Revenue Operations Lead

The Xceptor RevOps Team is responsible for partnering with our Global Sales, Marketing, Customer Success, Product, and Enablement teams to administer our CRM and GTM tooling, enforcing data quality and governance, automating workflows, and delivering reporting, forecasting, and insights that drive confident decisions. They continuously optimise the operational infrastructure that powers our entire go to market motion ensuring our revenue engine runs predictably, transparently, and efficiently as we grow.

The role   

We’re seeking a highly experienced RevOps leader who’s ready to elevate and evolve our Revenue Operations function during a pivotal stage of growth. This is a senior individual contributor position reporting directly to our Global Head of Enablement & Operations.

Because of our size and pace, this role is deeply embedded in the business — you’ll work closely with our C‑suite, influence strategic decisions, and shape how our operational engine scales. If you’re looking for a traditional people‑management role, this may not be the right fit. But if you’re excited by the chance to upgrade our processes, refine our tech stack, define best‑in‑class operating rhythms, and mentor others while still being hands‑on, this is an exceptional opportunity to make a visible, lasting impact.

This role sits at the centre of our revenue team, partnering with Sales, Marketing, Finance, Customer Success, Product, and Leadership to drive predictable, efficient, insight led revenue growth.

You will own end to end RevOps initiatives — from forecasting, reporting, segmentation, tooling and some technical enablement. You’ll diagnose friction in our GTM motion, build scalable solutions, and enable teams to work smarter, faster, and with better data.

This role is ideal for someone who can bring their experience of a role in RevOps/Sales Ops/BizOps/GTM Analytics and is ready to own programs, systems, strategy and guiding and supporting junior members of the team in a fast-moving environment.

Key responsibilities

Revenue Operations Leadership & Strategy

• Act as a strategic partner to Sales, Finance, Marketing and Customer Success to drive revenue growth, productivity, and predictability.
• Provide data, analysis, and market intelligence to support decisions shaping GTM strategy, identifying opportunities, and informing prioritisation.

CRM, Tooling, and Automation

• Maintain data quality across all GTM tools and systems, including deduplication, enrichment, and cross system alignment.
• Build scalable automations using tools such as Groove, Salesforce — reducing manual work and increasing accuracy.
• Implement and optimise GTM tooling; evaluate new technologies to support scale.

Analytics, Reporting & Forecasting

• Build dashboards for executives, managers, and reps that drive real decision-making.
• Blend CRM, product usage, enrichment, and external datasets to surface insights on funnel performance, productivity, and conversion.
• Support forecasting processes and ensure alignment with Sales and Finance.
• Maintain pipeline hygiene rules and mechanisms to improve accuracy and accountability.

Process Design & Workflow Optimisation

• Map and refine GTM processes: lead routing, handoffs, opportunity stages, renewal workflows.
• Reduce friction by designing solutions that match real‑world workflows — not theoretical diagrams.
• Standardise processes across regions/segments and support change management with documentation and training.

Enablement & Change Management

• Run technical training sessions, workshops, and enablement programs that help reps adopt tools and processes.
• Create documentation, playbooks, and simple guides that teams will use.
• Offer first‑line operational support for tooling issues, helping reps solve problems quickly.

Segmentation, Planning & Revenue Programs

• Support territory planning, ICP refinement, and account segmentation to ensure the right coverage model.

• 4 – 6 years in Revenue Operations, Sales Operations or Business Operations within a B2B enterprise software or financial technology business, ideally at a scale up stage company
•  You'll have worked in environments where RevOps is a small function (1–3 people) and know what it means to own the whole stack, rather than a slice of it
• Experience in a high-growth, privately held software company with a lean GTM function — you'll understand the trade-offs of building for scale with limited resource
• Hands on experience with CRM admin (Salesforce)
• Strong analytical capability — Excel/Sheets required
• Experience with GTM automation tools (Clari, Groove or similar)
• Proven ability to support forecasting, reporting, and pipeline processes
• Experience working cross functionally in a GTM environment

Mindset & Traits

• Curious and Versatile: Enjoys learning new tools and jumping into unfamiliar problems
• Operator Mentality: You do the work yourself. You build the dashboard, write the process doc, troubleshoot the broken flow, and present the findings — all in the same week. You don't delegate basics because there's no one to delegate to, and that doesn't frustrate you
• Independent Problem Solver: Thrives in ambiguity with minimal oversight
• Collaborative Partner: Builds strong relationships with Sales, Marketing Ops, CS Ops, Finance, and Product Ops
• Bias for Action: You enjoy building — not just advising
• Structured Thinker: Brings order and clarity to messy problems

Nice to Have

• Experience of supporting or running forecasting cycles and revenue planning
• Background in a high growth start-up (Series A–C, <25 GTM headcount)
• Experience of guiding and supporting junior members of the team
• Participation in the RevOps community (events, content, LinkedIn commentary)

Competencies required (Xceptor competencies)

• Teamwork
• Customer Centricity
• Communication with Impact
• Strategic Orientation
• Results Driven
• Change & Innovation
• Leading People
• Developing People
• Influencing without authority
• Continuous Development

This is a great opportunity to join an innovative, fast-paced, highly collaborative, and forward-thinking organisation, during a significant growth phase. Xceptor is an equal opportunities employer and welcomes applications from all sections of society and does not discriminate on grounds of race, religion, or belief, ethnic or national origin, disability, age, citizenship, marital, domestic, or civil partnership status, sexual orientation, or gender identity or any other basis as protected by applicable law.

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required for the employees of this job.  Duties, responsibilities and activities may change at any time with or without notice.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions

#LI-HA1 #LI-Hybrid

We believe great ideas come from everywhere — and that the best teams are made up of people with different backgrounds, experiences, and perspectives. At Xceptor, we’re committed to building a workplace where everyone feels welcome, valued, and empowered to be themselves.

We know that not everyone ticks every single box in a job description — and that’s okay. If you’re excited about this role and think you could make a difference, we’d love to hear from you. Your unique skills and experiences might be just what we need, even if you don’t meet every requirement.

We celebrate diversity and are dedicated to creating an inclusive environment for all employees — regardless of race, gender identity, sexual orientation, age, disability, religion, or background.