Revenue Operations Manager, Ripjar
More information about location
Real-time intelligence for countering a wide range of threats
Be an early applicant
Real-time intelligence for countering a wide range of threats
101-200 employees
Be an early applicant
More information about location
101-200 employees
Company mission
To help governments and organisations automate the detection, investigation and monitoring of threats from criminal activity.
Role
Who you are
- Demonstrated experience leading commercial transformation in an enterprise software scale-up, including at least one full annual planning cycle owned end-to-end
- A track record of designing, deploying and measuring AI workflows in a commercial setting, both for the commercial team and within RevOps itself, including data preparation, governance and driving adoption
- Proven experience leading change management across a commercial team, with the ability to translate complex process and technology change into clear, actionable messaging for different audiences
- A strong grounding in modern commercial KPIs and benchmarking, including pipeline efficiency, CAC payback, NRR, gross retention, magic number and forecast accuracy
- Strong presentation and data-storytelling skills, with an instinct for the narratives leadership needs to take to the board each quarter: and the discipline to back them with credible numbers
- A good working knowledge of sales compensation design and practices
- The confidence and commitment to hold the commercial team to account on process discipline: comfortable challenging senior peers and raising difficult issues with confidence when standards slip
- Excellent interpersonal skills, with the ability to build credible relationships across all levels and functions, including the executive team
- A proven ability to prioritise effectively, delegate admin work and manage agencies, so that the role stays focused on strategic impact rather than getting pulled into operational firefighting
- Comfort managing multiple demands and adapting to shifting priorities, ambiguity and rapid change
- Fluency with at least one sales methodology, such as MEDDIC, Sandler or Miller Heiman, alongside familiarity with signal-based and ABM-driven GTM motions
- Expert knowledge of Salesforce (certification desirable), with hands-on experience of the wider AI-native commercial stack (for example Clari, Gong, Outreach, Clay or equivalent)
- Strong analytical skills, with confidence in SQL, BI tooling (Tableau, Looker or similar) and financial and revenue modelling. Advanced Excel is assumed
What the job involves
- Ripjar was founded by veterans of GCHQ to bring national security-grade intelligence tools to the fight against financial crime
- Financial crime funds human trafficking, terrorism, corruption and sanctions evasion on a global scale, and the organisations on the front line need technology built to match the threat
- Today, Ripjar's AI-native software and data fusion products are used by governments, the world's largest banks, and global enterprises to automate the detection, investigation and monitoring of serious financial crime
- Every day, hundreds of customers and thousands of daily active users rely on the platform to screen hundreds of millions of names for risk in real time, prevent money laundering and stop terrorist financing
- We're looking for a Revenue Operations Manager to help enable our commercial team through a period of significant change combined with fantastic growth: embedding AI into how we plan, sell and retain, while raising the efficiency bar set by our leadership and investors
- Reporting to the Chief Revenue Officer, you will be responsible for ensuring that Ripjar builds, enables and governs best-in-class revenue processes across marketing, sales and customer success
- You will own the operational systems that turn our growth strategy into measurable execution: the data, technology, processes, disciplines, and increasingly the AI agents that work alongside our commercial team
- This is a senior, high-visibility individual contributor role, partnering directly with the executive team and acting as the: bridge between commercial leadership and the board's view of revenue performance
- Revenue planning: Own the annual planning cycle end-to-end, including capacity, territories, quotas and compensation, and align this with the wider commercial plan across Marketing and Customer Success
- AI orchestration and commercial transformation: Lead the design, deployment and governance of AI workflows and agents across the commercial team and within RevOps's own operations. Run a continuous cycle of evaluating, piloting, scaling and retiring tools, and prove the business impact of each
- Change management: Lead the change programme that lands new processes, tools and AI workflows across the commercial team, including communication, training, adoption metrics and reinforcement
- Data, systems and tech stack: Own the commercial data model, governance and quality standards that make our reporting trustworthy and our AI agents reliable. Own the wider commercial tech stack: Salesforce and the surrounding tools: including selection, negotiation, implementation and supplier management
- Process discipline and cadence: Define, run and lead the operating cadences that hold the commercial team to account: pipeline reviews, forecasting, win/loss reviews and QBRs. Monitor process compliance, surface non-adherence and bottlenecks to leadership, and maintain standards when under pressure
- Performance, KPIs and forecast accuracy: Define and instrument the commercial KPIs that matter to leadership and the board, including pipeline efficiency, CAC payback, NRR, gross retention and forecast accuracy. Drive measurable improvements against benchmarks
- Pricing: Own pricing frameworks, deal desk and discount governance, ensuring consistent application across deals and protecting commercial margin
- Enablement and SKOs: Develop and maintain the Sales Playbook, and support the planning and delivery of company kick-off and enablement events
- Reporting and board-level storytelling: Deliver the monthly, quarterly and board-level reporting cadence, producing the data narratives that arm leadership with credible, defensible stories to take to the board
Our take
Ripjar provides a data intelligence platform, Labyrinth, that uses Artificial Intelligence to protect organisations against financial crime threats like money laundering, fraud, and funding terrorism. Labyrinth enables human analysts to make better-informed decisions with speed and accuracy, saving their clients’ costs and time.
Previous investments signify confidence in Ripjar's data intelligence technology and its ability to protect companies and governments from criminal activities that jeopardise their assets and prosperity. And it's no surprise, as Ripjar claims Labyrinth is the most sophisticated and advanced cyber-security solution on the market.
As economic uncertainty rises globally, so does the incidence of financial crime, particularly with the increasing shift to online transactions. Both tech companies and the UK government are turning to Ripjar to address these challenges. With a global client base exceeding 20,0000 and recent innovations, the company is well set to see further growth.
Freddie
Company Specialist at Welcome to the Jungle
Insights
21% employee growth in 12 months
Company
Funding (last 2 of 3 rounds)
Sep 2020
$37.6m
SERIES B
Mar 2017
$4.8m
EARLY VC
Total funding: $42.5m
Company benefits
- Pension: Our company pension scheme is a great way of building a pot of money for your retirement and as your employer we match your contributions up to 4%
- Private Family Health insurance: We provide private medical insurance through Vitality Health. As well as giving staff general advice about eating greens and moving about, Vitality Health gives personal, achievable goals to get healthier with Vitality partners helping along the way with discounts, cashback and reward
- 25 days holidays: We offer candidates 25 days annual leave plus bank holiday per year, increasing to 30 after 5 years' service
- EMI Share Options: We offer an employee share option scheme to recognise and reward staff members for their support, service and contribution to the business
- Flexible Working: Employees have the option to work from one of our offices located in Cheltenham, Bristol or London or to work fully remote
- Wellbeing Allowance: We provide employees with a £500 allowance, paid quarterly in the sum of £125 per quarter to support a flexible, holistic approach to employees’ well-being
- Free lunch and snacks: There is a well-stocked pantry with food, snacks and drinks. Lunch is also provided and ranges from a selection of hot and cold food
Company HQ
Cheltenham, UK
Leadership
Jeremy Annis
(Co-Founder)Served as the company's CTO until 2021, and has been CEO since November 2018. Jeremy is a former Intelligence Professional and Data Scientist with the British government’s signals intelligence agency, GCHQ
Tom Griffin
(Co-Founder & COO)Served as the company's CEO until Jan 2019. Tom has a PhD in Engineering Mathematics, and prior to Ripjar was the Technical Director of GCHQ’s Engineering Department responsible for creating and sustaining the solutions that protect the UK from threats including terrorism, cyber and serious organised crime
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