting

• Build a governed, scalable analytics function – migrating board metrics out of spreadsheets and into a single source of truth
• Own the ARR bridge, GTM funnel metrics, pipeline & forecast reporting, and cohort & retention analysis
• Establish attribution modelling and campaign ROI reporting in partnership with Marketing
• Manage and develop the Data & Analytics Lead (once hired) and partner with the Head of Data on customer analytics

Process, Enablement & Systems

• Own the end‑to‑end sales process, including handoff design (SDR → AE → CS), deal desk, and forecast cadence
• Partner with the Head of Revenue Enablement on GTM onboarding and ramp programmes
• Oversee CRM architecture, tech stack governance, and commission tooling with the Rev Ops Manager
• Re‑integrate CS strategy ownership – formally bringing renewals, health frameworks, and post‑sale operations back into Rev Ops scope

Must‑haves

• 5+ years leading a Revenue Operations function in a B2B SaaS environment
• Proven experience leading Rev Ops at a scaling company – you’ve built the function, not just managed within one
• Strong command of all four Rev Ops pillars: you can speak credibly about CRM architecture and quota modelling in the same conversation
• A track record of resolving cross‑functional misalignment and building shared accountability across Sales, Marketing, CS, and Finance
• Hands‑on with Salesforce (or equivalent CRM); comfortable with BI tooling and data modelling concepts

Nice‑to‑haves

• Experien…