Head of Business & Revenue Operations

Head of Business & Revenue Operations I Bokun

Bókun.io is a leading SaaS platform powering the experiences industry, enabling tour and activity operators to manage their businesses efficiently while seamlessly connecting with resellers, marketplaces, and other partners. As we scale, we are looking for a Head of Business & Revenue Operations to own our operational foundation, lead a data-driven GTM strategy, and drive sustainable revenue growth across the organisation.

This is a rare opportunity to set the operational foundations of a fast-growing SaaS business — not to inherit a machine that's already running, but to build one. If you're the kind of person who thrives without train tracks already laid, who can pick up a broad remit and instinctively know where to focus, this role was written for you.

As Head of Business & Revenue Operations, you will own the strategic and operational infrastructure that powers Bókun's revenue engine. Reporting directly to the General Manager, you'll work across Sales, Marketing, Customer Success, Finance and Product Development — not by managing those teams, but by leading through influence, building the systems, processes, and intelligence layer they need to grow with precision and speed.

You’ll bring a product way of thinking to operations: treating our critical user journeys — activation, conversion, expansion, reactivation — as products you own, with clear success metrics, instrumentation, and a cycle of hypothesis, experiment, and iteration.

This is a hands‑on, individual contributor role with significant influence. You will be the one doing the work (along with others supporting you)— designing the frameworks, pulling the forecasting models together, and embedding AI tools into day‑to‑day operations. You’ll operate at a strategic level: shaping the GTM roadmap, advising the executive team, and contributing to board‑level conversations. Equally comfortable at both strategic and tactical levels.

Job Location:

Hybrid – requires 1/2 days per week in our London, Oxford or Reykjavik office.

• Own and lead the end‑to‑end Rev Ops strategy — the connective tissue between Sales, Marketing, Customer Success, and Finance.
• Partner with the C‑suite to define annual revenue plans, growth targets, and market expansion strategy.
• Drive pipeline management, conversion rate optimisation, and sales process excellence to maximise GTM efficiency.
• Own sales quota design, territory planning, and incentive compensation models that drive the right behaviours.
• Build and maintain sophisticated revenue forecasting models, scenario plans, and expansion revenue strategies including upsell, cross‑sell, and CLV optimisation.
• Own monetisation and expansion strategy across pricing architecture, customer journey design, and billing platform optimisation — ensuring revenue growth levers are clearly defined, commercially sound, and operationally executable.
• Own the critical user journeys that drive revenue — signup/activation, conversion to paid, expansion, and reactivation — end to end.
• Own the Salesforce roadmap across all operational teams — setting priorities, driving decisions, and ensuring the platform keeps pace with how the business grows.
• Lead Salesforce architecture decisions, data model design, and process automation to support evolving GTM needs.
• Ensure Salesforce is the source of truth for pipeline, forecasting, and customer data — maintaining data quality and governance standards.
• Identify and implement integrations with the broader GTM tech stack (marketing automation, CS tooling, finance systems) to create a unified operational view.
• Design, implement, and continuously optimise attribution models that give clear visibility into what's driving pipeline and revenue — ensuring marketing and sales investment decisions are grounded in reliable data.
• Drive adoption across teams, building intuitive workflows and dashboards so Salesforce becomes a genuine operational asset, not just a record system.

• Lead Bókun's AI operations strategy — identifying, evaluating, and embedding AI and ML tools across revenue and business operations.
• Drive adoption of…