RevOps Lead

Key Responsibilities

Revenue Segmentation & Operating Model

• Define and maintain Apex’s customer and revenue segmentation (tiers, segments, GTM motions)
• Own how segments differ in:
  • Coverage and engagement model
  • Sales process and governance
  • Data and readiness requirements
  • Lead the business definition of segmentation and operating‑model decisions, partnering with the accountable process owner to ensure consistent execution.

Salesforce Design Authority (Business‑Led)

• Provide clear design intent and decision recommendations for subsequent technical solutioning by Technology teams, ensuring alignment to the accountable process owner’s expectations.
• Act as a delegate for the accountable process owner when required—bringing decisions, guardrails, and “what good looks like” back into delivery forums and day‑to‑day clarification.
• Identify process and system pain points, and propose pragmatic improvements informed by experience of different operating models and tooling approaches (without owning Salesforce configuration or build).
• Define what must be:
  • Standardised vs flexible
  • In scope vs explicitly out of scope
  • Resolve business ambiguity early to improve decision velocity and change readiness.

Revenue Strategy & Governance Enablement

• Operate at the centre of the Revenue Strategy & Governance ecosystem
• Work across Analytics, Sales Strategy, Deal Desk, SDR and Programmes
• Ensure initiatives resolve into a coherent, executable operating model, not parallel interpretations

Decision Velocity & Bottleneck Removal

• Act as the first point of escalation for business design and operating‑model decisions impacting Salesforce.
• Reduce dependency on senior leaders for interpretation and clarification by acting as the day‑to‑day proxy for the accountable process owner, escalating only when trade‑offs are required.
• Escalate only material trade‑offs, not unresolved design questions

What This Role Does Not Own

• Revenue targets or forecasting outcomes
• Salesforce configuration or technical build
• Client Data standards or territory execution
• Change, communications, or training delivery

Key Skills & Experience

• Essential
• Proven experience designing revenue or commercial operating models
• Strong understanding of segmentation, GTM motions, and sales governance
• Salesforce‑literate (able to define design intent, “what good looks like”, and improvement opportunities without configuring)
• Demonstrated ability to diagnose broken processes, simplify workflows, and recommend system/process changes; exposure to multiple CRM or workflow tools and creative improvement methods is beneficial
• Comfortable making decisions in ambiguity
• Credible with Sales, Revenue Strategy, and Technology stakeholders

Personal Attributes

• Decisive, pragmatic, and delivery‑focused
• Strong systems thinker with end‑to‑end perspective
• Confident saying “no” when required
• Bias for action over documentation

Disclaimer: Unsolicited CVs sent to Apex (Talent Acquisition Team or Hiring Managers) by recruitment agencies will not be accepted for this position. Apex operates a direct sourcing model and where agency assistance is required, the Talent Acquisition team will engage directly with our exclusive recruitment partners.