Head of Revenue Operations 

The Head of Revenue Operations is accountable for the forecasting, data, insight, and processes that manage sales performance and inform commercial decision making across Kainos Digital Services. The role is responsible for ensuring the business has accurate, trusted and actionable insight to support business planning, target setting, forecasting, pipeline management  and growth.  

Alongside these responsibilities, the role will lead the transformation of the current Sales Ops function into a broader Revenue Ops function. This represents a significant opportunity to shape how Sales, Pre-sales, Marketing, Alliances and Operations work together, establishing consistent performance management frameworks, metrics and insight across each area to improve performance, strengthen decision-making and create a more scalable go-to-market capability for Digital Services. 

A core part of the role is to establish Revenue Ops as a trusted business partnering function. Success will depend on working closely with senior stakeholders to understand their priorities and insight needs, identify sales process improvements and provide constructive challenge to drive better data-led decision-making and improve performance across the sales lifecycle. 

Key Responsibilities  

Your responsibilities will include:  

• Revenue Ops Transformation: Define and lead transformation of the current Sales Ops function to a broader Revenue Ops capability, establishing performance management frameworks, metrics and insight across Sales, Pre-sales, Marketing and Alliances teams. Shape the future operating model for the function, including how Revenue Ops partners with each go-to-market function and the wider Digital Services business.  

• Sales Management Process & Governance: Own and continuously improve core sales processes, including booking rules, sales order governance and the consistent treatment of contracted work, backlog and forecast demand across Digital Services. Support quota and target setting, and partner with go-to-market teams to identify and implement improvements using data, insight and seller feedback to improve sales effectiveness and forecast accuracy. 

• Forecasting, Insight and Reporting: Own the production of reporting, forecasting and performance insights across Digital Services, spanning all go-to-market functions. Ensure leaders have accurate, timely and actionable information to support decision-making, planning, pipeline management and go-to-market performance. 

• Market Intelligence and Commercial Insight: Lead development of our market intelligence capability, providing insight into market trends, competitor activity, customer priorities and growth opportunities, ensuring intelligence is translated into actionable recommendations that support growth priorities.  

• Data Management: Define and maintain the standards, governance and controls required to ensure the business operates from a trusted single source of truth for data across all go-to-market functions. Proactively assure the integrity of data ensuring forecasting processes and performance reporting are underpinned by accurate, consistent and actionable data.  

• Sales Technology: Act as the Digital Services business owner for sales technology requirements, identifying opportunities to improve sales effectiveness, operational efficiency and decision-making through better use of technology, automation and AI-enabled capabilities. Feed requirements into wider Group-level sales and marketing technology workstreams and drive effective adoption across Digital Services. 

Essential Requirements  

• Significant experience in Revenue Ops, Sales Ops, Commercial Ops or a similar commercial role in a complex B2B environment.  

• Proven experience running core commercial operations activities, including forecasting, commercial reporting, pipeline management, performance management, data governance and sales process improvement.  

• Strong understanding of sales processes, opportunity management, forecasting methodologies, pipeline governance and commercial processes.  

• Experience operating as a trusted business partner to senior stakeholders, providing insight, challenge and practical recommendations that influence commercial decisions.  

• Demonstrated ability to translate complex commercial data into clear, actionable insight for executive, leadership and business review forums.  

• Experience defining and governing KPIs, reporting frameworks, data standards and performance measures across commercial teams.  

• Experience leading transformation activities, continuous improvement or capability development for a business function.  

• Strong written and verbal communication skills, including the ability to produce clear, concise and commercially meaningful material for senior stakeholders.  

Desirable Requirements  

• Experience establishing a Revenue Ops capability.  

• Experience working within a technology services, consulting or SaaS B2B environment.  

• Experience establishing or improving a business partnering model within a commercial, sales operations or revenue operations function.  

• Experience with Microsoft Dynamics CRM and Power BI.  

• Experience adopting AI, automation, Copilot, Power Platform or similar capabilities to improve sales operational efficiency and insight generation.  

• Experience supporting account planning, customer lifecycle management, customer segmentation, account-based growth models or cross-functional go-to-market planning.  

Key Skills  

• Commercial Acumen: Strong understanding of commercial drivers, contracts, forecasting, pipeline management, revenue performance and the factors that influence business growth.  

• Stakeholder Partnership and Influence: Ability to build trusted relationships across Sales, Pre-sales, Marketing, Alliances and Operations, influencing decisions and aligning priorities across a complex organisation.  

• Strategic and Analytical Thinking: Ability to interpret complex commercial, customer and market data, identify trends, risks and opportunities, and translate insight into practical actions that improve business performance.  

• Change and Operational Leadership: Ability to lead operational improvement, and establish effective governance and ways of working.