Head of Revenue Operations (f/m/d)

Germany·Kölnexecutive

OtherRevenue Operations

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Quick Summary

Overview

Trusted Shops enables trust between people, businesses, and increasingly AI agents – serving tens of thousands of business members and over 50 million consumers. As Head of Revenue Operations, you will rebuild the RevOps function from the ground up and lead a team of specialists.

Technical Tools

b2bcustomer-successforecastingsaas

Trusted Shops develops SaaS solutions for over 50 million users and 30,000 businesses across Europe. Our product suite includes products such as the Trustmark, Buyer Protection and the eTrusted experience feedback platform. Our products are part of a 25-year mission to enable trust between people and businesses in the digital age.

Home of this role is our Go-to-Market organization, where we are currently rebuilding and transforming our Revenue Operations function into a modern, AI-enabled operating model. Revenue Operations at Trusted Shops acts as the connecting layer across Marketing, Sales, Account Management and Customer Success – aligning people, processes, systems and data to create scalable and predictable revenue growth.

To join our Go-to-Market Organization, we are looking for a:

Cologne (hybrid) or Berlin (remote) | Permanent Contract (Full-time)

Responsibilities

~2 min read

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Develop and lead the RevOps team with a clear vision for how AI reshapes revenue operations
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Own the North Star Metric (Predictable Net Revenue Growth: NRR + New ARR) and the supporting KPI framework across Revenue Predictability, Funnel Health, Customer Retention, and Operational Efficiency
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Ensure GTM strategy reflects Trusted Shops' two-sided ecosystem: B2B member acquisition and retention alongside the consumer trust network
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Drive unified planning, shared SLAs, and end-to-end lifecycle process governance across Marketing, Sales, AM, and CS
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Build accurate forecasting and long-range revenue planning, progressively shifting toward AI-driven floor/ceiling models that reduce human bias
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Develop the Unified Revenue Data strategy with PlatformOps and BI – a single source of truth that makes GTM data AI-ready
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Drive tech stack consolidation toward platforms with native AI capabilities; evaluate and implement agentic automation where it creates measurable impact
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Define the roadmap for AI adoption in RevOps – prioritize ruthlessly, sequence realistically, and hold the team accountable for delivery

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5+ years in Revenue Operations, Sales Operations, or GTM Strategy in B2B SaaS, with 3+ years in a leadership role

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Proven experience building RevOps teams and operating models, ideally in a rebuild scenario
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Deep understanding of funnel economics (CAC, NRR, GRR, Win Rate, Pipeline Velocity, Churn) and how to turn metrics into action
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Experience with AI in a revenue operations context – you've implemented AI-driven forecasting, automation, or analytics tools and understand what works in practice
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Familiarity with agentic AI concepts and a clear view on where autonomous workflows create real value vs. where they don't
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Experience with modern GTM tech stacks (CRM, CDP, BI, automation platforms)
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Experience in platform or marketplace businesses with multiple customer segments is a strong plus