Head of Revenue Strategy & Operations

About the Role

We are seeking a senior, data-driven revenue operator to help drive predictable growth across our multi-product, global SaaS business. This role sits at the center of revenue strategy, analytics, forecasting, and operating cadence, bringing structure and insight to how we acquire, retain, and expand customers.

The Head of Revenue Strategy & Operations reports directly to the Chief Revenue Officer for Chartbeat and Tubular Labs and is a core member of the Revenue Leadership Team.

This is a high-impact, individual contributor role with broad influence across Sales, Customer Success, Marketing, Finance, and Technical Business Operations and will serve on the Chartbeat Revenue Leadership team. You’ll be “hands-on” building models, analyzing data, and creating insights, as well as leading the analysis to improve and refine our revenue strategy globally. The ideal candidate is equally comfortable building systems, leveraging automation and AI where appropriate, writing internal proposals, and presenting strategic recommendations to executive leadership.

You will be part of a collaborative peer group of functional specialists across Sales, Marketing, Customer Experience, Product and Finance who provide operations support across the organization. Together, this group aligns and prioritizes cross-functional efforts to drive company growth and hit key performance and financial targets.

Key Responsibilities

Revenue Strategy & Growth

• Develop and execute revenue growth strategies across acquisition, retention, and expansion

• Identify and prioritize new revenue opportunities by geography, vertical, and segment
• Build business cases for revenue-enhancing initiatives and track ROI
• Lead strategic initiatives to remove barriers to growth across the buyer journey

Forecasting & Pipeline Management

• Own and continuously improve our forecasting process for streamlined company and board reporting
• Build and refine pipeline models with structured inputs from the field to ensure forecast accuracy
• Establish forecasting frameworks and accuracy targets across sales and customer success
• Track retention and upsell metrics; build predictive models for churn and expansion
• Evaluate and implement AI-powered tools to improve pipeline analysis, forecasting accuracy, and rep productivity

Revenue Analytics & Insights

• Design and maintain dashboards that provide visibility into end-to-end revenue performance
• Analyze funnel conversion, deal velocity, and pipeline health across segments and regions
• Identify bottlenecks and performance drivers across the revenue life cycle
• Deliver clear actionable insights that inform strategy and executive decision-making

Revenue Operations Governance

• Establish standardized processes for territory design, account ownership, and coverage
• Develop frameworks for compensation planning and special incentive programs
• Create operational rhythm for commercial teams including field and leadership meetings
• Oversee development and tracking of cascading OKRs across the revenue organization
• Oversee and improve Rules of Engagement exception tracking between Sales and CS. 

Cross-Functional Alignment

• Partner with Finance and Marketing on territory planning, target setting, and revenue modeling
• Work with Technical Business Operations on systems implementation and process optimization
• Collaborate with CS Leadership to improve account transition processes between Sales & CS

Qualifications

• 7+ years in revenue operations, strategy, or business operations within a high-growth, multi-product B2B enterprise SaaS environment
• Proven track record shaping revenue strategy at scaling companies; experience working directly with cross-functional leadership and C-suite executives on revenue planning
• Significant experience with revenue analytics systems; strong financial modeling capabilities
• Experience designing data flows and system architectures across Salesforce and its adjacent tools
• Experience leveraging AI and automation to solve business problems and improve workflows

Key Capabilities

• Strategic Thinking: Ability to translate data into actionable growth strategies through hands-on analysis and modeling; identify market opportunities and build compelling business cases
• Executive Communication: Exceptional written and verbal communication skills with experience presenting to and influencing C-suite executives and board members
• Cross-Functional Leadership: Strong cross-functional leadership and collaboration skills; ability to align diverse stakeholders across revenue teams
• Team Organization: Clearly demonstrated proficiency in organizing and establishing cadences, tracking and systems that drive accountability and execution across Revenue teams.
• Hands-On Execution: Proven track record as a high-performing individual contributor; able to build analyses, models, and dashboards independently while driving change as a leader in the organization
• Forecasting Expertise: Experience designing and implementing forecasting frameworks that improve accuracy and enable predictable growth
• Change Management: Track record of successfully designing, launching and implementing process changes across global commercial teams

Benefits

• Comprehensive Health, Dental, and Vision Insurance
• 401K with company match (100% of the first 3% and 50% of the next 2%)                    
• Fully Paid Parental Leave - 18 weeks for birthing parents, 12 weeks for non-birthing parents
• Phone and internet stipend
• Wellness, learning, and coworking reimbursements
• Flexible work hours
• Unlimited PTO
• 11 paid holidays and December holiday closure
• Annual In-Person Event
• The compensation range for this position is $160,000-$190,000