Group Revenue Operations Lead (f/m/d)

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Communardo Group

Communardo Group is a fast‑growing technology and consulting firm specializing in Atlassian solutions for modern, enterprise‑grade teamwork. Following a rapid buy‑and‑build strategy, we continue to scale to become a leading European provider of Atlassian solutions and already operate across 3 regions (DACH, Nordics & BeNeLux) across 10+ countries.

We combine human values, strong partnerships, and technological excellence to deliver future‑proof, efficient ways of working as trusted advisors to our customers. As we grow internationally, we remain committed to a culture built on trust, transparency, collaboration, and equal opportunities for all colleagues. We believe that diverse perspectives and inclusive practices strengthen our teams and lead to better outcomes for our people and our customers.

Our Transformation

As we prepare our Atlassian Professional Services business for accelerated organic growth, we must strengthen the core functions that create predictability, scalability, and commercial discipline.

The Group is moving from a collection of regional businesses to a unified platform. We are implementing a Group Operating Model that supports our regions effectively, enabling faster integration of acquisitions, a unified go‑to‑market, predictable revenue mechanics, and data‑driven governance.

To achieve our sustainable organic growth ambition, we are building a scalable operating architecture and a standardized services portfolio fit for the Cloud and AI era — positioning Communardo as a leading European provider of Atlassian solutions.
 

The Role

• As the commercial engine’s linchpin, the Head of Revenue Operations translates the Group Operating Model into measurable, repeatable revenue outcomes. Reporting into the Group VP Commercials and working closely with Regional CEOs, Sales Teams, the VP Operations, Group CFO, Strategic Partner Alliance Manager, Group Marketing Lead, and Business Excellence, this role will own CRM discipline, pipeline governance, forecasting accuracy, quota allocation mechanics, and sales enablement. What success looks like - You will harmonize sales processes across regions, embed a single CRM and forecasting cadence, improve pipeline coverage and win rates, and scale partner‑sourced pipeline (with a strong focus on Atlassian ecosystem motions). Your work will materially increase forecast accuracy, accelerate deal velocity, and create the commercial predictability required to support rapid post‑acquisition integration and the Group’s growth targets.

Key Responsibilities

• Own Group CRM strategy and data quality: Define data standards, ownership, hygiene processes, and SLAs to ensure a single source of truth for pipeline and customer data.
• Lead forecasting and pipeline governance: Design and run the forecast cadence, stage definitions, quota logic, and pipeline reviews to improve forecast accuracy and transparency.
• Build and maintain revenue reporting and analytics: Deliver a unified revenue scorecard, dashboards, and KPI definitions that enable timely executive decisions.
• Enable sales productivity and tooling: Select, configure, and optimize CRM, CPQ, sales enablement, and automation tools; drive adoption and training.
• Coordinate partner and ecosystem motions: Support regional teams to operationalize co‑selling, incentive tracking, and partner‑sourced pipeline processes (with a focus on Atlassian ecosystem alignment).
• Define and enforce GTM processes: Standardize lead routing, qualification criteria, opportunity stages, and handoffs across Sales, Marketing, and Customer Success.
• Drive commercial change and continuous improvement: Lead organizational change across regions — shifting behaviors, aligning stakeholders, and embedding new ways of working. Own change control for GTM tooling and processes, run pilots, and scale best practices.
• Support M&A integration and scale: Provide playbooks and operational integration support to rapidly onboard acquired entities into the Group revenue engine.
• Manage cross‑functional programs: Lead initiatives spanning Marketing Ops, Sales Ops, Customer Success Ops, and IT to remove revenue leaks and improve conversion.
• Measure and optimize revenue efficiency: Track revenue per head, win rates, deal velocity, and recurring revenue metrics; recommend levers to improve margin and utilization.

Candidate Profile

• The ideal candidate is a senior revenue operations professional with 6–10+ years of hands‑on experience in CRM, forecasting, and GTM process design within services or SaaS businesses. They are comfortable working across multiple regions, influencing without authority, and communicating clearly in business English. A builder at heart - This role is for someone who is energized by creating structure where little exists today. You will architect the Group’s Revenue Operations function from scratch — designing processes, shaping governance, and establishing scalable operating mechanisms.

Core competencies and experience

• Builder mindset: Demonstrated ability to create new processes, structures, and operating models in environments where foundations are still emerging.
• Organizational change leadership: Proven experience driving adoption, shifting sales culture, aligning cross‑functional stakeholders, and leading change across matrixed organizations — far beyond tooling changes.
• Strong background in professional services revenue models and sales environments.
• Proven systems and analytics expertise: deep practical experience with enterprise CRMs (e.g., D365, Salesforce), BI tools (e.g., Tableau, Power BI), and SQL or comparable data skills.
• Commercial process architect: track record of designing and implementing GTM processes — lead routing, qualification, opportunity stages, quota logic, and forecast cadences — that materially improve forecast accuracy and pipeline health.
• Cross‑functional influencer and program leader: able to align Sales, Marketing, Customer Success, Finance, and IT; experienced in running cross‑regional programs and leading without direct authority.
• Business fluency in English and German and strong commercial acumen, with a focus on KPIs such as win rates, deal velocity, revenue per head, and recurring revenue metrics.
• Partner and ecosystem operational know‑how: experience operationalizing partner motions, co‑selling, and incentive tracking (ideally within the Atlassian or similar ecosystem).
• M&A and/or start‑up experience: involvement in onboarding acquired entities into a unified revenue engine — playbooks, data migration, process harmonization, and rapid enablement.
• Proven leadership experience of a small revenue ops team and/or strong influencing skills across matrixed virtual teams.

What to Expect

In this role, you will operate at the core of our international transformation, working closely with cross‑functional leaders and shaping how our commercial engine scales across regions. You can expect an environment built on trust, collaboration, and continuous learning — because we are smarter together.

Benefits include:

Competitive compensation and performance‑based bonus

Remote‑friendly and flexible working models

Dedicated learning & development opportunities

Modern tools, international collaboration, and a supportive team culture

Employee wellbeing initiatives and attractive company benefits

Option for a company car or mobility allowance