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The Head of Revenue Operations is a critical leadership role responsible for overseeing global business operations across new sales and renewals. This role leads teams that partner closely with Sales, Account Management, Legal, Order Management, and Fulfillment, as well as Product and Data Management, to ensure accurate, timely, and compliant execution of customer orders and contracts from opportunity through order validation and fulfillment.
The ideal candidate brings a strong operational and systems mindset, deep expertise in commercial operations and Salesforce Order-to-Cash, and a proven ability to lead global teams in a fast-paced, high-pressure environment. This leader will also be forward-thinking in applying analytics, tooling, and AI to continuously improve process efficiency, throughput, quality, and scalability.
Key Responsibilities:
Lead and develop global teams responsible for processing new sales and renewal deals, ensuring accuracy, compliance, and on-time execution
Serve as the operational backbone for commercial execution, partnering with Sales, Account Management, Legal, Order Management, Finance, and Fulfillment
Responsible for the end-to-end deal execution from opportunity close through order validation and fulfillment readiness; owning and partnering with other teams on various stages of the deal lifecycle
Ensure strong governance and execution across the full Order-to-Cash lifecycle, including:
Opportunity review and deal structure
Contract and order validation
Booking, revenue readiness, and coordination with order management and fulfillment
Act as a subject matter expert on Salesforce Order-to-Cash, partnering with the Product and Data teams to ensure systems are optimized to support scale and complexity, as well as accelerate automation
Drive consistency and standardization of deal processes across regions and operating centers
Manage and scale global processing teams across multiple operating centers supporting global sales and account management.
Own workforce planning, capacity modeling, and throughput management to meet fluctuating deal volumes and peak periods
Establish clear performance expectations, SLAs, and quality standards
Coach, develop, and retain high-performing managers and individual contributors
Leverage data and analytics to identify bottlenecks, quality issues, and improvement opportunities across the deal lifecycle
Define and track KPIs related to cycle time, accuracy, backlog, capacity utilization, and customer impact
Partner Product, Data and Reporting teams to enhance tooling and workflows
Drive the application of automation and AI (e.g., workflow automation, validation rules, predictive analytics, generative AI) to improve efficiency, scalability, and quality
Act as a trusted partner to Revenue, Legal and Finance leadership, balancing speed with rigor and risk management
Lead change management efforts as processes, systems, and business models evolve
Communicate clearly and effectively with executive stakeholders on performance, risks, and improvement plan
10+ years of experience in Revenue Operations, Commercial Operations, Sales Operations, or Order-to-Cash–related roles
5+ years of people leadership experience managing global or distributed teams
Deep expertise in Salesforce Order-to-Cash, including opportunity management, quoting, order processing, and downstream order management, fulfillment and invoicing
Strong understanding of commercial deal mechanics, contract structures, and booking processes
Proven experience managing high-volume deal processing teams, including capacity planning and SLA management
Demonstrated ability to operate effectively in a fast-paced, high-pressure, deadline-driven environment
Strong analytical skills with the ability to translate data into operational insights and action
Experience supporting global enterprise sales organizations
Exposure to complex pricing models, renewals, amendments, and multi-product deals
Experience implementing or scaling automation, workflow tools, and AI-enabled solutions in revenue operations
Familiarity with downstream systems (e.g., ERP, billing, fulfillment, revenue recognition)
Lean, Six Sigma, or process improvement certification
Deal cycle time and on-time order validation
Booking accuracy and quality
Throughput and capacity utilization across processing teams
Stakeholder satisfaction (Sales, Legal, Finance, Fulfillment)
Adoption and impact of automation, analytics, and AI-driven improvements
This role is foundational to enabling revenue growth at scale. The Head of Revenue Operations ensures that deals move quickly and accurately from close to fulfillment, protects the company from operational and financial risk, and continuously evolves how revenue operations function through data, systems, and innovation.
