Head of Sales Operations/Revenue Operations

Job description

About Intent HQ Intent HQ redefines customer understanding for the agentic era, enabling enterprises to influence customer decisions at the moments that determine growth, loyalty, and competitive advantage. As the Human-to-AI Context Company, we offer groundbreaking AI technology that creates the missing context of human behaviour and individuality, transforming data into confident decisions that reflect how people actually act in the real world. We enable brands to Act With Intent. Trusted by global enterprises, Intent HQ manages 325M+ profiles and processes 250B events daily. We won AI Business of the Year (National AI Awards 2025), Analytics Company of the Year (British Data Awards 2025), and winner of Best AI Ethics & Diversity Strategy (AI World Series Awards 2025), recognising Intent HQ’s AI innovation, analytics excellence, and ethical leadership. Intent HQ is a proven partner for leaders seeking measurable growth, faster decision velocity, and responsible AI-driven advantage. To learn more, About the role Key Responsibilities You’ll build and own Intent HQ’s Deal Desk from the ground up, creating a clear, scalable process for pricing exceptions, contract terms and non-standard deal structures. You’ll establish the global approval matrix, manage commercial approvals end to end, and work closely with Sales, Finance and Legal to keep deals moving. You’ll also join forecasting calls when opportunities need commercial input, helping teams navigate complexity, unblock decisions and get the right deals over the line. Deal Desk & Approvals • Build and own the deal desk within the business: a clear process for pricing exceptions, contract terms and non-standard deal structures, with defined stakeholders and turnaround times. • Create and maintain the global approval matrix — who approves what, at what value or risk threshold, across sales, finance and legal. • Own and manage approvals end to end, and step into forecasting calls where there is a live commercial opportunity to unblock or shape a deal. Pricing & Contracting Strategy • Own and run pricing strategy across product lines and deal types — direct, POV, and partner-led. • Own and run contracting strategy, including partner agreements — value-added reseller and referral agreements. • Keep pricing and contract templates current as new offers, such as the mid-market free-trial motion, come to market. Cross-Functional Operations • Act as the connective layer between Sales and Legal, Operations, the Consulting division, Delivery, and Customer Success Management. • Integrate tightly with Finance under the CFO on approvals, commercial reporting and forecasting. • Partner with the Head of Solution Engineering on resource planning and management, prioritizing solution-engineering time against deal priority. Sales Enablement & Systems • Own sales enablement: build and maintain a living circulation of material, knowledge transfer and upskilling across the sales team. • Own and administer the core sales and commercial systems — Lightfield, alongside CRM tools such as Salesforce and HubSpot, and finance systems such as Xero — for data quality and adoption. • Build the operating rhythm — forecasting, pipeline reviews, reporting — that gives the CRO and leadership team visibility and predictability. Partnerships & Growth • Own partnership contracting and management, particularly value-added reseller and referral agreements, working closely with the Head of Partnerships & Alliances. • Act as a customer- and partner-facing operations lead alongside the sales team as we build out new regions and geographies. • Scale the function alongside new mid-market campaigns and partnership plays, and as the sales team grows beyond its current c. 12 people. What We’re Looking For • 3–5+ years’ experience in sales operations / revenue operations, ideally in a scaling B2B SaaS or technology business. • Direct experience with CRM and commercial systems — Salesforce, HubSpot and finance/billing systems such as Xero — with the ability to get up to speed quickly on Lightfield. • Experience building a deal desk function and an approval matrix from scratch, not just operating one that already exists. • Commercially confident: comfortable owning pricing strategy and contracting strategy, not just administering them. • Experience working closely with Legal and Finance/CFO on approvals, contract terms and forecasting. • Strong sales-enablement instincts — able to build and run a genuine knowledge-sharing and upskilling motion, not a one-off training deck. • Comfortable being customer- and partner-facing, and working alongside a growing sales team as we expand into new regions. • London based Nice to Have • Experience with partner/channel contracting — reseller and referral agreements specifically. • Experience supporting resource planning alongside a solution-engineering or pre-sales function. • Exposure to mid-market or POV/free-trial-led sales motions. What Success Looks Like • A working deal desk and global approval matrix in place and adopted across the sales team. • Pricing and contracting strategy documented, approved and used consistently — including for partner (VAR/referral) agreements. • Clean, trusted forecasting and pipeline reporting that the CRO and leadership team can rely on. • A visible sales-enablement rhythm — material, training and knowledge transfer genuinely happening, not just planned. • Resource planning with Solution Engineering running smoothly against deal priority. Diversity & Inclusion Intent HQ is an equal opportunities employer with an ethos of commitment to promoting and practicing diversity, equality and inclusion at work. At IHQ, different perspectives, ideas and experiences are valued and respected, with fair and equal opportunities provided for all. Our diversity and inclusion efforts have been recognised with us winning two consecutive Women in Tech UK Awards, under the Best Tech Employer (51-149 Employees)’ category & being shortlisted for the Best Employer for Parental Support award - an achievement we are very proud of. This year in 2024 we have been nominated again for the Best Tech Employer and our in house recruiter has been shortlisted for the Best In house Recruiter award! Our Culture Working for Intent HQ, you have the opportunity to work with cutting edge technology in an environment where you are encouraged to think and act outside traditional methods. We are a growing business with a flat structure meaning everyone is visible and able to make an impact, not just in their own role, but across the business on a daily basis. We promote a collaborative, innovative and sociable culture, oriented towards performance and competitive advantage. Our DNA is made up of flexibility to all staff with a family friendly approach and focus on personal development. We have high expectations and pride ourselves on our cultural standards. Benefits Flexible working Private medical insurance, depending on eligibility Free breakfast daily (when in the office) 26 days holiday (increasing with service) Pension scheme Income Protection with Employee Assistance Programme Life Assurance Higher than statutory maternity/paternity benefits Work socials Wellbeing programme Cycle to work scheme Training opportunities