Description

By joining Sedgwick, you'll be part of something truly meaningful. It's what our 33,000 colleagues do every day for people around the world who are facing the unexpected. We invite you to grow your career with us, experience our caring culture, and enjoy work-life balance. Here, there's no limit to what you can achieve.

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Head of Revenue Operations
PRIMARY PURPOSE: The Head of Revenue Operations will build and lead the commercial engine of a global, multi-business-unit, tech-enabled risk solutions organization.

This executive will drive revenue predictability, analytical rigor, and operational discipline across multiple Business Units with distinct services, buyer dynamics, and go-to-market models. Leading a centralized Revenue Operations function, this role will ensure consistent standards, visibility, and governance across Sales, Marketing, and other cross-functional stakeholders.

This role will partner closely with executive leadership to translate growth strategy into measurable execution - ensuring revenue teams operate with clarity, accountability, and data-driven precision.

ESSENTIAL FUNCTIONS and RESPONSIBILITIES

Enterprise Revenue Strategy & Commercial Planning

• Acts as the enterprise owner of revenue operations strategy, partnering with the CGO, Sr Leadership and BU Presidents to shape and operationalize multi‑year growth and monetization strategies.
• Establishes and governs enterprise standards for GTM design, including customer segmentation, coverage models, territory architecture, quota methodology, incentive design, capacity planning, and investment prioritization.
• Oversees alignment of commercial planning with financial strategy, ensuring revenue plans are tightly integrated with budgets, margin targets, and long‑range plans.
• Provides executive sponsorship and final approval authority for sales incentive compensation frameworks, ensuring clarity, motivation, pay‑for‑performance rigor, and alignment with shareholder objectives.
• Sets the enterprise planning cadence and performance management rhythm, reinforcing accountability, transparency, and disciplined execution across all Business Units.

Analytics, Forecasting, & Executive Reporting

• Owns enterprise revenue intelligence, establishing a single, authoritative view of pipeline, forecast, and performance across all Business Units.
• Leads the design and evolution of advanced forecasting methodologies, scenario modeling, and predictive analytics.
• Monitors and interprets enterprise‑level trends in pipeline health, sales productivity, conversion rates, deal economics, and customer expansion.
• Delivers clear, decision‑ready insights to the CGO, ELT, and Board of Directors, including risks, opportunities, and forward‑looking growth scenarios.
• Elevates analytical maturity across the organization, embedding data‑driven decision‑making at every level of the commercial organization.

Commercial Excellence & Enablement

• Owns the end‑to‑end commercial lifecycle, from demand creation through deal execution, renewal, and expansion.
• Establishes enterprise pricing and deal governance frameworks, balancing growth, margin, and risk considerations.
• Drives excellence in pipeline management, forecast discipline, and data integrity across all revenue‑generating teams.
• Oversees enterprise enablement strategy, ensuring sales teams are equipped with the capabilities, tools, and knowledge required to sell complex, technology‑enabled solutions.
• Champions continuous improvement in selling effectiveness, solution fluency, and commercial execution rigor.

Revenue Systems, Technology & Automation

• Sets enterprise vision and governance for the global revenue technology ecosystem, including CRM, analytics, automation, and AI‑enabled tools.
• Ensures the integrity of enterprise data architecture, serving as executive steward of the "single source of truth" for revenue.
• Partners with IT and Digital leadership to prioritize investments that improve scalability, insight generation, efficiency, and forecasting precision.
• Leads adoption of automation and AI capabilities that materially enhance commercial performance and executive visibility.

Cross-Functional & Multi-BU Alignment

• Leads a centralized, global Revenue Operations organization serving multiple Business Units with varying GTM models.
• Clarifies enterprise decision rights, escalation paths, and accountability across Sales, Marketing, Finance, Legal, and IT.
• Acts as a change leader, driving adoption of standardized processes, tools, and operating models across geographies and businesses.
• Balances enterprise consistency with BU flexibility, ensuring standards enable-not constrain-growth.

Organizational Leadership

• Builds, scales, and leads a world‑class Revenue Operations organization encompassing:
  • Sales Operations
  • Revenue Analytics & Performance Management
  • Revenue Systems & Technology
  • Deal & Pricing Governance
  • Commercial Enablement
• Defines and evolves the enterprise operating model for how Revenue Operations partners with Business Units.
• Develops senior leadership talent and succession pipelines within Revenue Operations.
• Fosters a culture of accountability, analytical excellence, and continuous improvement.

ADDITIONAL FUNCTIONS and RESPONSIBILITIES

• Performs other duties as assigned.
• Travels as required.

SUPERVISORY RESPONSIBILITIES

• Provides support, guidance, leadership and motivation to promote maximum performance.
• Administers company personnel policies in all areas and follows company staffing standards and training recommendations.
• Interviews, hires and establishes colleague performance development plans; conducts colleague performance discussions.

QUALIFICATIONS

Education & Licensing
Bachelor's degree from an accredited college or university required; MBA or advance degree preferred. Licenses as needed.

Experience

Fifteen (15) years of progressive experience in Revenue Operations, Sales Operations, or Business Operations.

Skills & Knowledge

• Proven ability to architect and govern enterprise commercial strategy
• Deep expertise in CRM, revenue platforms, and GTM technology ecosystems
• Advanced analytical, financial modeling, and forecasting capabilities
• Board‑level communication and executive presence
• Experience leveraging automation and AI to materially improve revenue performance
• Exceptional stakeholder management and change leadership capabilities

WORK ENVIRONMENT

When applicable and appropriate, consideration will be given to reasonable accommodations.

Mental: Clear and conceptual thinking ability; excellent judgment, troubleshooting, problem solving, analysis, and discretion; ability to handle work-related stress; ability to handle multiple priorities simultaneously; and ability to meet deadlines

Physical: Computer keyboarding, travel as required

Auditory/Visual: Hearing, vision and talking

The statements contained in this document are intended to describe the general nature and level of work being performed by a colleague assigned to this description. They are not intended to constitute a comprehensive list of functions, duties, or local variances. Management retains the discretion to add or to change the duties of the position at any time.

As required by law, Sedgwick provides a reasonable range of compensation for roles that may be hired in jurisdictions requiring pay transparency in job postings. Actual compensation is influenced by a wide range of factors including but not limited to skill set, level of experience, and cost of specific location. For the jurisdiction noted in this job posting only, the range of starting pay for this role is ($226,359.00 - 350,000 USD Annual). This role has an associated bonus and is equity eligible. A comprehensive benefits package is offered including but not limited to, medical, dental, vision, 401k and matching, PTO, disability and life insurance, employee assistance, flexible spending or health savings account, and other additional voluntary benefits.

Qualified applicants with arrest or conviction records will be considered for employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers, the City of Los Angeles' Fair Chance Initiative for Hiring Ordinance, the San Diego Fair Chance Ordinance, the San Francisco Fair Chance Ordinance, the California Fair Chance Act, and all other applicable laws.

Sedgwick is an Equal Opportunity Employer and a Drug-Free Workplace.

If you're excited about this role but your experience doesn't align perfectly with every qualification in the job description, consider applying for it anyway! Sedgwick is building a diverse, equitable, and inclusive workplace and recognizes that each person possesses a unique combination of skills, knowledge, and experience. You may be just the right candidate for this or other roles.