Head of Revenue Operations

About Sona Frontline work keeps the world running. Restaurants, hospitals, schools, nurseries, airlines, stores, emergency services. Together they employ 80% of the global workforce, over 3 billion people, and they're among the hardest businesses anywhere to run. By-the-minute scheduling, HR and payroll make them far more operationally complex than the average office, yet just 1% of venture funding has ever gone to software built for them. Rising costs, wage increases, labour shortages and tighter regulation have made fixing that urgent. Sona is the AI-native workforce management platform for frontline organisations, with agents that match staffing to real demand and take the admin load off managers. That's a $500bn+ market the software industry has mostly walked past. We've raised over $100M from N47, Felicis, Gradient and Northzone, signed more than 100 enterprise customers across the UK and US, and opened offices in London, New York, San Francisco, Austin and Lisbon. More on working at Sona here.

About the Role We're hiring a Head of Revenue Operations to build and run the revenue strategy at Sona. You'll be based in San Francisco and report to the VP Sales, owning the tools, processes and people behind how we plan, sell and grow. In practice, that covers territory design, compensation plans, the operating rhythm that keeps our commercial teams in step, and even how we price the product. You'll also own the data strategy behind every lever that moves revenue, so leadership can see what's working and decide where to invest next. We're a fast-growing AI company, so we expect you to use AI in how you run the function as well as in what you advise. The systems and playbook are yours to design, and you'll build a team around them as the business scales. This is a builder role. If you'd prefer an established function with its processes already defined, it probably isn't the right fit. If you want to build a generational company alongside ambitious, high-calibre people, you'll have the scope to do it.

Responsibilities

• Build and own the revenue strategy and operating plan, working with executive and commercial leadership

• Design territories and coverage models across the sales organization

• Design and run compensation plans that reward the behaviors we want to scale

• Set the operating rhythm for planning, forecasting and pipeline review across commercial teams

• Lead pricing strategy for the product, working with Product and commercial leadership

• Own the data strategy for revenue, including metrics, reporting, forecasting and dashboards

• Own the revenue tech stack and use AI and automation to make the function faster and sharper

• Hire, lead and develop the RevOps team as the company grows

Requirements

• You've built a revenue operations or similar function in a fast-growing company, ideally from scratch

• You come from finance, consulting, tech or sales, with a strong analytical and commercial foundation

• You're fluent in AI and understand how it's changing go-to-market work

• You're comfortable owning strategy and operational detail, from a pricing decision to a CRM fix

• You've led people or are ready to build and grow a team

• You want to build something lasting and enjoy working with ambitious people

Benefits

• Salary: $220,000 - $250,000 base plus 20% bonus

• Hybrid: San Francisco, 3 days a week in the office

• Share options

• 20 days PTO + sick days

• 401k contributions, employer match up to 2%

• Comprehensive health cover via Aetna

• Enhanced parental leave & pay

• Annual all expenses paid team retreats

• The latest Macbook and equipment budget for your home office

• Professional development budget

• Unlimited free books

Note: this represents a typical benefits package for a US-based, full-time employee. Exact details may vary based on location and employment type but we try to be as fair as possible to all of our team members. Please ask your contact in the Talent team to clarify the available benefits for you.