Head of Group Sales Operations (Internal Applications Only)

Job Title:             Head of Group Sales Operations

Location:             Any ARO office (Hybrid)

Contract type:    Permanent – full time or part time

#LI-Hybrid

About the role

The Head of Group Sales Operations will operate as a central role within the CRO function, responsible for driving consistency, governance, and operational excellence across the ARO’s sales support and renewals activities. This role will report into the Chief Revenue Officer.

Working across Enterprise, Public Sector, SME and Scotland, the role will align regional approaches without altering direct reporting lines (they will stay as they are). It will bring cohesion to how renewals and sales support are delivered, ensuring consistent standards, improved efficiency, and clear visibility of pipeline and performance.

The role will act as the connective layer between Sales Directors, Renewals Specialists, and Sales Support teams—facilitating collaboration, embedding best practice, and enabling the successful execution of the ARO’s Sales Strategy.

Please note that this is a Hybrid role with onsite requirement 3 days a week. Applicants must be able to reliably travel to the office and where required, attend customer or business locations

What you’ll do

• Act as the central coordination point for all renewals and sales support activity across business units.
• Establish consistent governance frameworks across CRM usage, pipeline tracking, contract management, and renewals processes.
• Drive standardisation where appropriate, while allowing for necessary sector-specific nuances.
• Ensure alignment to CRO sales strategy and priorities.
• Bring together Renewals Specialist and Sales Support roles across the Group to create a more unified operating model.
• Define core responsibilities, accountabilities, and how the roles can be locally managed but centrally coordinated.
• Over time support the evolution towards a consistent “renewals lifecycle ownership” model across all areas.
• Identify and remove duplication, inefficiencies, and gaps in process.
• Establish a consistent, group-wide view of renewals pipeline, forecasting, and risk.
• Drive cadence and discipline in pipeline reporting and review.
• Provide regular insight to the CRO and Sales Directors on trends, risks, and opportunities across the Group.
• Support improved forecasting accuracy and reduced revenue leakage.
• Create and manage a regular cadence of meetings across Sales Directors and relevant teams (e.g. renewals forums, pipeline reviews, operational reviews).
• Facilitate cross-business unit collaboration and sharing of best practice.
• Act as a point of escalation or coordination for cross-group challenges.
• Identify opportunities to streamline and improve renewals and sales support processes.
• Drive adoption of best practice in deal preparation, contract management, and commercial processes.
• Work closely with Finance, Legal, Operations, Commercial, Business Improvement and Technology teams to improve end-to-end processes.
• Support continuous improvement initiatives aligned to commercial outcomes.
• Support Sales Directors in shaping and refining Renewals Specialist and Sales Support role profiles.
• Promote consistency in role expectations and performance measures.
• Highlight capability gaps and support targeted development initiatives.

What we are looking for?

•  Proven experience in a senior Sales Operations, Commercial Operations, Revenue Operations, Sales Enablement, or similar leadership role.
• Strong ability to influence, coordinate and align teams across multiple business units without direct line management responsibility.
• Demonstrable experience of establishing governance frameworks, operational controls, and consistent ways of working across geographically or functionally diverse teams.
• Experience of managing and improving sales support, renewals, contract management, or customer retention processes.
• Strong understanding of pipeline management, forecasting, CRM systems, sales reporting, and performance analytics.
• Ability to analyse complex data, identify trends, risks, and opportunities, and translate insights into actionable recommendations.
• Proven track record of driving process improvement, operational efficiency, and continuous improvement initiatives.
• Excellent stakeholder management and communication skills, with the ability to engage effectively with senior leaders and cross-functional teams.
• Experience facilitating collaboration across Sales, Finance, Legal, Operations, Technology, Commercial, and Business Improvement functions.
• Strong organisational, project management, and problem-solving skills, with the ability to manage multiple priorities and deliver results.
• Experience developing performance measures, operating rhythms, and reporting disciplines to improve accountability and business outcomes

•  Experience within the technology, managed services, IT services, telecommunications, or business services sectors.
• Experience leading or supporting organisational transformation, sales transformation, or operating model redesign programmes.
• Knowledge of renewals lifecycle management and subscription-based or recurring revenue business models.
• Experience of supporting role design, capability frameworks, workforce planning, and professional development initiatives.
• Formal qualifications in business management, sales operations, project management, change management, or a related discipline.
• Experience implementing or optimising CRM platforms and sales management tools.
• Understanding of commercial contracting processes and their impact on sales performance and customer retention.
• Experience working within a matrix management environment and driving outcomes through collaboration and influence.
• Knowledge of best-practice Revenue Operations methodologies and sales effectiveness frameworks.
• Experience creating and delivering executive-level reporting, dashboards, and strategic performance insights.

ARO has 25 years’ experience in Collaboration, Connectivity, Cloud and Infrastructure and Cyber Security services both in the UK and Internationally and has a nationwide presence with offices across the UK.

As one of the UK’s leading independent IT and communication experts our mission is to deliver a seamless technology experience to all end users. To make that vision a reality, we need bright, tenacious and inspiring talent to help drive our performance, growth and achieve this mission.

To make us successful we focus on strong communication, a culture based on fun, trust and collaboration. We have created a modern workplace environment, which is full of engaged, energetic, positive and curious people whose productivity, resilience and wellbeing allow them to thrive.

In 2021 we were awarded the People Insight’s Outstanding Workplace Award, which celebrates organisations building positive workplace cultures and acting on employee feedback to spark positive change. 

At ARO we are committed to creating an excellent employee experience. Our employees, culture and additional benefits all make ARO a great place to work. Come join us!

We offer a wide range of benefits and incentives to our employees including:

💰 Company Pension Scheme and matching contributions

🎁 Company Perks portal

🏥 Private Medical insurance

🛡️ Life assurance

✈️ 25 days holiday plus bank holidays plus holiday trading

🎂 Your Birthday off, on us

💪 Health Club and Wellbeing Scheme

📈 ARO Shares after 12 months employment

🤝 Employee Assistance Programme

💻 Technical Training Academy and E-learning

💼 Hybrid working

If even 80% of this matches your experience and attributes, we would be delighted to hear from you.