Job Description

Principal Consultant / Revenue Architect (GTM Architecture & RevOps) Location: Australia (Sydney / Melbourne / Remote Australia) Working Hours: APAC Time Zone Alignment Employment Type: Full-Time (Employed via Employer of Record / EOR framework) Company Overview Our client is a leading US-based RevOps and Go-To-Market (GTM) AI consultancy and Diamond-tier CRM partner working exclusively with Private Equity (PE) firms and their growth-stage portfolio companies . The practice is expanding into the APAC region, starting with a key technology software account in East Asia . We are looking for a top-tier Principal Consultant / Revenue Architect in Australia to drive client strategy, revenue architecture, and GTM transformation . Role Description The Principal Consultant / Revenue Architect (GTM Architecture & RevOps) serves as the strategic leader and trusted advisor to our clients, responsible for architecting scalable, sustainable revenue growth across Marketing, Sales, and Customer Success . It is a RevOps and GTM leadership position that combines business acumen, systems thinking, and cross-functional alignment to design the frameworks, processes, and roadmaps that drive predictable revenue growth . Fluency across the revenue technology stack is required, and the work itself is strategic, advisory, and executive-facing . Operating at a Director/Principal level, you will partner directly with executive stakeholders to evaluate go-to-market maturity, define "what good looks like," and design actionable, phased growth roadmaps ("Crawl, Walk, Run") that guide both strategy and execution . You will lead internal delivery teams (Solutions Architects, Technical Solutions Architects, Developers, and GTM Engineers) to bring these roadmaps to life through technology, process, and enablement . The Revenue Architect owns the client's multi-year picture . They read a revenue operation against the company's size, deal value, and go-to-market motion, form a point of view on what has to change and in what order, and carry that point of view through executive scrutiny into delivery . Key Responsibilities Strategic Leadership & Growth Architecture Strategic Advisory: Lead client engagements as the strategic RevOps and GTM owner, translating business goals into clear operational and technological strategies . End-to-End Systems Design: Architect scalable revenue systems across the full lifecycle, from marketing through customer success, with alignment to finance, data, and IT/engineering . Executive Discovery & Diagnosis: Conduct deep discovery sessions with client executives to understand revenue drivers, bottlenecks, and growth constraints, translating them into structured strategic frameworks . Operating Model Evaluation: Read a client's operating model against its revenue, headcount, and average deal value, identifying where current motions or tech stacks fail . Architecture Blueprinting: Define and document the end-to-end revenue architecture, including roles, processes, handoffs, and technology, to enable data-driven growth . Roadmap Development: Develop and communicate the client's growth roadmap, with "Now, Near, and Far" milestones that are practical, actionable, and measurable . C-Suite Engagement: Serve as the executive point of contact and trusted advisor to C-Suite and VP-level client leaders . Constructive Executive Pushback: Form a clear point of view, state the evidence behind it, and defend it gracefully when executives or board members challenge it . Commercial Expansion: Identify follow-on work that ties to metrics the client owns, bringing it forward while it matters . Operational & RevOps Expertise Process Design: Lead the design and optimization of core GTM processes: lead management, pipeline management, forecasting, customer handoff, renewals, and expansion . Framework Building: Evaluate and improve RevOps frameworks, whether building from a blank slate or scaling a mature operation . SPORT Diagnosis: Diagnose root causes across all five SPORT dimensions, recommending changes to ownership, process, team structure, or measurement . Cross-Functional Alignment: Partner with client marketing, sales, CS, and finance leaders to align around shared revenue objectives . Unified Data Models: Build operating models that tie together marketing, sales, CS, and financial data for unified reporting . Evidence-Based Recommendations: Separate validated findings from working assumptions in every recommendation . Outcome Focus: Ensure every initiative ties directly to pipeline velocity, conversion rates, retention, and margin impact . Team Leadership & Collaboration Delivery Leadership: Lead internal Tiger Teams (Solutions Architects, Developers, GTM Engineers) to execute strategic roadmaps . Requirements & Data Model Intent: Specify the design the delivery team builds from, defining requirements and data model intent while leaving implementation mechanics to technical owners . Effective Delegation: Delegate effectively across technical and operational roles with clear accountability . Quality Assurance: Hold quality on client-facing deliverables, including roadmaps and executive readouts . Mentorship: Provide mentorship and structure to delivery teams to ensure strategy translates into high-quality execution . Technology & Stack Awareness Ecosystem Fluency: Maintain broad, functional knowledge of the revenue technology ecosystem : CRM: HubSpot (Core focus) & Salesforce Sales Engagement: Salesloft, Outreach, Gong Engage ABM & BI: Demandbase, 6sense, Power BI, Tableau Marketing Automation: Marketo, Pardot Conversation Intelligence & Data: Gong, Clay, Crossbeam CPQ & Service: DealHub, Consensus, Chili Piper, Zendesk Integration Intelligence: Understand how data moves between tools, where records break down at scale, and what integrations realistically cost to build and maintain . (Ability to walk through untangling a messy integration is essential ). Architecture over Admin: Partner with technical teams to architect integrations. Note: Hands-on configuration is not required; screening focuses on architecture judgment . AI Readiness: Assess whether client data quality and process definitions are ready to support AI and automation . Qualifications & Requirements Experience & Background Seniority: 8+ years in strategy, operations, consulting, or revenue leadership roles (Principal/Director-level experience preferred) . Target Backgrounds: Management consulting (Big 4 or top-tier boutique firms) , in-house RevOps leadership at SaaS companies , Private Equity value creation , or leading CRM agency practices . Analytical Mindset: Analytics, systems, or BizOps background prioritized over traditional creative marketing . Consulting Pedigree: Proven experience in client-facing advisory roles where you owned client relationships and delivered strategic outcomes . Executive Credibility: History of building trust with executive stakeholders and getting recommendations funded . Skills & Competencies Executive Communication: Ability to engage C-suite stakeholders, distill complexity, and gracefully push back on flawed client logic . Defensible Logic: Able to form a defensible point of view from limited information and defend it under pressure . Regional Fit: Located in Australia, with flexibility to align working hours with East Asia / APAC time zones for regional client touchpoints . English fluency required . Why This Role Matters The Principal Consultant / Revenue Architect is the blueprint-builder for our clients' growth . You will lead high-impact strategy engagements that define how growth-stage companies structure their revenue functions, leverage technology, and align teams around measurable outcomes .