# Head of Sales Operations **Company:** [Charterhouse](http://jobs.workable.com/companies/odmcsUj1DnAQ9xDb8LXSBg.md) **Location:** London, United Kingdom **Workplace:** hybrid **Employment type:** Full-time **Department:** Charterhouse Group [Apply for this job](http://jobs.workable.com/view/fddb9a18-d412-4883-931b-01bceb7d6e60) ## Description We are recruiting a Head of Sales Operations to lead and shape the sales operations function across Charterhouse and Symity. This is a senior leadership appointment with end-to-end ownership of the commercial operating model — the strategy, structure, systems, data and disciplines that underpin how we sell, forecast and grow. Sitting within the commercial leadership team, you will be the trusted partner to the CTO, Sales Directors and Finance leadership, and the person ultimately accountable for forecasting accuracy, pipeline integrity, sales productivity and the operational rigour of the commercial engine across the business. This is not a role that simply runs the existing rhythm. You will design it. You will define how sales operations should work in a multi-brand, vendor-led technology business at our scale, build the team and tooling to deliver it, and embed the standards, governance and insight that allow leadership to make confident, evidence-based commercial decisions. You will set the bar on commercial discipline — challenging assumptions, holding senior sales leaders to account, removing friction from the sales motion, and ensuring every layer of the business, from front-line reps to the Board, has a single, trusted view of revenue performance, risk and opportunity. This role will suit a commercially astute leader with the gravitas to operate alongside an experienced executive team, the strategic range to shape the function, and the operational discipline to deliver it. Success will be measured on the predictability and quality of forecasting, the productivity of the sales organisation, the maturity of the operating model, and the strength of the function you build around you. ## Requirements Commercial Strategy & Operating Model •       Define and own the sales operations strategy, operating model and roadmap across Charterhouse and Symity brands •       Act as a key member of the commercial leadership team, shaping go-to-market execution, coverage models and growth priorities •       Translate commercial strategy into operational plans, KPIs and governance that drive measurable outcomes •       Partner with the CTO, Sales Directors and Finance leadership to align sales execution with overall business strategy Forecasting, Pipeline & Revenue Governance •       Own forecasting accuracy as a board-level commitment, with full accountability for weekly, monthly, quarterly and annual cycles •       Design and enforce pipeline governance standards across all sales teams, including stage definitions, qualification criteria and deal review disciplines •       Lead deal inspection and forecast call cadence, challenging assumptions, probabilities, close dates and values to deliver realistic, defensible numbers •       Provide leadership with a clear, continuous view of risk, slippage, upside and coverage, and the actions required to close gaps Commercial Insight & Executive Reporting •       Own the reporting framework that informs the Board, Executive Team and senior leadership on commercial performance •       Move the function beyond reporting into commercial intelligence — producing insight, narrative and recommendations that change decisions and outcomes •       Lead analysis of pipeline health, conversion, velocity, win/loss, customer mix, segment performance and sales productivity •       Anticipate emerging trends, blockers and opportunities, and bring them to leadership with a clear point of view Sales Leadership Partnership •       Operate as a peer and trusted challenger to the Sales Directors, holding the bar on accuracy, discipline and accountability •       Influence sales behaviour and performance through data, governance and constructive challenge rather than positional authority •       Set and enforce the commercial cadence — weekly reviews, monthly forecasting, quarterly business reviews and annual planning •       Support sales leadership on territory design, account coverage, capacity planning and quota allocation Sales Process, Enablement & Operating Rhythm •       Own the design, documentation and continuous improvement of the end-to-end sales process across both businesses •       Drive standardisation, simplification and consistency in how the sales organisation operates •       Lead onboarding, enablement and ongoing capability uplift from a process, tooling and data perspective, in partnership with sales leadership and People •       Embed a culture of operational excellence and continuous improvement within the commercial function Sales Technology & Data •       Own the sales technology roadmap, including CRM (Dynamics or equivalent), forecasting, reporting, analytics and enablement tooling •       Set the data standards, taxonomy and quality controls that underpin trustworthy commercial reporting •       Lead investment cases for new tooling and capability, working with IT, Finance and external partners on selection, implementation and adoption •       Identify opportunities to automate, integrate and simplify the commercial tech stack so it accelerates selling rather than slowing it Incentives, Performance & Productivity •       Partner with Finance, HR and sales leadership on the design, governance and effectiveness of sales compensation and incentive plans •       Provide the analytical foundation for quota setting, capacity modelling and productivity benchmarking •       Track and report on individual, team and segment performance, surfacing capability gaps and coaching opportunities Vendor Accreditations & Partner Compliance •       Own the framework for tracking vendor accreditations, certifications and partner status across sales, pre-sales and technical teams •       Ensure compliance with vendor commitments and proactively manage renewal risk, capability gaps and coverage exposure •       Provide leadership with clear, programme-level visibility of accreditation status and its impact on commercial capacity Team Leadership •       Build, lead and develop the sales operations function over time, including analysts, coordinators and any future specialist roles •       Set clear objectives, standards and development paths for the team, role-modelling the behaviours expected of the wider commercial organisation •       Create a high-performance, accountable and collaborative team culture aligned to Charterhouse values What You Bring **Essential** •       Significant experience leading a Sales Operations, Revenue Operations or Commercial Operations function in a B2B environment •       Demonstrable track record of owning forecasting accuracy and pipeline governance at senior leadership or board level •       Experience designing and embedding sales operating models, cadences and governance frameworks at scale •       Strong commercial acumen and deep understanding of B2B sales models, pipeline mechanics, sales productivity and go-to-market execution •       Advanced data literacy with the ability to interrogate, interpret and translate complex data into clear commercial insight •       Hands-on expertise with CRM platforms (ideally Dynamics) and the wider sales technology ecosystem •       Proven ability to operate as a credible peer to executive and senior sales leadership, influencing through evidence and conviction •       Experience leading or building a small high-performing team **Desirable** •       Background in technology, telecoms, IT services, cyber security or managed services •       Experience operating across multi-entity, multi-brand or post-acquisition commercial environments •       Working knowledge of vendor-led partner models, accreditations and channel economics •       Exposure to sales compensation and incentive plan design in partnership with Finance and HR •       Experience supporting M&A, integration or commercial transformation programmes **Personal Attributes** •       Strategic and commercially minded, with the operational discipline to deliver •       Confident, credible and resilient in front of senior stakeholders, including at board level •       Comfortable holding experienced sales leaders to account and asking the difficult questions •       Naturally analytical, with a compulsion for accuracy and an instinct for the story behind the numbers •       High personal standards and a strong sense of ownership •       Pragmatic, structured and biased toward continuous improvement A leader people want to work with — collaborative, developmental and aligned to our values ## Benefits Join us, and your benefits and perks will include private healthcare, Medicash cashback, life assurance, workplace pension, cycle to work scheme, access to our employee assistance programme, savings discount, 20% EE discount that extends to your family and friends, a birthday gift voucher and day off, plus more.