Head of Revenue Operations

About the role

Revenue Operations at Sedna is a critical function - and right now, it's a big gap. Accountability for strategy, data & analytics, process & enablement and systems is fragmented across the GTM org. We have no single owner who sees the whole picture. The Head of RevOps will be that owner. You'll build and lead the RevOps function from scratch with a support structure already in place, establishing the systems, processes, and governance that allow Sedna to scale from its current ARR base to the next order of magnitude. You'll report directly to the C-suite and have full ownership of this function from Day 1.

Responsibilities

• You will have single-point accountability across all four pillars of Revenue Operations:
• Strategy & Planning
• Process & Enablement
• Systems & Automation
• Data & Analytics
• GTM planning & revenue targeting
• Sales process design & playbooks
• CRM architecture & administration
• ARR bridge & funnel metrics
• ICP, territory & segmentation
• GTM onboarding & ramp programmes
• Integrations & data model
• Pipeline & forecast reporting
• Quota & capacity modelling
• Handoff design (SDR→AE→CS)
• Tech stack governance & procurement
• Attribution & campaign ROI
• Compensation plan design
• Deal desk & approvals workflow
• Commission & incentive tooling
• Cohort & retention analysis
• KPI framework & metric definitions
• Forecast call cadence
• Marketing automation platform
• Win/loss & churn analysis
• Pricing & discount policy
• CRM hygiene enforcement
• Workflow & process automation
• Board & exec reporting suite
• RevOps Leadership & Strategy
• Own the RevOps function as a single point of accountability - ending the current fragmentation
• Define and drive the annual GTM planning cycle, including revenue targets, quota design, territory mapping, and capacity modelling
• Build and maintain the ICP framework, segmentation model, and pricing & discount policy
• Act as a neutral broker for cross-functional decisions across Sales, Marketing, CS, and Finance
• Own board-level RevOps narrative and reporting suite
• Data, Analytics & Reporting
• Build a governed, scalable analytics function - migrating board metrics out of spreadsheets and into a single source of truth
• Own the ARR bridge, GTM funnel metrics, pipeline & forecast reporting, and cohort & retention analysis
• Establish attribution modelling and campaign ROI reporting in partnership with Marketing
• Manage and develop the Data & Analytics Lead (once hired) and partner with the Head of Data on customer analytics
• Process, Enablement & Systems
• Own the end-to-end sales process, including handoff design (SDR → AE → CS), deal desk, and forecast cadence
• Partner with the Head of Revenue Enablement on GTM onboarding and ramp programmes
• Oversee CRM architecture, tech stack governance, and commission tooling with the RevOps Manager
• Re-integrate CS strategy ownership - formally bringing renewals, health frameworks, and post-sale operations back into RevOps scope

Requirements

• 5+ years leading a Revenue Operations function in a B2B SaaS environment
• Proven experience leading RevOps at a scaling company - you've built the function, not just managed within one
• Strong command of all four RevOps pillars: you can speak credibly about CRM architecture and quota modelling in the same conversation
• A track record of resolving cross-functional misalignment and building shared accountability across Sales, Marketing, CS, and Finance
• Hands-on with Salesforce (or equivalent CRM); comfortable with BI tooling and data modelling concepts
• Experience in maritime, logistics, or complex supply-chain verticals
• Prior experience leading a function through a post-acquisition integration
• WHY JOIN SEDNA
• A rare greenfield mandate - you're building the RevOps function, not inheriting someone else's architecture
• Exec-level visibility from day one, reporting to the COO with a direct line to the board
• A strong existing team in seat - the RevOps Manager and Head of Revenue Enablement are experienced practitioners you can trust
• A company at the inflection point: product-market fit proven, backing secured, and ready to scale
• A mission that matters - Sedna moves global trade; the shipping industry is responsible for over 80% of the world's goods
• Our values:
• Fin

Benefits

Additional Information

Location: UK-Remote #LI-Hybrid #LI-Remote ABOUT SEDNA Sedna is the operating system for global shipping. Our platform unifies communication, commercial operations, and data for chartering, operations, and finance teams - replacing fragmented tools with a single intelligent system purpose-built for maritime. Backed by Insight Partners, GK Goh Ventures, Stride VC, Chalfen Ventures, and SAP, we're scaling rapidly and expanding our product suite following the acquisition of Dataloy Systems (Voyage Management Software). This is a pivotal moment: we have product-market fit, strong retention, and an ambitious roadmap - and we need the operational infrastructure to match.

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