Revenue Operations Lead - Scaling Tech firm

A high-growth technology business building fleet risk intelligence solutions is hiring its first dedicated Revenue Operations leader to build the commercial engine behind its next phase of growth.

This is a hands-on, builder role. You'll design and run the systems, processes, and data that underpin both the direct sales motion and partner-led growth - acting as the connective tissue across sales, partnerships, marketing, and customer success. The goal: clarity, consistency, and predictability in how pipeline is generated and converted, with the rigour needed to support Series A readiness and scale well beyond it.

The Business

This company helps fleets move beyond disconnected systems and reactive safety processes. By combining connected vehicle video data with AI, it turns raw signals into clear, actionable insight - helping teams identify risk, respond faster, and improve safety across their operations.

The technology runs in live vehicles and real-world environments, enabling fleet managers to:

• Improve operational efficiency and accountability
• Detect and intervene before incidents happen
• Improve driver behaviour and safety culture
• Strengthen insurance positioning and compliance

What You'll Own Pipeline & Forecasting Discipline

• Own pipeline hygiene, stage definitions, and inspection cadence
• Build a consistent forecasting model across direct and partner deals
• Run weekly deal reviews and support win planning on key opportunities
• Improve forecast accuracy and visibility for the SLT and board

Partner & Direct Motion Integration

• Design how partner-sourced deals flow through the funnel
• Define attribution rules - who gets credit, and how
• Build reporting that reflects the true contribution of partners
• Support partner planning, including ABRs, targets, and tracking

Systems & Tooling

• Own Salesforce as the single source of truth
• Implement scalable workflows, automation, and reporting
• Evaluate and introduce new tools (sales engagement, enablement, etc.) as needed
• Ensure clean data architecture from day one

Metrics & Performance Management

• Define core KPIs across sales, partnerships, and customer success
• Build dashboards for SLT and board reporting
• Track conversion rates, sales cycle length, ACV, and unit economics
• Identify bottlenecks and drive continuous improvement

GTM Planning & Execution

• Support territory planning and account segmentation
• Help define quotas and capacity plans as the team scales
• Partner with marketing on pipeline generation tracking, particularly ABM with partners

Commission & Incentives

• Support the design and administration of commission plans
• Build clarity and trust in how performance is measured and paid
• Model scenarios - accelerators, mix shifts, partner impact

What You'll Bring

• 5-10+ years in RevOps, Sales Ops, or GTM Strategy within a SaaS or tech environment
• Experience supporting both direct sales and partner/channel models
• Strong Salesforce and data/analytics capability
• An operator mindset - comfortable building from scratch inside a scaling business
• High attention to detail, paired with pragmatic execution
• Strong stakeholder management skills with sales leaders and the executive team

Contact:Nicky Strutt