Head of Revenue Operations

About TiugoTiugo is the company behind CKEditor, TinyMCE, Uploadcare and ButterCMS, developer tools that power rich content creation inside thousands of applications and across the Fortune 1000. About Tiugo Tiugo is the company behind CKEditor, TinyMCE, Uploadcare and ButterCMS, developer tools that power rich content creation inside thousands of applications and across the Fortune 1000. Formed in 2021 and backed by PSG, we have grown through acquisition into a ~$60M ARR business with strong gross and net retention and Rule of 60 performance. We run two motions at once: a developer-led, product-led motion at high volume, and sales-led motion with a growing enterprise model built around our AI content platform. Our next chapter depends on running both well, across multiple brands, with one set of numbers everybody trusts. Why this role exists now Over the next eighteen months we are layering an enterprise, AI-led motion on top of an inbound Sales Assist motion and a product-led engine, across four brands with four histories and four stacks. That demands a revenue operations function that designs the engine rather than maintains it. One that owns how a customer moves from first touch through renewal, how we measure it, how we equip the field to run it, and how we automate the parts that should not need a human. The clearest example is renewals: moving the long tail to a tech-touch motion where people manage by exception, designed hand in hand with our Customer Success leaders. We are deliberately not backfilling the role as it existed. This is a bigger job, and we are hiring for the version of it we need in FY27. In place today: a RevOps team; standardized stage and data definitions across instances; a weekly forecast cadence; a self-service channel; a central data warehouse. What you'll build: field enablement, a deal desk, GTM engineering, a scaled tech-touch renewal motion, and real business analysis. What you will own The revenue engine's architecture. In close collaboration with the CRO and Sales & CS leaders, design the end-to-end customer journey across self-service and sales-assisted motions: segmentation, coverage, routing, lifecycle stages, and the handoffs between marketing, sales, customer success and partners. Sales, customer success and partner operations. A single operations function serving the whole revenue motion. One funnel, one definition set, one system of record. This covers every Tiugo brand, and you decide where standardization pays off and where a lighter touch is right. Marketing operations sits today within Growth Marketing and works closely with this role on the shared funnel. As the function matures, bringing the two closer together is a path we'll consider. Planning and performance cadence. Territory and coverage design, quota setting, capacity and productivity modeling, and the forecast process and its discipline. You design the incentive plans; Finance administers and pays them. Deal desk. A function that works inside the deal cycle alongside our sellers, helping shape deal structure and pricing approach on enterprise and AI deals, and moving those deals through legal, finance and security review without losing momentum. It also brings together the sales support work that keeps deals moving, such as quoting. Finance and Legal keep their approval authority; this role owns the path to it. You will define how the function operates as part of building it. Field enablement. Onboarding and ramp, sales methodology, and product and AI fluency across the field. This is a build rather than a maintain, and you will hire the leader for it. GTM engineering and applied AI. In collaboration with a central AI team, own Revenue Organization automation across the revenue lifecycle and internal AI applications pointed at go-to-market work. Business analysis for the revenue engine. Not report production, but interpretation. Monitoring what the business is actually doing, diagnosing what changed and why, and turning