• Responsible for designing, scaling, and optimizing the company's end-to-end revenue engine across Sales, Customer Success, Partnerships, and Finance. • Serves as a strategic business partner to the CRO, CFO, and Sales Leadership team, ensuring predictable revenue growth. • Owns forecasting, planning, territory design, compensation administration, pipeline management, GTM systems, and executive reporting. • Builds the infrastructure required to scale a high-growth SaaS business. • Partners with CRO, CEO, and CFO to develop annual revenue plans and operating models. • Develops KPIs aligned to company growth objectives. • Analyzes pipeline health, conversion rates, sales cycle trends, and win/loss performance. • Optimizes lead-to-opportunity, quote-to-cash, and renewal processes. • Leads annual compensation plan design and administration.

• Own the growth and profitability of our hotels OTA. • Run a continuous pricing experimentation program: form hypotheses, design A/B tests, read results rigorously, and decide what to scale, hold or kill. • Manage suppliers and supply channels, balancing the supplier mix to maximise rate competitiveness, availability and price leadership. • Design and run promotion strategies for both direct users and distribution partners — promo mechanics, targeting, budget and timing. • Define KPIs and success criteria, build the data models, dashboards and ad-hoc analysis needed to understand profitability and pricing.

• Own HubSpot end-to-end: implement custom objects, optimize data models, streamline workflows, refine routing logic, centralize access and change requests, consolidate pipelines, consolidate company-level data, and optimize dashboards. • Own adoption, configuration, and data quality across the GTM tool stack (Gong, ZoomInfo, PandaDoc, Granola AI, Chili Piper, Clay, Accord, Salesforce, FrontSpin, Aircall, Zapier, Artisan, LinkedIn Sales Navigator), and regularly review the stack to keep it lean. • Own all GTM reporting and ad hoc data requests. • Own commission tracking, calculations, and data accuracy end-to-end. • Build a system that pushes intent and signal data into HubSpot, automatically creating tasks and leads. • Build a scoring model to identify target accounts, apply tagging and associations, and create a HubSpot pipeline to track progress. • Bring product usage data into HubSpot and build a scoring model to prioritize accounts for cross-sell/upsell growth. • Set up and maintain SLAs, improve stage-conversion tracking, improve the forecasting process, and own lead routing rules.

