Job Description

Head of Revenue Operations

Department: Sales

Employment Type: Permanent - Full Time

Location: Madrid

osapiens is building the operating system for sustainable enterprise — a single AI-powered platform giving every company real-time control over regulatory obligations, climate impact, supply-chain risks, and physical assets. The ambition is not to be one more compliance tool, but the infrastructure every global enterprise runs on to operate responsibly in a world where sustainability is no longer optional.

We reached unicorn status in January 2026 ($100M Series C from BlackRock/Temasek and Goldman Sachs), serve 2,500+ enterprise customers including Tesco, Coca-Cola, Lidl, and Carrefour, and have delivered 10+ consecutive quarters of 100%+ ARR growth at 130%+ net revenue retention. Four platform capabilities — Regulatory Compliance, Climate Intelligence, Supply Chain Transparency, and Asset Management — plus a network model that traces supply chains from origin to point of sale make the platform genuinely different. Not another point solution. The resilience control tower for the modern enterprise.

Be the architect of osapiens’ AI-enabled GTM. Own the GTM tech stack, the revenue forecast, the sales methodology, and the operating cadences the entire revenue org runs on. Build the revenue operation of the future — not maintain the one that existed.

Your Responsibilities

▪ GTM tech stack architecture. HubSpot at the core, plus Clay, Apollo, ZoomInfo, Gong, ABM platforms, dialers, and the emerging AI tooling landscape. Evaluate, integrate, govern.▪ Revenue forecast. Build and run the weekly, monthly, quarterly forecast the CRO and Board rely on — methodology, data quality, accuracy tracking.▪ Pipeline generation and velocity. Design and drive the drumbeats — inbound, outbound, ABM, events — that keep pipeline coverage ahead of plan.▪ Sales methodology and best practices. Own the playbook — qualification, stages, exit criteria, handoffs — and embed it in the stack so it’s lived, not slideware.▪ Enablement and training. Design best-in-class onboarding and ongoing training: methodology, product, discovery, negotiation, AI-tooling fluency.▪ AI-enabled GTM architecture. Rebuild the engine with AI agents and automation at the core — scoring, routing, enrichment, research, drafting, forecasting, coaching.▪ CRO initiatives and Board comms. Run strategic projects alongside the CRO; prepare the revenue readouts that go in front of the Board.

What you'll bring

▪ 4–8 years in Revenue Operations, GTM Ops, or Sales Ops at a fast-growing B2B SaaS.▪ Operator-level fluency with HubSpot and the modern GTM stack (Clay, Apollo, ZoomInfo, Gong, ABM, sequencers).▪ AI-native. Claude Code, Claude Projects, and modern AI tools are your daily working environment — you build agents and automations, not just use them.▪ Strong grip on sales cadences, pipeline motions, and forecast methodology. You can read a pipeline and know what’s real.▪ Credible with reps and with the Board. You speak both languages.▪ Ambitious, curious, allergic to “the way we’ve always done it.” English fluent; German or Spanish a plus.

What Success Looks Like (first 12 Months)

▪ A forecast the CRO trusts and the Board accepts — documented methodology, accuracy tracking, no surprises.▪ The GTM stack consolidated, instrumented, and governed — tool map, data model, ownership matrix, all visible.
▪ Sales methodology shipped and lived — playbook, stages, exit criteria, qualification embedded in the stack.
▪ A first wave of AI-enabled GTM workflows in production and measurably moving the number.