Head of Revenue Operations

Tiugo is the company behind CKEditor, TinyMCE, Uploadcare and ButterCMS, developer tools that power rich content creation inside thousands of applications and across the Fortune 1000. Formed in 2021 and backed by PSG, we have grown through acquisition into a ~$60M ARR business with strong gross and net retention and Rule of 60 performance.

We run two motions at once: a developer-led, product-led motion at high volume, and sales-led motion with a growing enterprise model built around our AI content platform. Our next chapter depends on running both well, across multiple brands, with one set of numbers everybody trusts.

Over the next eighteen months we are layering an enterprise, AI-led motion on top of an inbound Sales Assist motion and a product-led engine, across four brands with four histories and four stacks. That demands a revenue operations function that designs the engine rather than maintains it. One that owns how a customer moves from first touch through renewal, how we measure it, how we equip the field to run it, and how we automate the parts that should not need a human.  The clearest example is renewals: moving the long tail to a tech-touch motion where people manage by exception, designed hand in hand with our Customer Success leaders. We are deliberately not backfilling the role as it existed. This is a bigger job, and we are hiring for the version of it we need in FY27.

In place today: a RevOps team; standardized stage and data definitions across instances; a weekly forecast cadence; a self-service channel; a central data warehouse.

What you'll build: field enablement, a deal desk, GTM engineering, a scaled tech-touch renewal motion, and real business analysis.

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  The revenue engine's architecture. In close collaboration with the CRO and Sales & CS leaders, design the end-to-end customer journey across self-service and sales-assisted motions: segmentation, coverage, routing, lifecycle stages, and the handoffs between marketing, sales, customer success and partners.  

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  Sales, customer success and partner operations. A single operations function serving the whole revenue motion. One funnel, one definition set, one system of record. This covers every Tiugo brand, and you decide where standardization pays off and where a lighter touch is right. Marketing operations sits today within Growth Marketing and works closely with this role on the shared funnel. As the function matures, bringing the two closer together is a path we'll consider.

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  Planning and performance cadence. Territory and coverage design, quota setting, capacity and productivity modeling, and the forecast process and its discipline. You design the incentive plans; Finance administers and pays them.

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  Deal desk. A function that works inside the deal cycle alongside our sellers, helping shape deal structure and pricing approach on enterprise and AI deals, and moving those deals through legal, finance and security review without losing momentum. It also brings together the sales support work that keeps deals moving, such as quoting. Finance and Legal keep their approval authority; this role owns the path to it. You will define how the function operates as part of building it.

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  Field enablement. Onboarding and ramp, sales methodology, and product and AI fluency across the field. This is a build rather than a maintain, and you will hire the leader for it.

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  GTM engineering and applied AI. In collaboration with a central AI team, own Revenue Organization automation across the revenue lifecycle and internal AI applications pointed at go-to-market work.  

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  Business analysis for the revenue engine. Not report production, but interpretation. Monitoring what the business is actually doing, diagnosing what changed and why, and turning that into recommendations the revenue leadership team acts on. You will partner closely with our central data and analytics group, who own metric definitions, pipelines, governed dashboards and data quality. They own what is true. You own what it means and what we do about it.

By the end of year one, we should be able to say:

• The revenue leadership team is making decisions from analysis you surfaced before anyone asked for it

• Coverage, segmentation and routing are designed, documented and actually followed across brands

• Forecast accuracy is materially better, and the process is trusted enough that it is not relitigated every month

• Deal desk is a competitive advantage on enterprise deals rather than a bottleneck

• An enablement function exists, is staffed, and the field can carry a credible AI conversation without escalating

• Meaningful, measurable revenue work is automated, returning hours to sellers rather than producing slideware

• 10+ years in revenue or go-to-market operations, with 5+ leading the function at a B2B SaaS company between roughly $30M and $150M ARR

• You have run operations for a business with both a product-led and a sales-assisted motion, and you understand why the two rarely share definitions cleanly

• Deep Salesforce fluency, plus real command of the surrounding stack: forecasting, quote-to-cash, marketing automation, BI and billing

• Genuinely technical with data. Opinionated about data models, and able to hold your own with a data engineering team

• You have deployed AI operationally inside a go-to-market org and can tell the difference between what worked and what demoed well

• You have built functions rather than inherited them, and hired people better than you into them

• Comfortable in a globally distributed, multi-brand business where standardization is a negotiation rather than a mandate

Forecast accuracy. Pipeline coverage and conversion by stage and motion. Sales cycle and time to first value. Rep productivity and ramp time. Quote turnaround and deal desk cycle time. Time from question to trustworthy answer. Hours of manual revenue work eliminated.

We are explicit about lanes, because ambiguity here is expensive. Some of your key partners will be:

• Sales & CS leaders: they own their number, their teams and customer relationships, and what the customer journey should be: which signals matter and what coverage they need. This role is a key collaborator on customer journey design, and owns turning that into the operating model: coverage and capacity modeling, process design, data structures, automation, and the forecast cadence.

• Operations (Data & Analytics): they own the corporate data warehouse and pipelines, company-wide metric definitions, governed corporate reporting, and enterprise systems such as billing. This role owns the GTM stack and everything in it, including Salesforce and Gong, revenue analysis, diagnosis and action. Requirements for how billing and other enterprise systems support the revenue process

• Central AI team (forming): they own AI platform, governance and data access policy. This role owns which revenue workflows get automated, and building them within that governance.

• Marketing: they own demand creation, campaign strategy, positioning and brand. Marketing operations, including marketing automation and campaign execution, sits in Growth Marketing today. This role owns shared funnel definitions, lead routing into sales, and attribution mechanics, in close partnership with marketing operations.

• Finance: they own the model, plan administration and payout calculation. Rep-facing on questions about calculations of payout amounts and timing. This role owns quota and incentive design, and sales results reports for Finance to use in commission calcs. You are rep-facing on plan questions and crediting. 

• Product and Engineering: they own the roadmap decision. This role owns bringing structured go-to-market signal into prioritization.