Why This Job is Featured on The SaaS Jobs
Revenue Operations leadership roles matter in SaaS because predictable growth depends on clean data, consistent process, and tight alignment across sales, marketing, and customer success. This Head of Revenue Operations position sits at that intersection, with a mandate to shape how revenue is planned, measured, and improved across the full customer lifecycle. In a B2B software business operating internationally, that scope typically translates into complex pipelines, multi-region planning, and a strong reliance on systems like Salesforce to keep execution coherent.
From a SaaS career perspective, the role builds durable operating leverage: forecasting discipline, funnel analytics, territory and capacity modelling, and governance over the tooling stack that supports go-to-market teams. The emphasis on reporting frameworks, KPI definition, and automation initiatives reflects the kind of RevOps work that transfers well across subscription businesses, where recurring revenue performance is tracked continuously and decisions are expected to be evidence-led.
This role is best suited to a senior operator who enjoys translating strategy into repeatable mechanisms, and who is comfortable owning cross-functional processes without direct control of every stakeholder. It will appeal to professionals who prefer structured problem solving, data integrity, and systems thinking, and who want accountability for how revenue teams run day to day as well as how they scale.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
Papaya Global is a rapidly growing, award-winning B2B tech unicorn with an ambitious mission to revolutionize the payroll & payments industry. With over $400M raised from multiple tier-one investors, our innovative technology provides a comprehensive solution for managing global workforces, encompassing everything from hiring and onboarding to managing and paying employees in over 160 countries.
Papaya Global is seeking an experienced
Head of RevOps who will join our revenue operations team and have a key role in building our sales processes. You will be responsible for increasing and enhancing sales productivity and effectiveness through the creation and implementation of innovative, long-term sales processes that meet client acquisition and growth goals and deliver strong returns on investment. We are looking for a data-driven, strategic, and results-oriented individual who can conceptualize, design, and execute programs end-to-end.
Key Responsibilities:
Strategic Leadership & Planning
- Develop and execute comprehensive revenue operations strategy aligned with company growth objectives
- Lead cross-functional revenue planning, forecasting, and goal-setting processes
- Partner with executive team to define and track key revenue metrics and KPIs
- Analyze market trends and competitive landscape to inform strategic decision-making
- Drive revenue optimization initiatives across the entire customer lifecycle
Revenue Analytics & Insights
- Establish robust reporting frameworks and dashboards for revenue performance visibility
- Conduct deep-dive analysis on sales funnel performance, conversion rates, and pipeline health
- Provide actionable insights to leadership team on revenue trends, opportunities, and risks
- Lead territory planning, quota setting, and capacity modeling exercises
- Develop predictive models for revenue forecasting and resource planning
Process Optimization & Automation
- Design and implement scalable revenue processes across sales, marketing, and customer success
- Lead initiatives to streamline lead management, opportunity progression, and deal closure processes
- Identify automation opportunities to improve operational efficiency and reduce manual work
- Establish governance frameworks for revenue operations activities
- Drive continuous improvement initiatives based on performance data and team feedback
Technology & Systems Management
- Lead system integrations and data flow optimization between revenue-generating platforms
- Manage vendor relationships and evaluate new technology solutions
- Ensure data integrity, security, and compliance across all revenue systems
- Drive user adoption and provide training on revenue operations tools and processes
Team Leadership & Development
- Build and manage a high-performing revenue operations team
- Mentor and develop team members, providing career growth opportunities
- Foster collaboration and alignment across sales, marketing, and customer success teams
- Establish clear roles, responsibilities, and performance metrics for the revenue operations function
- Promote a data-driven culture and operational excellence mindset across the organization
Requirements:
- At least 10+ years of experience in sales operations in a SaaS company
- Proven experience working with Salesforce.com. Experience with other sales and marketing technology platforms – advantage
- Understanding of SaaS metrics and sales objectives and their translation into tools and processes to achieve company goals
- Strong Excel skills – advantage
- Excellent written and verbal English communication skills
- Strong planning and anticipation skills
- Entrepreneurial mindset, chutzpah, and self-motivation are required
- University degree or a comparable level achieved through experience
