Director, GTM & Revenue Operations

Job description

THE CARWOW GROUP Carwow Group is driven by a passion for getting people into cars. But not just any car, the right car. That’s why we are building the go-to destination for car-changing, whether you are looking to buy, sell or lease. Designed to reach drivers everywhere with our trail-blazing portfolio of personality rich automotive brands; Carwow, Auto Express, evo, Driving Electric and Car Buyer. What started as a simple reviews site, is now one of the largest online car-changing destinations in Europe. Last year alone we grew over 50% with nearly £3bn worth of cars bought on site, while £1.8bn of cars were listed for sale through our Sell My Car service. Over 10m customers have used Carwow to help them buy and sell cars since its inception. In 2024 we went big and acquired Autovia, doubling our audience overnight. Together we now have one of the biggest YouTube channels in the world with over 1.1 billion annual views, sell 1.2 million print copies of our magazines and have an annual web content reach over 350million. WHY JOIN US? We are winners of the prestigious Culture 100 award that recognises the most loved and happiest tech companies to work for! We have just raised $52m in funding led by global venture capital firm Bessemer Venture Partners (an early backer of LinkedIn and Shopify) to accelerate our growth plans! As pioneers, we’re always driving for new territory and positive change, so our work as a group is never done. Where others see difficulty, it’s our responsibility to see possibility – building new experiences, launching new titles and listening to drivers. Being a part of Carwow Group means championing drivers and the automotive industry, acting as a disrupter and never being afraid to fail (but learning fast when we do!). Our team of 600 employees across the UK, Germany, Spain and Portugal are revolutionising car-changing and we are fast expanding our mission across every single brand and country we operate in, so jump in! THE ROLE This is a director role running the operating engine behind our commercial teams. Carwow sells cars in two ways: Sell My Car, where drivers sell their car to dealers, and Get Your Car, where they buy or lease their next one. As Director, GTM & Revenue Operations you own the operating model those commercial teams run on: the go-to-market process, the enablement and quality that get people productive, the systems they work in (Salesforce and the wider commercial tech stack), the analytics that forecast the commercial number, and the programme management that lands cross-functional change. The function covers five areas: GTM Operations, Sales Enablement, Tooling & Platform, Rev-Ops Analytics and Program Management. You report to the VP, Marketplace Operations and sit close to both the numbers and the commercial teams you serve. You make the commercial motion work; the commercial teams own the selling and the relationships. This is a builder's role as much as a running one. You inherit a team of three (programme management, sales enablement and platform) and a clear mandate to grow the function to what the business needs. Shaping and hiring that team, and making the case for it, is central to the job. The commercial org has recently brought its Sell My Car and Get Your Car teams into a single account-management function serving one dealer network, so you'll run one operating model across both products (a unified Salesforce, aligned targets and comp, consistent enablement and quality) and get the last of that integration to steady state. The function has already moved real numbers here, reworking the sales process, standing up sales-engagement tooling and sharpening enablement, and your job is to take that further. You own the operating model, process, enablement, the systems requirement and the forecast. The commercial organisation owns the relationships, the selling and delivery against the number. You design the targets, compensation and territory structures with commercial leadership and you shape decisions through the strength of the operating case. In your first year, success looks like a forecast that's trusted and accurate, new hires productive faster, a consistent quality bar across the combined team, and the platform and process the org runs on every day. WHAT YOU’LL DO You will own the commercial operating model and the team that runs it, working hand in glove with the commercial organisation, Workforce Management, the trading leads, and the analytics and data teams that support the whole function. - Own GTM operations: define the go-to-market playbook, pipeline and commercial process across both marketplaces, and, with commercial leadership, design the targets, compensation and territory / account structures that tie individual attainment to the business outcome. Own capacity and headcount planning with Workforce Management. - Own sales enablement and quality: build the onboarding and ramp-to-productivity structures, a standard readiness sign-off, org-wide QA and calibration, and ongoing L&D for both individual contributors and leaders, so new hires get productive faster and quality holds across the organisation. - Own the requirements for the commercial systems and tooling: direct Salesforce as the commercial system of record, owning the process and workflow design, prioritisation and the roadmap to bring the whole commercial org onto one platform, plus the sales-engagement and automation tooling (e.g. Groove), AI-assisted workflows and the performance dashboards the teams run on. You own the requirement and how the commercial org runs on the platform; the platform itself, its build and administration, sits with the tech org, who you partner with and direct. - Own revenue-operations analytics and forecasting: produce a forward-looking commercial forecast that feeds trading and reconciles to Finance's P&L view, own the operational reporting that diagnoses what the volume and operational teams are driving into the number, and provide the evidence base behind comp and performance decisions. You own the operational read and set the requirement; you partner with Finance and the central analytics and data teams, who own the build. - Own program management: run the commercial PMO, from end-to-end discovery and sizing of new initiatives through governance (charters, RACI, risk and impact), so cross-functional commercial programmes land on time with clear ownership. - Build the function: shape and hire the team the function needs across the five areas, from a starting base of three, and make the case for the investment. Run the combined Sell My Car and Get Your Car commercial operation as one, a single dealer view, one operating model, and consistent process across both products. - Get more out of the team with AI and automation: mature how the commercial org operates with AI-first tooling and automation, so manual workflows disappear and the org gets the answer without a person in the loop. - Feed the operating rhythm: own the commercial-motion input into the weekly operating cadence and the read up to Finance, trading and the CEO, with a clean, leadership-ready view of where the pipeline sits and where it is heading. WHAT YOU’LL NEED Please note: We know that no candidate will be a perfect match for everything here, so please apply if you're close to the brief. If you meet most of the essentials, we'd like to hear from you. The essentials: - 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 How you'll work (we'll explore these in interview): - 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 Nice to have: - 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 INTERVIEW PROCESS - Phone screen with a member of the Talent Team - First round interview with the hiring manager focussed on prior experience - Second round made up of a case study presentation on a revenue-operations problem (we'll send the brief in advance and give you time to prepare) - Situational/company values interview with senior members of the leadership team - Final round interview with a member of the Exec team We want everyone to do their best thinking, so if you'd like any adjustments to the process, just let us know. WHAT’S IN IT FOR YOU - Hybrid working: 3 days a week in the office, 2 remote - Competitive salary - Matched pension contributions - Matched pension contributions for a peaceful retirement - Share options - when we thrive, so do you! - Vitality Private Healthcare, for peace of mind, plus eyecare vouchers - Life Assurance for (even more) peace of mind - Monthly coaching sessions with Spill - our mental wellbeing partner - 28 days annual leave plus bank holidays, rising to 30 days after 3 years and 35 after 10 years, with the option to buy 3 additional days - 1 day of leave for your wedding, and 1 day when you move house - Work from abroad for a month - Inclusive parental, partner and shared parental leave, plus fertility treatment and pregnancy loss support - Bubble childcare support and discounted nanny fees - Up to £500/€550 home office allowance - Learning and development budget - Regular team and company social events - Refer-a-friend bonus scheme Diversity and inclusion is an integral part of our culture. We know that diverse teams are strong teams, so we welcome those with alternative identities, backgrounds, and experiences to apply for this position. We make recruiting decisions based on experience, skills and potential, so all our applicants are treated fairly and equally. #LI-RV1