Job Description About us HiBob helps modern, mid-size businesses transform the way they manage people, giving HR and managers all they need to connect, engage, develop, and retain top talent. Since 2015, we've achieved consecutive triple-digit year-over-year growth, all backed by our amazing team of Bobbers from across the globe, making us the choice HRIS of over 5,000 midsize and multinational companies. Our HR platform is intuitive, data-driven, and built for the way people work today: globally, remotely, and collaboratively. Fast-growing companies across the globe such as Monzo, Happy Socks, Fiverr, and VaynerMedia rely upon Bob to help them create the best work experiences for their people. Come and be you with us Being a Bobber is all about being you. We want you to bring all parts of yourself to work, giving you the freedom and confidence to be the best you and do your best work. If that's bubbly, shy, precise, funny, bold, kind, honest, brilliant, or anything in between, we're waiting with open arms. Come join us. The Role We are looking for a strategic and hands-on VP of RevOps & Sales Enablement to build, scale, and optimize our global revenue engine. This role is a pivotal executive role at the center of HiBob's global GTM organization, responsible for architecting and scaling a high-performance, data-driven revenue engine. Reporting to the Chief Business Officer, this leader drives strategic alignment, operational excellence, and enablement across Sales, Marketing, Customer Success and Finance to support predictable, efficient growth at scale. The VP will modernize and integrate systems, leveraging AI and analytics to drive productivity, improve conversion rates, and enhance decision-making. Success in this role requires building and leading a world-class Sales Operations & Enablement function, fostering a culture of continuous improvement and measurable impact. The ideal candidate brings deep experience in scaling B2B SaaS revenue organizations, with a strong track record in forecasting accuracy, process optimization, and enabling high-performing global sales teams. This role is critical in ensuring HiBob's continued rapid growth by delivering a scalable, efficient, and insight-driven revenue engine. Base salaries for this role range from $220,000 - $290,000 per year Job Requirements The ideal candidate for this position should have: - 10+ years of experience in Sales Operations / RevOps , with at least 5+ in leadership roles - Proven experience in a high-growth B2B SaaS company (mid-market / enterprise focus preferred) - Strong track record of building scalable GTM processes and infrastructure - Deep expertise in forecasting, pipeline management, and sales analytics - Experience leading Sales Enablement as a strategic function (not just training) - Hands-on experience with CRM systems (Salesforce preferred) and modern GTM tech stacks - Strong understanding of sales methodologies and enablement frameworks - Analytical mindset with the ability to turn data into actionable insights - Excellent stakeholder management and communication skills - Experience working in global, multi-region environments *We embrace hybrid working, while valuing in-person collaboration - therefore, this role requires attendance in the New York office at least twice per week.* Nice to Have: - Experience in HR Tech / SaaS scale-ups - Familiarity with AI tools in sales productivity and forecasting - Background in consulting, finance, or analytics - Experience supporting PLG + Sales-led hybrid model s Job Responsibilities Revenue Strategy & Planning - Own global sales planning processes : annual planning, territory design, quota setting , and capacity modeling - Partner with CRO and Finance on forecasting, pipeline health, and revenue predictability - Drive data-driven decision making across the GTM organization - Identify growth opportunities and operational inefficiencies Sales Operations Excellence - Build and scale a best-in-class Sales Ops function (processes, governance, KPIs) - Own and optimize the end-to-end sales funnel (lead → close) - Drive CRM (Salesforce or equivalent) excellence: data quality, workflows, reporting - Standardize and improve deal management, pipeline hygiene, and forecasting accuracy Sales Enablement (Core Pillar) - Define and execute a global enablement strategy across segments and regions - Own onboarding, continuous training, and leadership development for Sales - Ensure teams are equipped with playbooks, messaging, and tools to win - Partner with Product Marketing on value selling and positioning - Drive adoption of sales methodologies (e.g., MEDDICC, Challenger, etc.) Tools, Systems & AI - Own the GTM tech stack (CRM, sales engagement, analytics, enablement platforms) - Evaluate and implement tools that improve productivity and conversion - Lead adoption of AI-driven sales tools (forecasting, call analysis, automation) - Ensure seamless integration across Marketing, Sales, and CS systems Performance & Insights - Define and track core GTM metrics (conversion rates, sales cycle, ACV, CAC, etc.) - Deliver actionable insights to leadership on performance trends - Build dashboards and reporting frameworks for all GTM levels - Drive accountability through clear KPIs and operating cadences Cross-Functional Leadership - Act as a key partner to Sales, Marketing, Customer Success, and Finance - Align on pipeline generation, handoffs, and customer lifecycle optimization - Support strategic initiatives such as new market entry, segmentation, and pricing changes Team Leadership - Build, lead, and develop a high-performing Sales Ops & Enablement team - Foster a culture of ownership, continuous improvement, and business impact - Scale the function in line with company growth What we offer in return Join the fastest growing HR start-up in New-York. You'll be working in a fast-paced, high-growth SaaS environment with some of the coolest brands. We have exceptional executive leadership that is going to take us all the way to being the people management platform of choice for any mid-size, multi-national, modern company, plus an amazing team of people who are all passionate about our product and make a better working world. We're in a recently renovated office in Chelsea, fully supplied with coffee, snacks and breakout space. We offer a competitive salary and stock options. You'll work very closely with our executive leadership team and many other departments in the company . As an HR company, HiBob seeks to create a best-in-class employee experience for all Bobbers. We take immense pride in the diversity of our team and in creating an environment that is fair and equitable for all. Ensuring pay equity across race, gender, and all other forms of diversity is pivotal to this mission. When determining salary ranges for our roles, we look at external market data and the salaries of Bobbers holding the same or similar roles. Our pay bands are wide because great candidates come to us with a broad range of experience and skill sets. When making individual pay rate decisions, we take into account the candidates' depth of experience, their qualifications relative to incumbent employees, and their location-among other factors. #LI-Hybrid Benefits At HiBob, our people are at the heart of everything we do. We're building a global village of ambitious, thoughtful, and talented Bobbers who want to do the best work of their careers. With a vibrant NYC office and remote teammates across the country, we've created an environment where people can be themselves, grow quickly, and make a real impact. Joining HiBob means working alongside exceptional people while being supported with competitive compensation, comprehensive benefits, and pre-IPO equity , including the perks below. Ownership & Financial - Equity in a global, high-growth HR tech SaaS leader - 401(k) with a 3% company match starting Day 1 - $2,500 employee referral bonus Health & Wellbeing - Medical, dental, and vision coverage from day one - $1,920 annual wellness stipend to support your physical and mental wellbeing - Annual Headspace membership and expanded wellness benefits Workplace Flexibility - Hybrid working model for Bobbers in the NY metro area - Temporary work from anywhere for up to 2 months per year (after 6 months) Work-Life Balance - Generous paid time off and company holidays to rest, recharge, and enjoy - Bob Balance Days - 4 additional days within a calendar year - Enjoy a company-wide long weekend at the beginning of each quarter - Your birthday off - plus a special gift from us Work From Home - Home office allowance to set up your ideal workspace Community & Culture - Two paid Social Impact days each year to give back to causes you care about - Frequent team and company social events , both in-person and virtual - Dog friendly office If this sounds like something you've been looking for, we'd love to have you. Come on, join our village!