Director, GTM & Revenue Operations

Overview

As Director, GTM & Revenue Operations you design and run the operating model for Carwow Group’s commercial teams across Sell My Car and Get Your Car. You own the go-to-market process, enablement, tools, analytics, and program management to drive productivity and forecast accuracy. You will unify and scale the operating model across products, leading a growing team and partnering with finance, data, and tech. This is a builder role focused on measurable impact, AI-enabled automation, and cross-functional execution in a fast-growing marketplace.

Pay / Benefits

• Hybrid working
• Competitive salary
• Matched pension contributions
• Share options
• Vitality Private Healthcare
• Learning and development budget

Responsibilities

• Own the commercial operating model and the five-area function: GTM Operations, Sales Enablement, Tooling & Platform, Rev-Ops Analytics, and Program Management
• Define go-to-market playbook, pipeline, and compensation/territory structures aligned with business outcomes
• Lead capacity and headcount planning in partnership with Workforce Management
• Oversee onboarding, ramp-to-productivity, QA/calibration, and ongoing L&D to ensure rapid productivity and quality
• Specify requirements for commercial systems and tooling (Salesforce as system of record, Groove, AI-assisted workflows, dashboards) and coordinate with the tech org
• Produce forward-looking revenue forecasts and operational reporting aligned to Finance and central analytics
• Run the commercial PMO from discovery to governance to ensure on-time delivery of cross-functional programs
• Shape and hire the function to operate Sell My Car and Get Your Car as a single, unified model with a consistent process across products
• Mature AI-first tooling and automation to reduce manual workflows and improve decision speed
• Inform the weekly operating cadence with leadership-ready pipeline and forecast views

Key requirements

• Track record leading revenue-operations or GTM-operations at scale in marketplace, growth, or B2B sales
• Breadth across GTM process, enablement, systems, and analytics
• Strong Salesforce fluency as system of record and ability to direct a platform team
• Experience in commercial process and incentive design (targets, compensation, territory, capacity)
• People leadership and proven ability to grow a multi-disciplinary team
• Analytical and data-fluent with forecast and pipeline modeling; ability to draw insights from numbers
• Comfort with AI tools, cross-functional PMO, and senior stakeholder influence
• Nice to have: Salesforce admin/architecture, CPQ, Groove/Outreach, SQL/data warehousing, marketplace experience
• Process-improvement or operational-excellence training beneficial

• credible with senior stakeholders
• self-directed
• intellectually honest
• Salesforce
• Groove
• Outreach

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