Director of Revenue Operations

Who we are

Busbud is the world's leading platform for intercity ground travel. Our consumer marketplace connects travelers to 3,900+ bus, train, ferry, and shuttle operators across 80+ countries and 2,300,000+ routes, while our Busbud Business Suite (including Ratality) powers the technology and commercial operations of 350+ ground travel partners worldwide. We're building a more connected world by making ground travel as easy to discover, book, and operate as flights are today.

The Director of Revenue Operations role is to architect and operate the systems, processes, and analytics that drive predictable, scalable revenue growth across Busbud's entire business, including our consumer marketplace, ecommerce suite, IMS/SaaS platform, and distribution channel. This role ensures every revenue team—Sales, Marketing, Customer Success, Product, Engineering, and Finance, operates from one source of truth and rows in the same direction toward our growth objectives.

This is a unique opportunity to take Revenue Operations at Busbud to the next level. Over the last year, we have invested significantly in building the foundations of our revenue engine, including the rollout of Hub Spot. The successful candidate will build on this foundation, defining the long‑term vision for Revenue Operations, scaling systems and processes globally, and establishing Rev Ops as a strategic function that supports Busbud's next phase of growth.

This role is a strategic, hands‑on leader who owns the end‑to‑end revenue engine at Busbud, from lead generation and carrier acquisition through onboarding, activation, and retention. They will provide day‑to‑day direction on process, pipeline discipline, forecasting, planning, and execution, while coordinating stakeholders across the full customer journey. They will lead GTM process design and oversee systems, data, and analytics that support decision‑making across the business, contributing to pricing strategy, territory and incentive design, and the operational cadences that keep commercial teams aligned and accountable.

They will build and grow a high‑performing Revenue Operations function and serve as a trusted partner to leaders across the organization, helping Busbud grow profitably across every business line and geography.

• Revenue Strategy & Planning: Partner with the VP Growth and GTM leaders to translate Busbud's growth strategy into an annual revenue operating plan covering the B2C marketplace, the Busbud Business Suite (B2B SaaS), and emerging multi‑modal lines (rail, ferry, etc.).
• Forecasting, Reporting & Analytics: Own bookings, GMV, take‑rate, ARR and pipeline forecasting for new sales opportunities across all business lines. Maintain a single source of truth for revenue data, define KPI taxonomies, enforce data quality standards, build executive dashboards and predictive models that keep forecasting variance below 10%, surface risks early, and democratize self‑serve reporting across GTM teams. Identify opportunities for sales team focus, both in existing customer upsell campaigns and market share capture campaigns.
• CRM Ownership: Own CRM strategy and administration, including the design and build of scalable workflows, automation, integrations, and reporting.
• GTM Process Design: Design and operate the end‑to‑end revenue funnel, from carrier acquisition and partner onboarding through operator retention and expansion, standardizing stages, definitions and handoffs across Sales, Marketing, Customer Success, Product, Engineering and Finance.
• Revenue Tech Stack: Own the Rev Ops technology stack across CRM, BI, marketing automation, sales engagement and project management, including integrations (e.g. with finance ERP, back‑office systems, etc.). Drive system integration and adoption with a focus on consolidation, data quality and enabling GTM teams to operate efficiently without adding complexity.
• Pricing & Commercial Policy: Work with Sales, Product, and Finance to define and enforce pricing strategy across all business lines.
• Territory, Quota &
  
  Incentives:
  
  Design carrier/partner segmentation, territory coverage, quota‑setting, and incentive plans…