Head of Revenue Operations & Strategy, Rokt
$355-500k
OTE
$245-290k
BASE
+ An employee equity plan grant
4 days a week in office
eCommerce technology & software solutions
Be an early applicant
eCommerce technology & software solutions
501-1000 employees
Be an early applicant
$355-500k
OTE
$245-290k
BASE
+ An employee equity plan grant
4 days a week in office
501-1000 employees
Company mission
To make eCommerce smarter, faster, and better.
Role
Who you are
- 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
What the job involves
- Reporting to the Chief Revenue Officer, you will be the strategic architect and curator of insights that drive every revenue decision
- You will 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
- 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
Our take
eCommerce marketing company Rokt is helping brands leverage the power of good timing. With Rokt, brands can present their customers with AI-curated offers and messages at every stage in their transaction, at tailored times of the day, or to market themselves at the point of transaction on other major eCommerce sites.
The idea is that “transaction moments” are when shoppers are most inclined to engage further with the brand or its products - the success of Rokt’s clients, and the runaway success of Rokt itself, show that it's successfully cracked it.
Rokt has a strong client base that includes giants like Groupon, GoDaddy, and Disney, and after hitting Unicorn status, it is eyeing up a US IPO. This should come as no surprise - the surge in eCommerce trade over recent years has led to most companies investing in tools to stay competitive.
Rokt has expanded its tool suite since it first started up, and will be focused on continuing to innovate to keep ahead of the MarTech pack, and abreast of changing demand in the rapidly shifting market. The eCommerce marketing tech sector has ballooned to a $120B global operation - Rokt is positioned comfortably to keep ahead.
Freddie
Company Specialist at Welcome to the Jungle
Insights
28% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Dec 2021
$325m
SERIES E
Oct 2020
$80m
SERIES D
Total funding: $488.2m
Company benefits
- Interest groups, sports clubs, and social events
- Global training events & online training courses
- Stock options
- Global all-staff events in amazing locations (Phuket, Thailand in January 2020)
- Generous relocation packages
- Generous time off
- Parental leave
- Mental health and wellness days
- Paid Sabbatical for employees who have been with us 3 years or more
- £55 per month social/wellness allowance, 6 sessions with a licensed therapist, 6 coaching sessions and other mental health perks
- Gym membership
- Premium health insurance
- £25 per month telephone allowance
Company HQ
Hudson Square, New York, NY
Leadership
Bruce Buchanan
(CEO)Previously a Principal at Boston Consulting Group, before serving as Chief Commercial Officer, then Group Chief Executive Officer at Jetstar Airways.
Justin Viles
(Advisor)Previously worked on strategic partnerships in the APAC region for Google, before moving on to co-found and serve as CEO at Rocklive.
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