Head of Revenue Operations

About the role

You will own the end-to-end design and execution of revenue operations for Trawa across European markets, ensuring that demand generation, pipeline creation, and conversion activities are tightly aligned with commercial strategy. You will define and govern the CRM architecture and data integrity, enabling reliable forecasting and insight across the entire sales cycle. You will build and optimize the tools, processes, and analytics that empower sales teams to operate at peak efficiency while maintaining full traceability from lead to cash. You will partner closely with Product, Tech, and Commercial leadership to embed revenue operations into the product and motion of the business. You will drive a culture of experimentation, measurement, and continuous improvement across the revenue engine. You will be responsible for translating market complexity into clear, actionable playbooks that scale as we grow. You will act as the central coordination point between sales, marketing, and finance to ensure consistent, data-driven decision-making.

Key facts

What you'll do

Define and own the global revenue operations strategy, translating business objectives into measurable outcomes across all commercial teams.

Architect, implement, and govern the CRM data model, ensuring high-quality, reliable, and actionable sales data.

Design and optimize end-to-end sales processes, from lead acquisition to contract finalization and revenue recognition.

Lead the selection, configuration, and continuous improvement of sales and revenue technology stack and tooling.

Develop and maintain dashboards, reporting frameworks, and analytics that provide real-time visibility into pipeline health and performance.

Own the end-to-end management of CPQ, contracting, and commissioning processes to improve speed, accuracy, and compliance.

Partner with Product and Tech teams to align product roadmaps with revenue opportunities and customer feedback.

Build and refine conversion rate optimization programs based on data analysis and sales behavior insights.

Establish and monitor key performance indicators at every stage of the sales funnel to identify bottlenecks and growth levers.

Drive cross-functional collaboration between Sales, Marketing, and Finance to ensure alignment on targets, forecasts, and go-to-market plans.

Implement governance frameworks for sales methodologies, playbooks, and enablement content to support scalable execution.

Lead process automation initiatives that reduce manual effort and increase predictability in revenue operations.

Champion testing, learning, and iteration by setting up experiments and measuring impact on conversion and efficiency.

Provide strategic guidance to commercial leadership with clear recommendations grounded in data and market realities.

Ensure all revenue operations practices comply with internal policies and external regulations across our operating markets.

Requirements

You have a proven track record of building and scaling revenue operations in a B2B SaaS or enterprise environment.

You possess deep expertise in CRM systems, ideally Salesforce, including data modeling, automation, and dashboard design.

You have hands-on experience with CPQ, billing, and revenue recognition systems and understand how they integrate with CRM.

You demonstrate strong analytical skills, comfort with data, and the ability to derive insights and make decisions from complex datasets.

You have experience managing complex sales processes and aligning them with buyer journeys across multiple segments.

You show a track record of process optimization and operational excellence in fast-growth companies.

You communicate effectively with both technical and non-technical stakeholders and influence without direct authority.

You are comfortable working in a fast-paced, dynamic environment where priorities evolve quickly.

Nice to have

Experience in the energy, utilities, or regulated industries is a strong advantage given our market focus.

Background in scaling revenue operations for high-growth European B2B companies.

Familiarity with regulatory and compliance considerations relevant to energy trading and billing.

Practical notes

Position is based in Berlin HQ on a full-time basis.

The role is office-first, with the expectation of working from the Berlin office five days per week.

No specific working hours are mandated beyond standard full-time commitment.

No business travel, visa, or application deadlines are specified in this description.