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VP of Revenue Operations


VP of Revenue Operations

Job Category

Sales & Business Development


THG Ingenuity



Job Type


THG is a fast-moving, global technology business that specialises in taking brands direct to consumers. Our world-class proprietary tech and infrastructure powers our extensive portfolio of beauty, nutrition and lifestyle brands and is now helping drive exponential growth of our clients’ brands globally.  

We’re powered by a global team of over 7,000 ambitious people around the world. Our culture is fast-paced and entrepreneurial, it’s this DNA that has supported our incredible growth.

We’re always looking for individuals that can bring fresh and innovative thinking to THG, and play a part in driving the group forward on its exciting journey. So, if you’re ready to take the next big step in your career, challenge yourself every day and evolve with the world around you, THG is ready for you. 

About Ingenuity:

THG Ingenuity is a fully integrated digital commerce ecosystem, designed to power brands without limits. End-to-end, global, and scalable, our proprietary tech platform represents a single, unified solution, overcoming challenges and taking brands direct-to-consumer. Our client portfolio includes globally recognised brands such as Coca-Cola, Nestle, Elemis, Homebase, and Proctor & Gamble. Technology is the driving force behind THG built to empower both brands and customers alike, the Ingenuity ecosystem takes all the pieces needed for successful e-commerce propositions, and places them under one roof. Encompassing everything from hosting and data science to warehousing and fulfilment, we simplify the minefield of digital commerce, and enable brands to form direct and meaningful relationships with their consumers.

As VP of Revenue Operations you will be responsible for building scale, maximising performance and efficiency of the CRO function:

Performance (Deliver for today):

  • Accountable for forecasting accuracy and pipeline management
  • Ownership of Sales MI, KPI tracking (including attainment to target), and reporting rhythm
  • Responsible for sales efficiency from SQL through to contract
  • Actively manage with Programme the conversion of contract to revenue recognition
  • Evaluate seller performance, highlighting key talent and underperformance (and proactive management).
  • Coordinate and manage the price book (with finance) to deploy, feedback and govern the price book

Build capacity (Build for tomorrow):

  • Support the CRO with the capacity planning process including productivity modelling, territory planning, headcount setting and allocation, and role definitions.
  • Building the global sales structure and team so that it is fit for purpose and able to deliver our expansion strategy, leading on recruitment, induction, onboarding, training and development

Enablement & Governance (Invest in people):

  • Establish consistent process & governance as part of enabling the global unit – look for process improvement all parts of the sales process, consider risks and opportunities, recommend, and lead changes.
  • Lead a global sales training function and alongside L&D, maximise impact and productivity of new hires from day one and ongoing development of sales people.
  • Develop sales collateral with lead generation function to support the sales verticals & geos.
  • Evaluation and adoption of new reporting tools
  • Support SVP’s, CRO and CMO in driving key revenue generating and pipeline build programs
  • Ownership of the commission scheme management and quarterly payments

To be successful in this role:

  • Strong leadership, analytical and organisational skills
  • Competent in Zoho, Zoho Analytics, Cognism, Salesloft and ability to use data to support decision making
  • Manage multiple projects simultaneously
  • Drive cross-functional collaboration across leadership teams
  • Demonstrate a solid understanding of the full sales cycle
  • Ensure total visibility of the key metrics in weekly meetings to empower sales leaders to drive their own team success and accountability
  • Utilise sales forecasting and pipeline management methodologies


  • % of sales attainment to target per quarter
  • Productivity of sales headcount
  • Conversion rate from lead to deal closure
  • Funnel KPIs, conversion/SQL to SQO
  • Pipeline Health (build and sales cycle)
  • Employee retention %
  • Employee NPS

Direct reports:

  • Head of Revenue Operations
  • Sales Trainer
  • Sales Enablement Manager


  • Competitive salary
  • Bonus scheme
  • Healthcare package including onsite/remote Dr and Physio & 24/7 Wellbeing support.
  • THG Group Discounts
  • Enhanced maternity and paternity leave
  • Tech salary sacrifice scheme
  • Bike to work scheme
  • Leadership and Development training throughout your career.

Because of the high volumes of applications our opportunities attract, it sometimes takes us time to review and consider them all. We endeavour to respond to every application we receive within 14 days. If you haven't heard from us within that time frame or should you have any specific questions about this or other applications for positions at THG please contact one of our Talent team to discuss further. 

THG is committed to creating a diverse & inclusive environment and hence welcomes applications from all sections of the community. 

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