Director, GTM & Revenue Operations
HybridLondon, England, United Kingdom
Job Summary
Own the commercial operating model and team, defining the go-to-market playbook, pipeline, and process across Sell My Car and Get Your Car marketplaces. Design targets, compensation, and territory structures with leadership, while building onboarding, QA, and L&D frameworks to accelerate ramp-to-productivity. Direct Salesforce requirements and roadmap prioritization alongside sales-engagement tooling like Groove and AI-assisted workflows. Produce forward-looking revenue forecasts that reconcile to Finance's P&L and diagnose operational volume drivers. Run the end-to-end commercial PMO, managing governance, risk, and impact for cross-functional initiatives. Shape and hire the five-area function from a base of three, establishing a unified operating model and consistent quality bar. Feed the weekly operating cadence with leadership-ready pipeline reads for trading, Finance, and the CEO.
Required Qualifications
- A track record of leading a revenue-operations, commercial-operations or GTM-operations function at scale, in a marketplace, growth or B2B sales context
- Breadth across the operating model: you've owned, or closely partnered on, most of GTM process, enablement, commercial systems and analytics, and you understand how they fit together
- Strong CRM fluency with Salesforce as a system of record: you can set the requirements, shape the data model and process, and direct a platform team, not just keep it clean
- Commercial process and incentive design: targets, compensation, territory and capacity planning tied to business outcomes
- A people leader and builder: you've grown a multi-disciplinary team from a small base, hired well, and set a clear bar
- Analytical and data-fluent: comfortable in a forecast and a pipeline model, and drawing honest conclusions from the numbers
- Fluent and curious with AI: you use it to work faster and help a team adopt it
- Comfortable running a cross-functional PMO, with charters, RACI and clear risk management
- Credible with senior stakeholders: you make a well-evidenced case and hold it under challenge, and you influence across teams you don't own
- Self-directed: you turn an ambiguous problem into a plan, with a bias for action
- Intellectually honest: you surface the hard truth early rather than the comfortable answer late
Desired Qualifications
- Hands-on Salesforce administration or architecture (certification a plus), CPQ, and sales-engagement / revenue-intelligence tooling (e.g. Groove, Outreach)
- SQL / data warehouse fluency
- Marketplace, two-sided platform or automotive experience
- Process-improvement or operational-excellence training (e.g. Lean Six Sigma), especially paired with a commercial background
Hiring someone like this?
Get your role in front of qualified candidates on Sorce.