Head of Revenue Operations

About AssetAccountant

AssetAccountant is a sophisticated fixed asset depreciation and lease accounting software designed for CFOs, Financial Controllers, and Finance Directors handling complex asset registers and lease portfolios. Our platform ensures compliance with standards like AASB 16, IFRS 16, and tax authority depreciation requirements. Trusted by nearly a thousand firms across Australia, New Zealand, US, Canada, UK, and South Africa, we serve mid-market and large multi-entity groups with operations spanning multiple jurisdictions. Established in ANZ, we are a fully remote company experiencing ongoing growth and building a robust commercial function.

Role Purpose

This key position exists to architect and implement the revenue operations infrastructure, including the sales funnel, data alignment, and interconnecting systems. You will create an integrated revenue engine linking marketing, sales, channel partners, and customer success, resolving current challenges with disconnected tools, unclear signals, and fragmented data. Reporting to the Chief Revenue Officer, this role offers the opportunity to design the commercial platform from inception rather than adapting legacy systems.

Key Responsibilities

• Develop and implement a unified commercial operating system connecting marketing, sales, channel partners, customer success, and leadership that establishes workflows, performance metrics, forecasting methods, and operational rhythms.
• Design and manage end-to-end funnel operations across three growth channels: direct sales, value-added resellers (VARs), and partner-sourced opportunities, establishing lifecycle stages, routing, qualification, and handoffs.
• Establish deal registration processes to protect and manage partner and direct sales opportunities effectively.
• Lead the transition from current CRM (Pipedrive) to advanced revenue platforms (such as HubSpot, Salesforce, or Day.ai) and design an integrated tech stack including CRM, marketing automation, customer success, support, billing, and finance systems.
• Define a consistent revenue data model ensuring structured information for companies, contacts, opportunities, products, and interactions across all systems.
• Create and maintain operational documentation and knowledge management (using tools like Notion or Confluence) to capture playbooks, procedures, and workflows as the organization scales.
• Ensure data quality, governance, and single source of truth for commercial reporting accuracy.
• Build a signal framework leveraging buying triggers such as ERP implementations, leadership changes, audits, and regulatory events to drive timely commercial actions.
• Implement attribution models to understand what drives pipeline, opportunities, and revenue generation.
• Develop experimentation frameworks allowing marketing, outbound, and customer success teams to rapidly test, measure, and scale effective initiatives.
• Create leadership dashboards featuring metrics like pipeline coverage, forecast accuracy, win rates, sales cycles, CAC payback, retention, expansion, partner performance, and conversion rates.
• Integrate AI technologies into daily workflows to enhance data enrichment, signal detection, forecasting, customer interaction summaries, automations, and overall commercial team productivity.

Success Indicators

• Fully operational and documented commercial operating system utilized by marketing, sales, channel, and customer success teams.
• Consistent management of sales opportunities with clear ownership and reliable, measurable conversion tracking.
• Leadership relies on standardized revenue dashboards with trusted and agreed-upon data definitions.
• Forecasting accuracy is high enough for confident, evidence-based decision making.
• Successful deployment of HubSpot (or similar), connected technology stack, and resolution of data quality problems.
• Operational deal registration process eliminating channel conflicts and enabling partner performance measurement.
• Usage of buying signals to prioritize account focus in outbound strategies.
• AI systems embedded and reducing manual tasks while accelerating execution capabilities.

Challenges to Address

• Create a single, cohesive commercial operating model across all commercial functions.
• Build forecasting processes trusted by company leadership.
• Gain complete transparency into pipeline sources, conversion mechanics, and drivers.
• Harness predictive buying signals to proactively identify likely buyers.
• Ensure systems, data, and processes work seamlessly rather than in isolation.
• Utilize AI to automate manual tasks and refine decision-making within the commercial team.

Candidate Profile

• Proven experience creating and building revenue operations functions or commercial operating systems from scratch.
• In-depth understanding of scaling modern B2B SaaS companies, including designing scalable systems, data models, and commercial processes.
• Confidence discussing forecasting, workflow architectures, CRM design with sales teams, and integration aspects with technical teams.
• Extensive experience with HubSpot or comparable CRM systems, along with marketing automation, reporting, integration, and workflow automation capabilities; familiarity with APIs and data structures is essential.
• Strong systems-thinking mindset, viewing technology as an enabler of well-designed operational models.
• Highly analytical with a strong commercial curiosity and an aptitude for identifying bottlenecks impeding growth.
• Comfortable and proficient with AI integration, always seeking to enhance work quality and efficiency.
• Passionate about building and creating systems; thrives in ambiguous environments and leverages it as an opportunity for innovation.

Preferred Qualifications

• Background in compliance or vertical SaaS, particularly with finance team clients.
• Experience managing channel or partner operations, including deal registrations and partner-originated pipelines.
• Familiarity with intent-driven go-to-market strategies and associated data methodologies.
• Knowledge of Notion as a process and knowledge management tool.

Company Work Style

Our team embraces a test-and-learn approach, running focused sprints to validate ideas before wider investment. We prioritize lean teams, honesty in performance, and innovation driven by AI integration. Our clients are finance professionals who demand high credibility and product substance. In this environment, you won’t just maintain systems—you will build them from the ground up.