Head of Revenue Operations

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

• 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