SPECIALIST, REVENUE OPERATIONS

ROLE OBJECTIVE Specialist – Revenue Operations (RevOps) aligns Sales & Marketing around shared revenue goals. The role designs and operates standard processes (lead management, opportunity lifecycle, forecasting and revenue‑recognition handoffs), integrates the revenue technology stack (CRM, marketing automation, CS platforms, analytics), builds a single customer view, and produces dashboards and insights that improve pipeline health, conversion and retention. The specialist also trains users on tools and processes and supports quote‑to‑order administration and approvals—driving a unified, data‑driven go‑to‑market engine.RESPONSIBILITIESRevOps alignment & governance Establish common objectives and strategies across Sales and Marketing; maintain RACI, cadences and Quarterly Business Review (QBR) packsDesign and implement seamless handoffs (MQL→SQL, SQL→Opportunity, Opportunity→Order, Order→Onboarding/Success) with SLAs and definitionsProcess design & standardisation•     Define and maintain standardised processes for lead management, opportunity tracking, forecasting and revenue‑recognition handoffs to Finance; document playbooks and SOPsMaintain stage definitions, exit criteria and approval workflows (discounts/DOA/exceptions) and ensure auditabilityData, insights & decision supportCollect, analyse and interpret data from CRM, marketing automation, CS and finance systems; produce funnel, pipeline and retention/expansion insights.Develop and maintain dashboards and reports for KPIs (pipeline coverage, win rate, cycle time, forecast accuracy, bookings/ARR, churn/expansion) and highlight improvement actions.Single customer view & data qualityEnsure teams have access to a single, comprehensive view of the customer (accounts, contacts, activities, products, entitlements, tickets) via data models and governance.Own data hygiene routines (de‑duplication, mandatory fields, naming conventions) and coordinate data stewardship.Tech stack integration & administrationIntegrate CRM with marketing automation, CS platforms, CPQ/pricing and analytics to enable end‑to‑end visibility; manage connectors, fields and sync rules.Coordinate with IT/Data on roles/permissions, audit trails and PDPL‑compliant data handling.Enablement & trainingProvide training and support so teams use tools/processes effectively; publish short how‑tos and refreshers.Plan basic skills enablement with HR/L&D to ensure professional development and tool proficiency improves over time.Commercial planning support Support quota tracking, territory data maintenance, and compensation reporting in coordination with the Senior Manager and Finance; flag data anomalies or coverage gaps that may affect target setting.Quote‑to‑order & order acceptance support Prepare quote templates, route approvals per DOA, capture exceptions; assemble order packs for smooth handover to Delivery/Finance.Continuous improvement Track win/loss reasons and process bottlenecks; recommend automation and template improvements.Champion a data-driven culture across commercial teams; proactively surface insights and propose process enhancements to improve funnel conversion, forecast accuracy, and operational efficiency.