Job description

Our Revenue Operations Lead will be an integral member of our Global Revenue Operations team, partnering with Go-To-Market teams, HR and Finance as needed to support the Go-To-Market Planning, Sales Process Optimization, CRM System updates, Data accuracy and driving operational initiatives to drive ARR growth. This role will support hands on the decisions that shape how revenue is structured: who we sell to and where (segmentation, territory and coverage), how many people we need (capacity), how they are incentivised (quota and comp), how we predict performance (forecasting and leading indicators), and whether we are investing in the right places (investment cases and business cases). You will be supporting management by producing actionable reporting and analysis to drive strategy as well as day-to-day tactics. Key Responsibilities: • Serve as a trusted advisor and sales operations lead to different GTM and leadership teams • Own customer segmentation and overall target account definitions as well as the models and data that feed them. • Develop, track and manage the metrics/KPIs and insights of leading and lagging indicators of GTM performance. • Partner with Sales/Channel/Marketing/Finance to build annual planning (e.g. sales capacity planning, territory planning and management, quota setting, etc.) and revised forecasts. • Perform Marketing engagements and pipeline performance analysis to ensure quality and to identify areas of concern and best practices. Use this analysis to drive planning accuracy. • Lead customer renewal analytics to ensure insights and use this analysis to drive areas of focus and forecast/planning accuracy. • Drive sales analytics data gathering, reporting and improvements. • Implement best-practices and standardization of tools and business processes, keeping repeatability and scalability top of mind. • Ensure alignment with overall company objectives and priorities. • Use data and qualitative information to drive and optimize our business. • Structure and evaluate business problems, design and implement actionable recommendations, and track success metrics. • Define programs and processes that promote landing new business, up-sell and cross-sell opportunities in partnership with Sales, Marketing and other functions. • Help drive the preparation of Management Decks and investors’ reporting. • Align and drive strategic initiatives from leadership across internal resources and groups that support our ARR growth. • Perform checks to ensure data accuracy across all key elements. • Maintain effectiveness when experiencing major changes in work responsibilities or environment (e.g., people, processes, structure, or culture); adjust effectively to change by exploring the benefits, trying new approaches, and collaborating with others to make the change successful. • 5+ years of experience in Sales Operations or Business Operations • Demonstrable experience owning territory design, quota setting, or capacity planning — not just supporting them. • Track record of building financial or GTM models that were actually used to make decisions at VP or C-level. • Experience working with a SaaS company with the ability to understand and articulate trends in churn, expansion, ARR, etc. ; high growth startup experience a plus; • Experience working in multinational organizations a plus Skills: • Experience building dashboards and queries in a BI tool (Tableau CRM is a plus) or not afraid to learn, highly proficient in Excel. • Ability to build a model and explain it: you can construct the forecast accuracy analysis and walk a CRO through it clearly. • Structured thinker who can translate a complex problem ('our territory design is broken') into a framework, a model, and a recommendation. • Comfortable with ambiguity and able to define the right question before answering it. • High motivation for continuous improvement and ability to drive impact • Clear, concise communicator: your outputs are decision-ready, not data dumps. • Credible in the room with senior stakeholders — you push back with data, not just opinion. • Bachelor's degree in Business Management or Finance concentration a plus Why Nexthink — Why Now? • Market leadership. Nexthink is recognized as a leader in the Digital Employee Experience space by Forrester and Gartner. We are not chasing the category — we are defining it. • Real executive access. Your accounts are among the world's largest enterprises. You will operate at the highest levels of IT and business leadership. • Significant earning potential. Your portfolio includes Nexthink's most strategic accounts. The upside is real and tied directly to your ability to grow relationships and deliver value. • A product that works. Customers choose Nexthink because it solves real problems — reducing IT costs, cutting ticket volume, improving employee satisfaction, and accelerating transformation programs. You will never struggle to show ROI. Total Rewards @ Nexthink At Nexthink, we offer one of the most comprehensive and generous benefits plans. Your total rewards compensation package includes base salary and may also include a commission or performance bonus plan. We provide our US employees with 100% covered company benefits that consist of health, dental, vision as well as access to life insurance, long-term disability, and accidental death/personal loss coverage. In addition, we offer: • 🏖️ Flexible Hours and unlimited vacation (employees have unlimited paid time off on top of the 15 days of holidays we offer), 11 company-paid holidays, and 3 extra days for volunteering. • 🏡 Hybrid work model that balances office and remote work, with structured onboarding to foster connections and team integration. • 📚 Free access to professional training platforms to explore your interests and enhance your skills. • 🍼 Up to 16 weeks of paid leave for birthing parents/primary caregivers, 6 weeks for secondary caregivers. • 💰 Plan for the future with a 401(k) plan featuring up to 4% company matching contributions, vesting immediately, to grow your retirement savings. • 📣 Bonuses for referring successful hires after three months of continuous employment. Base salary ranges are determined by country, role, level, experience, and skills . The range displayed on each job posting reflects Nexthink’s good faith determination of the minimum and maximum targets for new hire salaries across all US locations. Individual pay is determined by related factors, including job skills, experience, and relevant education or training, which may impact a final offer. Your Talent Acquisition Partner can share more about the specific salary range during the hiring process.

Requirements

Must-haves

You will be supporting management by producing actionable reporting and analysis to drive strategy as well as day-to-day tactics.
Serve as a trusted advisor and sales operations lead to different GTM and leadership teams
Own customer segmentation and overall target account definitions as well as the models and data that feed them.
Develop, track and manage the metrics/KPIs and insights of leading and lagging indicators of GTM performance.
Partner with Sales/Channel/Marketing/Finance to build annual planning (e.g. sales capacity planning, territory planning and management, quota setting, etc.) and revised forecasts.
Perform Marketing engagements and pipeline performance analysis to ensure quality and to identify areas of concern and best practices. Use this analysis to drive planning accuracy.
Lead customer renewal analytics to ensure insights and use this analysis to drive areas of focus and forecast/planning accuracy.
Drive sales analytics data gathering, reporting and improvements.
Implement best-practices and standardization of tools and business processes, keeping repeatability and scalability top of mind.
Ensure alignment with overall company objectives and priorities.
Use data and qualitative information to drive and optimize our business.
Structure and evaluate business problems, design and implement actionable recommendations, and track success metrics.
Define programs and processes that promote landing new business, up-sell and cross-sell opportunities in partnership with Sales, Marketing and other functions.
Help drive the preparation of Management Decks and investors’ reporting.
Align and drive strategic initiatives from leadership across internal resources and groups that support our ARR growth.
Perform checks to ensure data accuracy across all key elements.
5+ years of experience in Sales Operations or Business Operations
Demonstrable experience owning territory design, quota setting, or capacity planning — not just supporting them.
Track record of building financial or GTM models that were actually used to make decisions at VP or C-level.
Ability to build a model and explain it: you can construct the forecast accuracy analysis and walk a CRO through it clearly.

Nice-to-haves

Experience working with a SaaS company with the ability to understand and articulate trends in churn, expansion, ARR, etc. ; high growth startup experience a plus;
Experience working in multinational organizations a plus
Experience building dashboards and queries in a BI tool (Tableau CRM is a plus) or not afraid to learn, highly proficient in Excel.
Bachelor's degree in Business Management or Finance concentration a plus

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

Platform: smartrecruiters
Effort: medium

Benefits

Benefits detected in the listing.

Dental

Vision

401(K)

Paid Time Off