Greenshades Software
Head of Revenue Operations & Strategy
Greenshades Software, Jacksonville, Florida, United States, 32290
About the Role As the Head of Revenue Operations, you will be the strategic and operational backbone of our Go-To-Market engine, partnering closely with the CRO and cross-functional leaders across Sales, Customer Success, Renewals, Channel, and Marketing. You will drive predictability, performance, and scalability by architecting the systems, processes, and insights that power our revenue growth. This leader is data-driven, customer-obsessed, and relentless in aligning marketing efforts to measurable business outcomes, while embodying Greenshades’ core values of Trust, Accountability, Focus, Impact, and Intensity.
Increase your chances of reaching the interview stage by reading the complete job description and applying promptly. Your mission is to build a world-class revenue operations function that aligns cross-functional teams, drives operational efficiency, and provides the insights and infrastructure to confidently scale to $100M+ ARR. ResponsibilitiesStrategic Planning & Execution
Partner with CRO and Finance to set company-level bookings and revenue targets, territory design, and GTM resource allocation. Establish and operationalize core GTM KPIs across new business, expansion, churn, and retention. Serve as a key strategic voice in annual planning, board reporting, and executive-level business reviews. Forecasting & Pipeline Management
Lead company-wide forecasting processes—owning methodology, forecast stages, stage-by-stage conversion data, and forecast accuracy. Monitor pipeline coverage, stage progression, and revenue conversion metrics; provide insights and course-corrective recommendations to Sales and Marketing. Own and evolve bookings policy and churn reporting; serve as the primary RevOps representative in investor and board committee discussions. Process & Performance Optimization
Design and optimize the full revenue funnel—from lead acquisition to expansion and renewal—with clear handoffs and accountability. Build scalable processes to support sales velocity, rep productivity, and customer lifecycle management. Partner with CRO and Sales Enablement to ensure systems, applications, and workflows reinforce our sales methodology (Winning by Design) and continuously improve sales process execution. Collaborate with Enablement to identify performance gaps and drive coaching, ramp optimization, and certification programs based on performance data. Data, Analytics & Insights
Deliver real-time, actionable analytics to executive stakeholders across the GTM organization. Create and maintain standardized dashboards and scorecards for Sales, CS, and Marketing leaders. Analyze trends across ARR, churn, bookings, customer health, and funnel progression to influence GTM strategy. Tech Stack Ownership & Innovation
Own and manage the full GTM tech stack including Salesforce, Salesloft, HubSpot, Gainsight, ZoomInfo, Gong, and related tools. Evaluate and implement new technologies that drive forecasting accuracy, pipeline hygiene, customer health scoring, and rep productivity. Stay current on emerging AI and automation tools to drive GTM efficiency and innovation. Cross-Functional Leadership
Act as the connective tissue between Sales, Marketing, Customer Success, Product, and Finance. Lead cross-functional initiatives to align on definitions, processes, and systems that support a unified GTM motion. Ensure cross-departmental collaboration that supports the full customer lifecycle. Requirements
7–10+ years of experience in RevOps, Sales Ops, or Strategic GTM roles in high-growth SaaS environments Proven success supporting a revenue organization scaling from $30M to $100M+ Deep expertise in forecasting, sales process design, territory planning, and funnel management Strong Salesforce and GTM systems expertise; ability to translate business needs into technical solutions Executive presence and strong communication skills. You can influence from the boardroom to the frontline Data-driven mindset with a bias for action and continuous improvement Why Greenshades We’re in a high-growth phase, building a revenue engine that delivers predictable results with purpose-built discipline. This is your opportunity to help shape how we scale with the systems, insights, and cadence that unlock transformational growth. This is a remote position.
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Increase your chances of reaching the interview stage by reading the complete job description and applying promptly. Your mission is to build a world-class revenue operations function that aligns cross-functional teams, drives operational efficiency, and provides the insights and infrastructure to confidently scale to $100M+ ARR. ResponsibilitiesStrategic Planning & Execution
Partner with CRO and Finance to set company-level bookings and revenue targets, territory design, and GTM resource allocation. Establish and operationalize core GTM KPIs across new business, expansion, churn, and retention. Serve as a key strategic voice in annual planning, board reporting, and executive-level business reviews. Forecasting & Pipeline Management
Lead company-wide forecasting processes—owning methodology, forecast stages, stage-by-stage conversion data, and forecast accuracy. Monitor pipeline coverage, stage progression, and revenue conversion metrics; provide insights and course-corrective recommendations to Sales and Marketing. Own and evolve bookings policy and churn reporting; serve as the primary RevOps representative in investor and board committee discussions. Process & Performance Optimization
Design and optimize the full revenue funnel—from lead acquisition to expansion and renewal—with clear handoffs and accountability. Build scalable processes to support sales velocity, rep productivity, and customer lifecycle management. Partner with CRO and Sales Enablement to ensure systems, applications, and workflows reinforce our sales methodology (Winning by Design) and continuously improve sales process execution. Collaborate with Enablement to identify performance gaps and drive coaching, ramp optimization, and certification programs based on performance data. Data, Analytics & Insights
Deliver real-time, actionable analytics to executive stakeholders across the GTM organization. Create and maintain standardized dashboards and scorecards for Sales, CS, and Marketing leaders. Analyze trends across ARR, churn, bookings, customer health, and funnel progression to influence GTM strategy. Tech Stack Ownership & Innovation
Own and manage the full GTM tech stack including Salesforce, Salesloft, HubSpot, Gainsight, ZoomInfo, Gong, and related tools. Evaluate and implement new technologies that drive forecasting accuracy, pipeline hygiene, customer health scoring, and rep productivity. Stay current on emerging AI and automation tools to drive GTM efficiency and innovation. Cross-Functional Leadership
Act as the connective tissue between Sales, Marketing, Customer Success, Product, and Finance. Lead cross-functional initiatives to align on definitions, processes, and systems that support a unified GTM motion. Ensure cross-departmental collaboration that supports the full customer lifecycle. Requirements
7–10+ years of experience in RevOps, Sales Ops, or Strategic GTM roles in high-growth SaaS environments Proven success supporting a revenue organization scaling from $30M to $100M+ Deep expertise in forecasting, sales process design, territory planning, and funnel management Strong Salesforce and GTM systems expertise; ability to translate business needs into technical solutions Executive presence and strong communication skills. You can influence from the boardroom to the frontline Data-driven mindset with a bias for action and continuous improvement Why Greenshades We’re in a high-growth phase, building a revenue engine that delivers predictable results with purpose-built discipline. This is your opportunity to help shape how we scale with the systems, insights, and cadence that unlock transformational growth. This is a remote position.
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