Head of RevOps

Job description

- Who we’re looking for: A Head of Revenue Operations to lead and mature our RevOps function during a critical growth phase. - The challenge: The core challenge of this role is transitioning a functionally strong RevOps team from a tactical delivery unit into a strategic, data-driven business partner that can accurately forecast revenue, streamline the Lead-to-Cash process, and confidently challenge senior GTM leaders across a complex B2B SaaS environment. - Where you’ll work: At our Hove office (at least two days per week or split with London office) 🏢 The Tillo Difference https://www.tillo.io/the-tillo-difference We're in the business of rewards and incentives, so we know a thing or two about the importance of giving back. We can't grow as a business without growing as individuals, so we are committed to providing a workplace where passionate, driven individuals can thrive. We value collaboration, trust, positivity, and a willingness to learn - only by working as a team will we reach our goals. We’re the market leader in the UK and are active in a number of other markets including USA, Europe, Australia and India. 🌎 JOB SUMMARY: Tillo is looking for someone experienced in Revenue Operations to lead and mature our RevOps function during a critical growth phase. Reporting to the Chief Information Officer and operating as a member of our Senior Management Team (SMT), you will be the trusted partner to our most senior commercial leaders across Sales, Account Management, Marketing and Onboarding — not just supporting them, but actively influencing how they think and prioritise to enable our commercial strategy and revenue architecture. Over the last 18 months, RevOps at Tillo has grown from a single person to a team of five, reflecting the increasing demands of our Commercial function and higher expectations around reporting at commercial leader and SLT Board level. The team is strong in systems and delivery; your job is to bring the subject-matter depth and commercial business-partnering that takes the function to the next level — defining what good looks like for RevOps, owning the roadmap, and making the Commercial teams as effective as possible from lead through to trading. This is a genuine shaping opportunity: a relatively new function, complex problems to solve across geographies and functions, and opportunity to grow as the company scales. Main duties and areas of responsibility: - Lead, develop and grow the RevOps team — creating clear accountability, leading by example and demonstrating what good looks like. - Business-partner with our most senior commercial leaders (CMO, CCO, CRO and CBPO), with the credibility to provide direct challenge to ways of working where necessary - Own pipeline reporting and forecasting, driving meaningful improvements in forecast accuracy, pipeline quality and conversion across the funnel - Own Lead-to-Cash operational processes and reporting, ensuring scalable process design at its core - Own the GTM tech stack (currently HubSpot, LinkedIn Sales Navigator, Unify) and lead its ongoing evaluation — a mix of in-house AI-driven solutions and best-of-breed tools - Partner closely with FP&A and Data to ensure consistent, reliable insight is available to the teams you support — translating operational and analytical complexity into clear business narrative: the why and the impact, not just the mechanics - Systematically identify and fix where revenue is being lost — lead routing, response times, pipeline discipline, process inefficiency, customer segmentation — removing value drags on the business - Define and deliver a clear roadmap of improvements for the RevOps function - Operate as a member of the SMT with an enterprise mindset — contributing to wider business decisions beyond your function and modelling our high-performance behaviours - Champion the practical use of AI tools (e.g. Claude) and automation across reporting and operational workflows Required Knowledge, Skills, and Experience: Essential: - Proven experience leading and building a high-performing RevOps function within a scaling B2B SaaS business — this is not a step-up role - A people leader who creates clear accountability, delegates execution where appropriate, and develops team members - Able to partner directly with senior stakeholders at SLT level, with the confidence to hold a strong point of view and the maturity to adapt it - Comfortable with the ambiguity of multiple priorities across multiple teams, and with commercial complexity — buyer vs brand dynamics, multiple geographies and currencies, non-standard pricing - Experience in a multi-national business with proven revenue growth - Strong analytical and modelling capability — able to define what good looks like in pipeline reporting and forecasting, with the practical skills to back it up - Comfortable working in a fast-paced environment with evolving priorities Desirable: - FinTech experience - Experience in a PE-backed, high-growth environment - Familiarity with PowerBI and modern GTM tooling (e.g. Clay) - Practical experience using AI/LLM tools such as Claude or ChatGPT to improve workflows and operational efficiency What success looks like in your first 6 months: - Our pipeline forecasting is accurate and trusted - Commercial leaders feel they have a true partner in RevOps - A clear roadmap of improvements for the RevOps function is defined, prioritised and underway BENEFITS We offer all our employees trust and empower our team to work with flexibility and autonomy. We’re a close-knit team and love working collaboratively, with our hybrid model, our team can come together at our fantastic office in Hove, but also focus in their own space. The Tillo team are a motivated bunch and we all work hard to push Tillo forwards, always innovating. We completely understand the importance of work/life balance and offer a supportive and collaborative working environment with the following benefits: - Enhanced annual leave of 26 days per annum (plus an additional day for your birthday 🎂) - Private Medical care through Bupa - Employee Incentive Scheme - Access to Tillo’s Storefront with discounts & gift card vouchers - Hybrid Working - Top spec equipment including laptop, mouse, keyboard, monitor - Anniversary gifts - Monthly breakfasts, drinks, snacks and events - Team Learning & Development budget ABOUT TILLO Tillo makes gift cards, rewards, and incentives simple, efficient, and profitable. Operating in over 37 markets and 25 currencies, Tillo processes billions in gift card transactions through a single, plug-and-go API, powering rewards and incentives for the world’s leading businesses. Backed by Tenzing, Tillo is setting the global standard for digital gift card infrastructure. Diversity, Equity, and Inclusion Statement We are committed to fostering a diverse and inclusive workplace where everyone feels valued and respected. We welcome applications from individuals of all backgrounds, regardless of age, disability, gender identity, marital status, race, ethnicity, religion or belief, sex, or sexual orientation. If you require any reasonable adjustments during the recruitment process, please let us know, and we will be happy to accommodate your needs.