Head of Revenue Operations & Strategy

We are Rokt, a hyper-growth ecommerce leader. Rokt is the global leader in ecommerce, unlocking real-time relevance in the moment that matters most. Rokt’s AI Brain and ecommerce Network powers billions of transactions connecting hundreds of millions of customers, and is trusted to do this by the world’s leading companies.

We are a team of builders helping smart businesses find innovative ways to meet customer needs and generate incremental revenue. Leading companies drive 10-50% of additional revenue—and often all their profits—from the extra products or services they sell. This economic edge unleashes a world of possibilities for growth and innovation.

At Rokt, we practice transparency in career paths and compensation. We believe in transparency, which is why we have a well-defined career ladder with transparent compensation and clear career paths based on competency and ability. Rokt’stars constantly strive to raise the bar, pushing the envelope of what is possible.

Total compensation range is $355,000-500,000, which includes a fixed annual salary range of $245,000-$290,000, an employee equity plan grant, and world-class benefits. 

Equity grants are issued in good faith, subject to company policies, board approval, and individual eligibility.

About the Role:

Reporting to the Chief Revenue Officer, you will be the strategic architect and curator of insights that drive every revenue decision. You will build and lead a multi‑disciplinary Revenue Operations team, partner closely with GTM, Finance, Product and Data leaders, and leverage an AI‑first, Builder‑DNA mindset to ensure that every dollar of potential revenue is forecast, prioritized, and captured.

Responsibilities:

• Revenue forecasting & scenario modelling – Deliver a single “source of truth” combining pipeline, actuals and sensitivity models (by product, region, demand/supply mix and health metrics) to reveal upside, gaps and risk.
• Performance & compensation analytics – Design and continuously improve STIP / commission structures, territory models and dashboards that illuminate rep, pod and regional contribution to plan. Including COS analysis and over performance.
• Deal evaluation & commercial governance – Run an independent deal‑desk that sets guard‑rails on CPA / floor guarantees and other commercial levers, protecting margin while maximising partner ROI.
• Revenue insights & data storytelling – Turn real‑time signals on pipeline velocity, win‑rates, pricing, inventory yield and customer health into concise narratives and recommendations that shape GTM strategy and capital allocation.
• Process intelligence & continuous improvement – Diagnose friction in lead‑to‑cash and renew‑to‑expansion workflows; quantify impact and partner with Operations to prioritise fixes that accelerate growth.
• Pipeline health and oversight, client segmentation and targeting, activity to client penetration to deal creation and close, via Individual to team to dept. Generating insights into sector / industry performance, gaps and opportunities.

Success Metrics (first 12 months):

• Pipeline health including number of deals and conversion improvements
• Forecast accuracy ≥95% on a rolling 3‑month horizon
• Pipeline data completeness & hygiene score ≥ 90% across GTM teams
• ≥110% quota attainment for 80% of reps with balanced payout distribution
• Material reduction in deal cycle time and commercial exceptions (<5% of bookings)
• Measurable uplift in Revenue Operations team engagement

Requirements

About You:

• At least 10 years of experience in Revenue / Sales Operations, including leadership of multi‑level teams in high‑growth B2B or marketplace environments
• Deep working knowledge of HubSpot or similar CRM tools
• Analytical depth – able to distill complex datasets into compelling insights and predictive models
• Strategic influence – Proven ability to simplify data for executive audiences and influence C‑suite decisions across Sales, Client Success, Product, and Finance
• People leadership – Coach who builds succession pipelines, fosters a culture of experimentation and operates with high autonomy

Benefits

About Rokt’stars:

As a mission-driven, hyper-growth community of curious explorers, our ambition is to unlock real-time relevancy in ecommerce and beyond. Our bias for action means we are not afraid to quickly venture into uncharted territories, take risks, or challenge the status quo; in doing so we either win or learn. We work together as one aligned team, never letting egos get in the way of brilliant ideas. We value diversity, transparency, and smart humble people who enjoy building a disruptive business together. We pride ourselves on being a force for good as we make the world better. 

About the Benefits:

We leverage best-in-class technology and market-leading innovation in AI and ML, with all of that being underlined by building and maintaining a fantastic and inclusive culture where people can be their authentic selves, and offering a great list of perks and benefits to go with it:

• Become a shareholder. Every Rokt’star gets equity in the company
• Enjoy catered lunch every day and healthy snacks in the office. Plus join the gym on us! 
• Access generous retirement plans like a 4% dollar-for-dollar 401K matching plan and get fully funded premium health insurance!
• Dog-friendly office
• Extra leave (bonus annual leave, sabbatical leave etc.) 
• Work with the greatest talent in town
• See the world! We have offices in New York, Seattle, Sydney, Tokyo and London

We believe we’re better together. We love spending time together and are in the office most days (teams are in the office 4 days per week).

We at Rokt choose to create a company that is as diverse and inclusive as the world we live in by attracting, growing & keeping the best talent. Equal employment opportunities are available to all applicants without regard to race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

If this sounds like a role you’d enjoy, apply here, and you’ll hear from our recruiting team.