Purpose

• The RevOps Lead exists to make revenue predictable, governable, and scalable as Vinova grows.
• This role ensures that:
  • Pipeline, forecast, and revenue numbers are one version of truthSales execution follows a disciplined, stage-gated processHandoffs between Sales, Presales, Delivery, and Finance are clean and measurable
  • Leadership can manage revenue by data and trends, not last-minute escalation
• This is NOT a Sales role and NOT a Finance role.
• This is a cross-functional operating role under COO.

Core Mission

Design and operate a disciplined revenue system that delivers predictable growth, accurate forecasting, and clean execution from pipeline to cash.

Key Responsibilities

Revenue Process & Stage Governance

• Responbilities:
  • Define and maintain the end-to-end sales process:
    • Lead => Opportunity => Proposal => Close won => Delivery handoff
    Establish clear stage definitions and exit criteriaEnforce pipeline hygine and stage discipline
  • Ensure consistent usage across regions and teams
• Deliverables
  • Sales process & stage-gate SOP
  • CRM stage definitions & mandatory fields
  • Sales governance playbook

Pipeline & Forecast Management

The RevOps Lead owns revenue predictability.

• Responsibilities:
  • Maintain pipeline coverage logic
  • Build and manage forecast models:
    • revenue
    • margin (with Delivery & Finance)
  • Track forecast accuracy and variance
• Deliverables
  • Pipeline coverage dashboard
  • Revenue & margin forecast report
  • Forecast accuracy scorecard
  • Risk & dependency analysis

CRM Ownership & Data Integrity

The RevOps is the CRM system owner.

• Responsibilities:
  • Own CRM configuration and governance
  • Define required fields, validation rules, and workflows
  • Ensure CRM reflects reality (not optimism)
  • Work with IT / vendors on CRM improvements
• Deliverables
  • CRM governance rules
  • Data quality reports
  • CRM change backlog & roadmap

Sales Performance & Efficiency Analytics

The RevOps provides objective sales performance intelligence.

• Responsibilities:
  • Analyze sales KPIs:
    • win rate
    • sales cycle length
    • conversion rates
    • deal slippage
  • Segment performance by:
    • industry
    • account type
    • region
  • Identify structural improvement opportunities
• Deliverables
  • Sales performance dashboard
  • Funnel conversion analysis
  • Sales efficiency insights

Handoff Governance

The RevOps Lead ensures clean handoffs, not firefighting.

• Responbilities:
  • Define standard handoff artifacts:
    • Scope CommercialsAssumptions
    Ensure Delivery and Finance receive accurate inputs
  • Track handoff quality issues and root causes
• Deliverables
  • Sales-to-Delivery handoff checklist
  • Handoff quality report
  • Issue & rework log

Alignment with Finance (Revenue => Cash)

The RevOps Lead bridges Sales and Finance.

• Responsibilities:
  • Align bookings, recognized revenue, and billing logic
  • Support DSO improvement by ensuring clean contract & milestones
  • Reconcile sales forecast vs finance view
• Deliverables
  • Bookings vs revenue reconciliation
  • Billing readiness tracker
  • Revenue leakage analysis

Executive Reporting & Operating Rhythm

The RevOps Lead powers revenue governance cadence.

• Responsibilities:
  • Prepare materials for:
    • Weekly revenue review
    • Monthly forecast review
    • Quarterly planning
  • Provide fact-based recommendations, not opinions
• Deliverables
  • Weekly Revenue Ops Report
  • Monthly CRO / COO forecast pack
  • Quarterly revenue planning inputs

Success Metrics

RevOps is measured on predictability, discipline, and data trust.

• Key success indicators:
  • Pipeline coverage consistently within target band
  • Forecast accuracy within agreed tolerance
  • Reduction in deal slippage and late surprises
  • High CRM data completeness and accuracy
  • Leadership confidence in revenue numbers

Required Capabilities & Experience

Must-have

• Strong system thinking and analytical mindset
• Experience in:
  • RevOps
  • Sales Operations
  • Consulting / Business Operations
• Ability to influence Sales without authority
• Comfort working with CRO, CEO, and Delivery leaders

Nice-to-have

• Experience in IT services / outsourcing
• CRM Expertise (OplaCRM, etc…)
• Exposure to revenue recognition concepts
• Background in consulting or scaling environments

What RevOps Lead does NOT do

• Carry a sales quota
• Close deals or negotiate commercials
• Manage sales people
• Set pricing independently
• Override CRO or CEO sales decisions

The RevOps Lead designs and governs the system; Sales executes within it.

Join Vinova and take ownership of building a disciplined, data-driven revenue engine that powers predictable and scalable growth. If you are a strategic operator who thrives at the intersection of Sales, Delivery, and Finance, and are passionate about designing systems that leaders can trust, we invite you to apply and shape the future of Revenue Operations with us.