Head of Revenue Operations (RevOps)

Our client is a global leader in SaaS solutions for the shipping and maritime industry looking for a Head of Revenue Operations (RevOps) to drive efficiency, optimize revenue growth, and ensure alignment across our go-to-market functions.

This role is based in Singapore and will play a key part in aligning global sales, marketing, and account management teams, working very closely with the CCO and GTM leaders while ensuring smooth collaboration across all teams.

Key Responsibilities

1. Revenue Strategy & Forecasting

• Develop data-driven revenue strategies that align with company goals while allowing for regional adaptations.
• Implement and refine forecasting models to improve pipeline predictability.
• Align sales, marketing, and account managers around key revenue drivers.
• Standardize global pipeline management, ensuring accuracy across regions.

2. Process Optimization & Efficiency

• Identify and eliminate bottlenecks in the revenue cycle (from lead to renewal).
• Standardize and optimize sales processes, ensuring scalability.
• Improve handoffs between sales, marketing, and account managers to maximize conversion rates.

3. GTM Alignment & Cross-Functional Collaboration

• Break down silos between Sales, Marketing, Account Management, and Finance.
• Ensure clear lead qualification criteria (MQL > SQL > Opportunity) and enforce SLAs.
• Facilitate regular revenue alignment meetings with GTM leaders.

4. Tech Stack & Automation

• Own and optimize the RevOps tech stack, including Dynamics CRM, automation tools, and BI dashboards.
• Improve data hygiene and standardization for better decision-making.
• Automate manual processes to increase efficiency (e.g., lead routing, deal desk).

5. Data & Analytics for Growth

• Build and maintain a centralized revenue dashboard for real-time insights.
• Establish key metrics and benchmarks to track GTM performance.
• Conduct regular win/loss analysis to inform sales and marketing adjustments.

6. Pricing & Monetization Strategy

• Support pricing & packaging decisions with data-driven insights.
• Optimize discounting & deal approval workflows to maximize ACV & LTV.
• Ensure smooth implementation of any new monetization models.

7. Customer Expansion & Retention

• Improve account management operations to boost retention and expansion.
• Implement customer health scoring models to identify churn risks.
• Align cross-sell/up-sell motions with sales and account management teams.

8. Hiring & Team Development

• Scale and align the RevOps team to support growth objectives.
• Develop training & enablement programs for GTM teams.
• Foster a culture of continuous improvement & data-driven decision-making.

Success Metrics for RevOps

• Improved Revenue Efficiency: Lower CAC, higher LTV/CAC ratio.
• Increased Sales Velocity: Faster sales cycles and improved win rates.
• Higher Retention & Expansion: Lower churn, higher NRR (Net Revenue Retention).
• More Accurate Forecasting: Improved predictability in revenue projections.
• Operational Scalability: Automated, repeatable processes supporting growth.

What We’re Looking For

• 5+ years of experience in Revenue Operations, Sales Operations, or GTM Strategy within a B2B SaaS environment – preferably within Maritime, Energy or related industries
• Proven experience in scaling revenue operations for a global company.
• Strong expertise in CRM systems (preferably Dynamics CRM), automation tools, and data analytics.
• Exceptional skills in forecasting, process optimization, and GTM alignment.
• Ability to work cross-functionally with Sales, Marketing, Customer Success, and Finance teams.
• Experience in managing a global RevOps function, with an understanding of regional market differences.
• Strong analytical mindset with the ability to interpret complex data and translate insights into action.