What is a Head of Revenue Operations?
A Head of Revenue Operations leads the RevOps function — setting strategy for how Sales, Marketing, and Customer Success systems, data, and processes will be designed and maintained as the company scales. They manage the RevOps team, own the GTM technology stack, and partner directly with the CRO or VP of Sales on forecasting, capacity planning, and process design.
At what stage should you hire a Head of Revenue Operations?
Series B through Series D, when the RevOps function has grown from a single person to a team and needs dedicated leadership. The trigger: the GTM organization has exceeded 30–50 people, the CRM complexity has grown significantly, or revenue leakage from process and systems gaps is materially affecting growth.
What does a Head of Revenue Operations do at a startup?
- Lead the RevOps team (typically 2–8 people spanning CRM admin, analytics, and enablement)
- Own GTM strategy from an operational perspective: territory design, quota setting, capacity planning
- Partner with CRO and CFO on revenue forecasting models and board-level reporting
- Drive GTM technology strategy: evaluate, consolidate, and optimize the sales tech stack
- Build and maintain a unified GTM data model across Sales, Marketing, and CS
- Design incentive compensation plans in partnership with Finance
- Lead cross-functional RevOps projects: CRM migrations, new market launches, sales process redesigns
Key skills and qualifications
- 6–10 years of revenue operations experience, with 2+ years in a leadership role
- Track record of building and leading a RevOps or Sales Ops team
- Expert Salesforce or HubSpot knowledge — admin-level or above
- Strong financial modeling: familiar with quota setting, comp plan design, and revenue forecasting
- Executive communication skills — presents to CRO, CFO, and board
- Experience with GTM data infrastructure: data warehouses, BI tools, CRM integrations
Why hire your Head of Revenue Operations through RFS?
- Revenue operations leadership is a high-leverage hire — we screen for both operational depth and strategic thinking
- 29-day average time to hire — RevOps leadership searches are highly competitive; our network gives you an edge
- Pre-vetted for leadership track record and GTM sophistication
- 300+ placements at VC-backed companies across all GTM functions
- No upfront fees — you pay when the right person is placed
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