Head of Revenue Operations

About Tiugo

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.

Why this role exists now

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.

What you will own

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.

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.

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.

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.

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.

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.

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.

Your first twelve months

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

Who you are

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

**How we will know it is working