Compensation/Benefits Information: (This section is only applicable to US candidates)
S&P Global states that the anticipated base salary range for this position is
$255,00 to $300,000. Final base salary for this role will be based on the individual’s geographic location, as well as experience level, skill set, training, licenses and certifications.In addition to base compensation, this role is eligible for an annual incentive plan.This role is eligible to receive additional S&P Global benefits. For more information on the benefits we provide to our employees, please click here.
We require all external candidates who reach the final stage of our interview process to attend at least one in-person interview, which is ordinarily at your nearest S&P Global office. This must be completed before we can proceed to an offer.
At S&P Global Market Intelligence, a division of S&P Global we understand the importance of accurate, deep and insightful information. Our team of experts delivers unrivaled insights and leading data and technology solutions, partnering with customers to expand their perspective, operate with confidence, and make decisions with conviction.
For more information, visit www.spglobal.com/marketintelligence.
What’s In It For You?
Advancing Essential Intelligence.
We're more than 35,000 strong worldwide—so we're able to understand nuances while having a broad perspective. Our team is driven by curiosity and a shared belief that Essential Intelligence can help build a more prosperous future for us all.From finding new ways to measure sustainability to analyzing energy transition across the supply chain to building workflow solutions that make it easy to tap into insight and apply it. We are changing the way people see things and empowering them to make an impact on the world we live in. We’re committed to a more equitable future and to helping our customers find new, sustainable ways of doing business. Join us and help create the critical insights that truly make a difference.
Throughout our history, the world's leading organizations have relied on us for the Essential Intelligence they need to make confident decisions about the road ahead. We start with a foundation of integrity in all we do, bring a spirit of discovery to our work, and collaborate in close partnership with each other and our customers to achieve shared goals.
We take care of you, so you can take care of business. We care about our people. That’s why we provide everything you—and your career—need to thrive at S&P Global.
Our benefits include:
Health & Wellness: Health care coverage designed for the mind and body.
Flexible Downtime: Generous time off helps keep you energized for your time on.
Continuous Learning: Access a wealth of resources to grow your career and learn valuable new skills.
Invest in Your Future: Secure your financial future through competitive pay, retirement planning, a continuing education program with a company-matched student loan contribution, and financial wellness programs.
Family Friendly Perks: It’s not just about you. S&P Global has perks for your partners and little ones, too, with some best-in class benefits for families.
Beyond the Basics: From retail discounts to referral incentive awards—small perks can make a big difference.
For more information on benefits by country visit: https://spgbenefits.com/benefit-summaries
At S&P Global, we are committed to fostering a connected and engaged workplace where all individuals have access to opportunities based on their skills, experience, and contributions. Our hiring practices emphasize fairness, transparency, and merit, ensuring that we attract and retain top talent. By valuing different perspectives and promoting a culture of respect and collaboration, we drive innovation and power global markets.
If you receive an email from a spglobalind.com domain or any other regionally based domains, it is a scam and should be reported to reportfraud@spglobal.com. S&P Global never requires any candidate to pay money for job applications, interviews, offer letters, “pre-employment training” or for equipment/delivery of equipment. Stay informed and protect yourself from recruitment fraud by reviewing our guidelines, fraudulent domains, and how to report suspicious activity here.
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S&P Global is an equal opportunity employer and all qualified candidates will receive consideration for employment without regard to race/ethnicity, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, marital status, military veteran status, unemployment status, or any other status protected by law. Only electronic job submissions will be considered for employment.
If you need an accommodation during the application process due to a disability, please send an email to: EEO.Compliance@spglobal.com and your request will be forwarded to the appropriate person.
US Candidates Only: Know Your Rights: Workplace discrimination is illegal
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102 - Senior Management (EEO Job Group) (inactive), 10 - Officials or Managers (EEO-2 Job Categories-United States of America), SLSGRP102 - Senior Management (EEO Job Group)
Opens in a new tab
$255,000 – $300,000
Base + Bonus · Other Equity
