Head of Revenue Operations & Strategy

Head of Revenue Operations & Strategy — Rokt (New York, NY)

Salary: $245K–$290K base, total comp $355K–$500K including equity

Type: Full-time, On-site (4 days/week in office)

About Rokt

Rokt is a hyper-growth ecommerce leader, powering billions of transactions globally with AI-driven platforms to deliver relevant ecommerce experiences. They help businesses unlock significant incremental revenue through innovative revenue strategies.

Role Overview

Reporting to the Chief Revenue Officer, you will architect the revenue strategy and insights function. You will build and lead a Revenue Operations team focused on forecasting, analytics, commercial governance, and data-driven decision-making, with a mindset rooted in AI-first innovation and “Builder-DNA.”

Key Responsibilities

• Revenue forecasting & scenario modeling: Create a single “source of truth” combining pipeline, actuals, and sensitivity models across products, regions, and demand/supply metrics.
• Performance & compensation analytics: Design and improve commission structures, territory models, dashboards, and conduct cost of sale (COS) analysis.
• Deal evaluation & governance: Lead an independent deal desk to set guardrails on pricing and commercial levers to protect margins and maximize ROI.
• Revenue insights & storytelling: Translate pipeline velocity, win rates, pricing, and customer health data into actionable narratives that inform GTM strategy and capital allocation.
• Process intelligence & improvement: Identify friction points in lead-to-cash and renew-to-expand workflows, quantify impact, and prioritize improvements.
• Pipeline health oversight: Track and analyze client segmentation, targeting, and conversion metrics to identify growth opportunities.

Success Metrics (First 12 Months)

• Pipeline health and deal conversion improvements
• Forecast accuracy ≥ 95% on a 3-month rolling basis
• Pipeline data completeness and hygiene score ≥ 90%
• Quota attainment ≥ 110% for 80% of reps
• Significant reduction in deal cycle time and commercial exceptions
• Increased Revenue Operations team engagement

Candidate Profile

• 10+ years in Revenue/Sales Operations, including leadership of multi-level teams in high-growth B2B or marketplace environments
• Strong experience with HubSpot or similar CRM platforms
• Deep analytical skills to distill complex data into predictive models and executive insights
• Proven strategic influence to communicate and influence C-suite decisions across Sales, Client Success, Product, and Finance
• People leadership skills with ability to coach and build strong teams fostering experimentation and autonomy

Benefits & Culture

• Equity for every employee
• Catered lunch daily, healthy snacks, gym membership
• 4% dollar-for-dollar 401(k) match and fully funded premium health insurance
• Dog-friendly office environment
• Extra leave options including sabbaticals
• Work with top talent and global offices in NY, Seattle, Sydney, Tokyo, and London
• Inclusive, diverse culture emphasizing transparency, humility, and innovation
• Hybrid work with 4 days/week in-office