Director of Revenue Operations

Pinewood.AI is looking for a Director of Revenue Operations to build the systems, processes, data and operating rhythm that will support the next stage of our global commercial growth, serving automotive retailers and OEMs across international markets. Working closely with the Chief Revenue Officer and senior leadership team, you’ll bring greater structure, visibility and consistency to how we plan territories, manage pipeline, forecast revenue, use CRM and execute our go-to-market strategy across international markets. This is a highly analytical and hands-on role. You’ll turn complex commercial data into clear insight, improve forecasting accuracy, automate manual processes, optimise sales productivity and help establish a scalable, high-performance commercial operating model. You’ll work across Sales, Marketing, Finance, Product and regional leadership teams, ensuring our revenue organisation has the right data, processes and tools to make better decisions and focus on the highest-value opportunities. This role would suit someone who combines strong commercial judgement with deep analytical capability and operational discipline. You’ll be equally comfortable presenting to senior leadership, challenging assumptions and getting into the detail of CRM, pipeline and performance data. Key Responsibilities Revenue Strategy \& Planning * + Partner with the CRO to develop and execute the global revenue operating strategy. + Build scalable operating models to support international growth. + Lead annual planning across territories, quotas, capacity and organisational design. + Develop commercial KPIs aligned to company objectives. Sales Operations * + Lead territory design and account segmentation. + Manage quota allocation and sales capacity planning. + Design and administer sales compensation plans. + Design and continually improve sales processes. + Manage pipeline governance and opportunity management. + Improve sales productivity through automation and AI. + Improve sales-cycle efficiency and conversion rates. Forecasting \& Revenue Intelligence * + Own the global forecasting methodology. + Deliver accurate weekly, monthly and quarterly forecasts. + Develop predictive forecasting models. + Create executive dashboards for Board and leadership reporting. + Identify revenue risks and opportunities early. + Analyse pipeline health, conversion and velocity. CRM \& Commercial Systems * + Lead CRM strategy, governance and adoption. + Ensure high-quality customer and pipeline data. + Identify opportunities to automate workflows. + Evaluate and implement AI-enabled commercial tools. + Partner with IT and Product on integrations. Analytics \& Business Insights * + Build commercial analytics across pipeline, win/loss and sales productivity. + Analyse marketing attribution, customer acquisition cost and lifetime value. + Track churn, expansion, ARR and revenue performance. + Create executive KPI dashboards. + Turn insight into clear actions that improve commercial performance. AI \& Process Automation * + Identify manual activities suitable for automation. + Deploy AI to improve sales productivity. + Automate reporting and insight generation. + Introduce AI-assisted forecasting. + Improve customer engagement workflows. + Drive operational efficiency across Sales, Marketing and Customer Success. Cross-functional Leadership * + Partner closely with Product, Finance, Marketing and Regional Managing Directors. + Align teams around commercial priorities and revenue performance. + Support sales enablement, methodology and consistent ways of working. Requirements* 8+ years’ experience in Revenue Operations, Sales Operations or a similar commercial operations leadership role. * Experience working within a high-growth SaaS, enterprise software or technology business. * Strong understanding of sales forecasting, pipeline management, territory planning and account segmentation. * Proven experience using data to shape territories, targets, resource allocation and commercial priorities. * Strong CRM expertise, ideally with Microsoft Dynamics, Salesforce or a comparable enterprise platform. * Strong forecasting, commercial analytics and performance reporting capability. * Experience designing sales compensation plans. * Strong SQL, BI or analytics skills, with confidence working across complex commercial datasets. * Experience analysing pipeline quality, conversion, sales velocity and revenue performance. * Experience implementing automation or AI within commercial operations. * Good understanding of modern B2B sales methodologies and structured sales processes. * Experience building sales playbooks, enablement processes or onboarding frameworks. * Experience operating across multiple international regions. * Excellent communication and stakeholder management skills, with the ability to influence senior leaders. * Strong commercial judgement and the ability to translate complex analysis into clear, practical recommendations. * Highly analytical, proactive and comfortable operating in an environment where processes are still evolving. What Success Looks Like Success in this role will mean creating a Revenue Operations function that gives the business greater visibility, consistency and confidence in how revenue is managed globally. You’ll establish a clear global operating model, improve forecast accuracy and pipeline quality, strengthen CRM adoption and data quality, and give leadership better access to meaningful commercial insight. You’ll also reduce manual effort through automation, introduce practical AI-enabled improvements and create more consistent processes across territories and regions. Ultimately, you’ll help Sales and Account Management teams become more productive, improve the quality of commercial decision-making and build a Revenue Operations capability that can scale with Pinewood.AI’s international growth. Why Join us? This is a unique opportunity to shape Revenue Operations at Pinewood.AI as we continue to scale across the UK, US and international markets. You’ll have the chance to build structure where the business is growing quickly, introducing the data, processes and operating discipline that help Sales and Account Management teams perform at their best. Rather than simply maintaining an established function, you’ll help define how territories are built, how revenue is forecast, how opportunities are managed, how sales methodology is embedded and how commercial performance is measured globally. You’ll work closely with senior leadership and have direct influence over how Pinewood.AI scales its revenue organisation, making this a high-impact role with significant scope to shape future ways of working. Benefits * Competitive base salary * Performance-related bonus based on agreed objectives * Share scheme * Hybrid working * 25 days holiday plus all UK bank holidays * 4x life assurance * Enhanced family-friendly leave, including 5 months’ full pay for maternity or adoption, plus 2 weeks’ fully paid paternity/adoption leave and an extra 2 weeks to use as paid annual leave within 24 months of birth or adoption * Employee Assistance Programme (EAP), providing free, confidential 24/7 support for you and your immediate family, including counselling, legal and financial advice, and wellbeing resources * Ongoing training and professional development * Cycle to Work scheme, helping you save up to 40% on bikes and accessories through salary sacrifice * Eyecare vouchers, including a free eye test and contribution towards prescription glasses * Regular social events * Employee recognition and awards Exclusive Gym membership scheme * About Us Our story began more than 20 years ago, but right from the start, it has been rooted in the specific needs of the automotive industry. As automotive professionals as well as technologists, we wanted to build practical technology solutions designed around how automotive businesses work, recognising what makes them different. Pinewood.AI is an Automotive Intelligence Platform that enables automotive retail customers and OEMs to drive growth and profitability throughout every aspect of their business. Our cloud-based, secure, end-to-end ecosystem helps customers unlock the value of their data, streamline operations, improve decision-making and deliver better customer experiences. Our vision is to be the full-service technology partner that helps automotive retailers and OEMs run more efficiently and increase revenue by making better commercial and business decisions more easily.