At Sonder, we believe that every person deserves to feel safe, supported, and empowered to be at their best - wherever they are. That’s why we’re redefining workplace health, safety, and wellbeing through a seamless blend of technology and human expertise. Sonder’s mobile platform provides 24/7, real-time support from a dedicated team of safety, medical, and mental health professionals - ensuring that our members receive immediate care when they need it most. In critical situations, we go beyond digital support, offering on-the-ground assistance to manage time-sensitive incidents.
By harnessing real-time insights, we enable organisations to take proactive steps toward a healthier, safer future, which leads directly to tangible bottom-line business outcomes.
An Exciting Time to Join Sonder!
Since our founding in 2017, Sonder has experienced rapid growth, expanding operations across Australia, New Zealand, and the UK. Backed by Australia’s leading venture capital firms, Seek and Blackbird, we are well-capitalised and on a mission to scale globally, partnering with corporations, educational institutions, and government agencies to transform workplace wellbeing at scale.
Our impact and scale:
1,000,000+ members across multiple countries
200+ team members, plus an extensive network of on-the-ground responders
If you’re passionate about using technology and human expertise to drive meaningful change, join us in shaping the future of workplace wellbeing!
The Head of Revenue Operations defines the revenue operations strategy and builds out the GTM systems and infrastructure that enable Sonder’s revenue organisation to grow efficiently. Reporting to the VP Commercial, this role is the operational backbone of the GTM function, driving GTM efficiency and productivity, and delivering the visibility that underpins executive decision-making.
In this role you will ensure Sales, Marketing and Customer Success are aligned and making decisions on a shared foundation of data, building out the operational infrastructure that enables these teams to execute effectively, and equipping them with the data and frameworks to make informed decisions. Day-to-day you will partner closely with the Executive and Senior Leadership teams, as well as Commercial, Operations and Product while leading an engaged and passionate team of three.
At Sonder, we believe AI is the most significant opportunity we've ever had to amplify our impact for the customers and members we serve. This philosophy extends to how we run our revenue operations, and this role will help shape how we use AI to accelerate revenue growth and elevate the impact of our revenue teams.
Revenue forecasting & pipeline visibility:
Own forecast accuracy and methodology across all revenue streams
Design multi-scenario forecasting models with leading indicators
Deliver weekly pipeline reviews and monthly exec business reviews
Look around corners and proactively address blockers with stakeholders
CRM strategy & tech stack optimization:
Define CRM strategy aligned to Sonder’s GTM motions and growth stage
Lead system implementations, integrations, and rationalisation
Establish and enforce data governance standards across revenue-related systems
Test and deploy new CRM capabilities to support product portfolio expansion
GTM process & productivity:
Design and automate workflows that accelerate deal velocity and reduce friction
Build renewal expansion processes that improve retention rates and cycle time
Identify structural bottlenecks in the revenue lifecycle and implement solutions
Strategic planning & insights:
Lead territory planning, capacity modeling, and quota-setting processes
Partner with Sales, Marketing, and CS leadership on GTM planning and resource allocation
Synthesise win/loss analysis and insights to inform GTM and commercial strategy
Define, track and report on revenue KPIs
Cross-functional alignment:
Support cross-functional alignment by maintaining line of sight and shared operating rhythm across Sales, Marketing, and CS
Drive pricing strategy execution and commercialization frameworks with Commercial team
Partner with Finance on revenue reporting, headcount planning, and unit economics
Collaborate with Commercial function to operationalise commercialisation frameworks across GTM systems and processes
Collaborate with Data/Engineering on systems architecture and integrations
Team leadership:
Lead a team of 3 ICs (Enablement Manager, CRM Specialist, RevOps Analyst)
Set clear priorities and delegate technical execution, maintaining strategic oversight
Develop team capabilities and create clear growth pathways
Foster a culture of operational excellence and continuous improvement
7-10 years in Revenue Operations, Sales Operations, or related commercial operations roles
3+ years leading RevOps teams as a player-coach, balancing strategic vision with hands-on execution
Proven experience through scale-up phase ($20M-$100M ARR growth stage preferred)
Track record of driving measurable improvements in forecast accuracy, deal velocity, or GTM efficiency
Experience implementing and optimizing CRM platforms (Hubspot preferred) and GTM tech stack
HealthTech or regulated industry experience highly valued
Strategic and pragmatic: comfortable moving between big-picture strategy and hands-on execution
Systems thinker: sees how data, processes, and people interconnect across the revenue engine
Influential communicator: builds consensus and drives change across functions without direct authority
Commercially minded: understands how operational levers impact financial outcomes
Coach and developer: grows team capabilities while maintaining accountability for outcomes
Resilient problem-solver: excels at navigating ambiguity and leads team through competing priorities
Action-oriented: bias toward progress over perfection; iterates based on impact
Cross-functional leader: Aligns teams across the business around shared revenue goals
What will make you successful?
Strategy and planning: Design and deliver a Revenue Operations strategy that achieves the company's objectives
Strategic systems design: Architect our revenue technology stack and data flows, building for scale and optimising the efficiency and effectiveness of our revenue teams as they accelerate growth
Executive storytelling: Distill complex revenue metrics into insightful narratives and recommendations for ELT and Board
Cross-functional leadership: Drive alignment across all functions on revenue operations initiatives without direct authority
Scalable framework creation: Design long-term frameworks territory models, planning structures, and operational cadences for future state
Data strategy ownership: Define source of truth, quality standards, and accessibility for all revenue data
Commercial acumen: Connect operational metrics to business outcomes and strategic priorities, partnering with other teams to develop company-wide data insights and optimise decision-making across the business from GTM to Product
People Leadership: Build, mentor and scale high-performing Revenue Operations team to sustain rapid growth, and foster a culture of operational excellence.
Why join Sonder?
You will work with a collaborative, vibrant and passionate team of experienced professionals, inside and outside of the Sales Team and as we continue to grow, there will be plenty of development opportunities.
Hybrid working environment + modern office facilities
Learning fund - annual contribution + 2 days of study leave to support your personal development
Paid parental leave with an attractive return to work policy (e.g. Return to work at 80% for the first 3 months at full pay!)
Participate in our Employee Share Option Plan (ESOP) for you to be a part of Sonder’s success
Induction and onboarding designed to make you succeed in your new role
Salary packaging and novated leasing
Wellbeing support to invest in your own wellbeing
Free coffee Tuesdays and catered lunch on Thursdays
Team social fund to connect with your team, plus company wide social events
Dog-friendly office
Volunteer leave - 2 days per year to participate in meaningful causes and contribute back to the community
Check out our life page for more info - https://www.linkedin.com/company/sondersafe/life/
Due to the nature of our industry, all Sonder employees are required to complete a National Police Check and WWCC
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Sonder is an Australian employee care platform providing 24/7 medical, mental health, safety, and wellbeing support for workforces. It serves employers across Australia, New Zealand, and the UK, combining technology with on-demand clinicians and responders to support staff health and safety.
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