Head of Revenue Operations

ButterCMS 🧈

. Design the end-to-end revenue engine and customer journey across self-service and sales-assisted motions .

Posted 10/12/2026full-timeRemote • Massachusetts • United StatesLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in revenue operations, including designing customer journeys, forecasting, and building field enablement functions. Proficient in leveraging data analytics and AI to enhance sales productivity and operational efficiency within a B2B SaaS environment.

Highest-signal resume keywords

Revenue Operations LeadershipSalesforce FluencyForecasting ExpertiseAI Operational DeploymentB2B SaaS Experience

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Revenue Engine DesignForecast Process OwnershipQuota and Capacity ModelingDeal Structure and PricingData Model Expertise

Soft Skills

Cross-Functional CollaborationActionable Recommendation DevelopmentTeam Building

Tools & Technologies

SalesforceBI ToolsMarketing Automation

Industry Keywords

Go-To-Market OperationsB2B SaaSProduct-Led MotionsSales-Assisted Motions

About the role

Key responsibilities & impact

Design the end-to-end revenue engine and customer journey across self-service and sales-assisted motions
Define segmentation, coverage, routing, lifecycle stages and cross-functional handoffs
Lead sales, customer success and partner operations across all Tiugo brands
Design territory and coverage plans, quotas, capacity and productivity models
Own the forecast process and its discipline
Design incentive plans while Finance administers and pays them
Build and define the deal desk function for enterprise and AI deals
Shape deal structure and pricing approach and coordinate legal, finance and security reviews
Build field enablement covering onboarding, ramp, sales methodology, and product and AI fluency
Hire the field enablement leader
Own revenue-organization automation and internal AI applications with the central AI team
Interpret business performance, diagnose changes, and provide actionable recommendations
Partner with data and analytics on metrics, pipelines, dashboards and data quality
Improve forecast accuracy, pipeline coverage, conversion, sales cycle, rep productivity and revenue-work automation

Requirements

What you’ll need

10+ years in revenue or go-to-market operations
5+ years leading the function at a B2B SaaS company between roughly $30M and $150M ARR
Experience operating a business with both product-led and sales-assisted motions
Deep Salesforce fluency
Command of forecasting, quote-to-cash, marketing automation, BI and billing
Technical expertise with data and data models
Ability to work with a data engineering team
Experience deploying AI operationally inside a go-to-market organization
Experience building functions and hiring teams
Comfortable working in a globally distributed, multi-brand business
Ability to work with central AI, data and analytics, marketing, finance, product and engineering teams

Benefits

Comp & perks

Extra paid leave and dedicated funds to pursue personal development (up to 5 days and $1500 a year based on tenure)
Competitive medical, retirement and PTO benefits
Fully remote work environment
Access to a mental health and wellbeing platform with 24/7 dedicated psychological support
Targeted programs to promote wellness