UK | Healthcare Distribution | £200m+ Business
The Role
The Head of Revenue Operations will be responsible for building and leading the Revenue Operations function for a £200m+ UK business, aligning commercial planning, processes, systems, data and enablement across Sales, Marketing, Finance and Operations to drive profitable, scalable growth. This is a ground-up build, with the opportunity to shape how the commercial organisation operates.
The successful candidate will establish the processes, systems and data foundations needed to support continued organic growth, improve sales and marketing alignment, and introduce the reporting and operational discipline required to scale. The role will own the day-to-day operational rhythm of the commercial organisation while transforming how teams work, unlocking sales productivity gains and embedding HubSpot CRM as the single source of truth for commercial activity.
You will have the authority to establish commercial process and data standards, govern CRM configuration and access, define core commercial KPIs, and recommend investments in commercial technology and the operating model. Principal Responsibilities
- Build and Lead the Function Establish Revenue Operations: Design the commercial operating model, priorities and roadmap for a unified Sales and Marketing Operations function, securing buy-in across commercial, logistics and supply chain teams. Build and develop a team: Operate as a hands-on player-coach, establishing standards, remaining close to the detail and growing the function in line with business needs. Integrate commercial and operational planning: Ensure the commercial team's contribution to Sales & Operations Planning (S&OP), aligning forecasts, assumptions, risks, customer demand and operational capacity.
Growth, Process and Performance Lead commercial growth planning: Work with channel leaders and senior stakeholders to translate business strategy into customer, channel and category growth plans, with clear initiatives, owners, targets and performance measures. Identify growth opportunities: Use white-space analysis across channels, customer segments and individual accounts to identify opportunities for expansion.
Optimise core revenue processes: Design and continuously improve lead-to-cash, pipeline management, forecasting, quoting, tender management, account planning and marketing-to-sales handovers. Improve funnel performance: Identify friction and conversion gaps across the customer journey, working with Sales, Marketing and Operations to improve pipeline quality, quantity and conversion.
Support commercial operations for new product launches and OEM opportunities. Own pricing strategy and operations: Establish pricing governance, structure, analysis and modelling, optimising pricing processes to improve margin performance. Lead tender and contract operations: Oversee the strategic management of the Tenders & Contracts function, ensuring timely and compliant submissions for public sector and customer tenders.
Manage the contract lifecycle: Ensure contractual obligations, pricing, service levels and compliance requirements are accurately maintained and communicated across the business. Maximise contract value: Drive the development, maintenance and performance management of customer contracts to support revenue growth, protect margins and minimise risk.
Systems, Data and Analytics Own HubSpot CRM: Establish HubSpot as the commercial system of record across Sales, Marketing and Customer Success, leading configuration, adoption, data governance and ongoing optimisation. Integrate commercial systems: Ensure effective integration and reconciliation between HubSpot, ERP, finance, order management and reporting platforms.
Establish data governance: Implement standards that ensure pipeline, customer and campaign data are trusted, complete and consistent. Own commercial reporting and forecasting: Build a reliable reporting cadence and define KPIs that provide leadership with visibility of pipeline health, conversion, forecast accuracy, sales velocity and revenue performance.
Deliver actionable insights: Partner with Analytics to understand pipeline and revenue performance, business run rate, growth drivers and commercial risks. Manage the commercial technology stack: Evaluate, select and rationalise tools that improve Sales and Marketing productivity while avoiding unnecessary duplication and cost.
Enablement and Change Lead commercial transformation: Plan and deliver process, systems and ways-of-working improvements, ensuring effective stakeholder management and lasting adoption. Improve sales and marketing enablement: Ensure teams have the tools, playbooks, data and training required to work efficiently and consistently.
Drive measurable productivity gains: Establish clear measures of success and ensure the Revenue Operations function delivers tangible improvements in commercial effectiveness. Partner across the business: Work closely with Finance, commercial and operational leadership on planning, capacity, sales incentive design and the operational cadence of the business.
Person Specification The successful candidate will demonstrate: A builder's mindset, with the ability to create structure and capability where little currently exists. The ability to balance operational delivery with longer-term transformation. Strong commercial acumen and a clear understanding of how Sales and Marketing drive revenue.
A data-driven, pragmatic approach to processes, reporting and decision-making. Credibility and influence with senior stakeholders, including the ability to lead change across a growing organisation. A hands-on approach combined with the leadership capability to build and develop a team. Skills and Behaviours Structured and systematic: Brings clarity, process and prioritisation to ambiguous situations.
Analytical and evidence-led: Uses data to inform recommendations and challenge assumptions. Influential communicator: Translates operational detail into clear narratives for commercial and executive audiences. Change leader: Builds stakeholder alignment, manages resistance and drives lasting adoption. Pragmatic and outcome-focused: Balances the ideal solution against speed, cost and organisational readiness.
Collaborative and trusted: Works effectively across Sales, Marketing, Finance, IT and Operations. Resilient and adaptable: Thrives in an environment where growth and transformation happen simultaneously. Experience and Qualifications Essential Significant experience in Revenue Operations, Sales Operations, Marketing Operations or a closely related commercial operations discipline.
Proven experience designing and improving commercial processes, including pipeline management, forecasting and lead-to-cash. A track record of building or significantly maturing a commercial operations function, ideally in a founding or first-in-role appointment. Experience owning and administering a CRM at scale, including configuration, adoption and data governance.
Strong analytical and reporting capabilities, including building KPIs, dashboards and forecasts that inform leadership decisions. People leadership experience, or a strong track record of leading cross-functional initiatives without direct authority. Experience delivering change in a growing or transforming organisation, with demonstrable adoption and measurable results.
Desirable Hands-on experience with HubSpot CRM, including Sales Hub and/or Marketing Hub. Relevant HubSpot certifications are advantageous. Experience leveraging AI solutions to drive efficiency and productivity gains across commercial operations. Experience in B2B, distribution, healthcare or a multi-site commercial environment. A relevant degree or professional qualification, or equivalent practical experience.