Revenue Operations Director (UK - Remote)

THE CARWOW GROUP Carwow Group is driven by a passion for getting people into cars. But not just any car, the right car. That’s why we are building the go-to destination for car-changing, whether you are looking to buy, sell or lease. Designed to reach drivers everywhere with our trail-blazing portfolio of personality rich automotive brands; Carwow, Auto Express, evo, Driving Electric and Car Buyer. What started as a simple reviews site, is now one of the largest online car-changing destinations in Europe. Last year alone we grew over 50% with nearly £3bn worth of cars bought on site, while £1.8bn of cars were listed for sale through our Sell My Car service. Over 10m customers have used Carwow to help them buy and sell cars since its inception. In 2024 we went big and acquired Autovia, doubling our audience overnight. Together we now have one of the biggest YouTube channels in the world with over 1.1 billion annual views, sell 1.2 million print copies of our magazines and have an annual web content reach over 350million. WHY JOIN US? We are winners of the prestigious Culture 100 award that recognises the most loved and happiest tech companies to work for! We have just raised $52m in funding led by global venture capital firm Bessemer Venture Partners (an early backer of LinkedIn and Shopify) to accelerate our growth plans! As pioneers, we’re always driving for new territory and positive change, so our work as a group is never done. Where others see difficulty, it’s our responsibility to see possibility – building new experiences, launching new titles and listening to drivers. Being a part of Carwow Group means championing drivers and the automotive industry, acting as a disrupter and never being afraid to fail (but learning fast when we do!). Our team of 600 employees across the UK, Germany, Spain and Portugal are revolutionising car-changing and we are fast expanding our mission across every single brand and country we operate in, so jump in! THE ROLE This is a director role running the operating engine behind our commercial teams. Carwow sells cars in two ways: Sell My Car, where drivers sell their car to dealers, and Get Your Car, where they buy or lease their next one. As Director, GTM & Revenue Operations you own the operating model those commercial teams run on: the go-to-market process, the enablement and quality that get people productive, the systems they work in (Salesforce and the wider commercial tech stack), the analytics that forecast the commercial number, and the programme management that lands cross-functional change. The function covers five areas: GTM Operations, Sales Enablement, Tooling & Platform, Rev-Ops Analytics and Program Management. You report to the VP, Marketplace Operations and sit close to both the numbers and the commercial teams you serve. You make the commercial motion work; the commercial teams own the selling and the relationships. This is a builder's role as much as a running one. You inherit a team of three (programme management, sales enablement and platform) and a clear mandate to grow the function to what the business needs. Shaping and hiring that team, and making the case for it, is central to the job. The commercial org has recently brought its Sell My Car and Get Your Car teams into a single account-management function serving one dealer network, so you'll run one operating model across both products (a unified Salesforce, aligned targets and comp, consistent enablement and quality) and get the last of that integration to steady state. The function has already moved real numbers here, reworking the sales process, standing up sales-engagement tooling and sharpening enablement, and your job is to take that further. You own the operating model, process, enablement, the systems requirement and the forecast. The commercial organisation owns the relationships, the selling and delivery against the number. You design the targets, compensation and territory structures with commercial leadership and you shape decisions through the strength of the operating case. In your first year, success looks like a forecast that's trusted and accurate, new hires productive faster, a consistent quality bar across the combined team, and the platform and process the org runs on every day. WHAT YOU’LL DO You will own the commercial operating model and the team that runs it, working hand in glove with the commercial organisation, Workforce Management, the trading leads, and the analytics and data teams that support the whole function. * Own GTM operations: define the go-to-market playbook, pipeline and commercial process across both marketplaces, and, with commercial leadership, design the targets, compensation and territory / account structures that tie individual attainment to the business outcome. Own capacity and headcount planning with Workforce Management. * Own sales enablement and quality: build the onboarding and ramp-to-productivity structures, a standard readiness sign-off, org-wide QA and calibration, and ongoing L&D for both individual contributors and leaders, so new hires get productive faster and quality holds across the organisation. * Own the requirements for the commercial systems and tooling: direct Salesforce as the commercial system of record, owning the process and workflow design, prioritisation and the roadmap to bring the whole commercial org onto one platform, plus the sales-engagement and automation tooling (e.g. Groove), AI-assisted workflows and the performance dashboards the teams run on. You own the requirement and how the commercial org runs on the platform; the platform itself, its build and administration, sits with the tech org, who you partner with and direct. * Own revenue-operations analytics and forecasting: produce a forward-looking commercial forecast that feeds trading and reconciles to Finance's P&L view, own the operational reporting that diagnoses what the volume and operational teams are driving into the number, and provide the evidence base behind comp and performance decisions. You own the operational read and set the requirement; you partner with Finance and the central analytics and data teams, who own the build. * Own program management: run the commercial PMO, from end-to-end discovery and sizing of new initiatives through governance (charters, RACI, risk and impact), so cross-functional commercial programmes land on time with clear ownership. * Build the function: shape and hire the team the function needs across the five areas, from a starting base of three, and make the case for the investment. Run the combined Sell My Car and Get Your Car commercial operation as one, a single dealer view, one operating model, and consistent process across both products. * Get more out of the team with AI and automation: mature how the commercial org operates with AI-first tooling and automation, so manual workflows disappear and the org gets the answer without a person in the loop. * Feed the operating rhythm: own the commercial-motion input into the weekly operating cadence and the read up to Finance, trading and the CEO, with a clean, leadership-ready view of where the pipeline sits and where it is heading. WHAT YOU’LL NEED Please note: We know that no candidate will be a perfect match for everything here, so please apply if you're close to the brief. If you meet most of the essentials, we'd like to hear from you. The essentials: * A track record of leading a revenue-operations, commercial-operations or GTM-operations function at scale, in a marketplace, growth or B2B sales context * Breadth across the operating model: you've owned, or closely partnered on, most of GTM process, enablement, commercial systems and analytics, and you understand how they fit together * Strong CRM fluency with Salesforce as a system of record: you can set the requirements, shape the data model and process, and direct a platform team, not just keep it clean * Commercial process and incentive design: targets, compensation, territory and capacity planning tied to business outcomes * A people leader and builder: you've grown a multi-disciplinary team from a small base, hired well, and set a clear bar * Analytical and data-fluent: comfortable in a forecast and a pipeline model, and drawing honest conclusions from the numbers How you'll work (we'll explore these in interview): * Fluent and curious with AI: you use it to work faster and help a team adopt it * Comfortable running a cross-functional PMO, with charters, RACI and clear risk management * Credible with senior stakeholders: you make a well-evidenced case and hold it under challenge, and you influence across teams you don't own * Self-directed: you turn an ambiguous problem into a plan, with a bias for action * Intellectually honest: you surface the hard truth early rather than the comfortable answer late Nice to have: * Hands-on Salesforce administration or architecture (certification a plus), CPQ, and sales-engagement / revenue-intelligence tooling (e.g. Groove, Outreach) * SQL / data warehouse fluency * Marketplace, two-sided platform or automotive experience * Process-improvement or operational-excellence training (e.g. Lean Six Sigma), especially paired with a commercial background INTERVIEW PROCESS * Phone screen with a member of the Talent Team * First round interview with the hiring manager focussed on prior experience * Second round made up of a case study presentation on a revenue-operations problem (we'll send the brief in advance and give you time to prepare) * Situational/company values interview with senior members of the leadership team * Final round interview with a member of the Exec team We want everyone to do their best thinking, so if you'd like any adjustments to the process, just let us know. WHAT’S IN IT FOR YOU * Hybrid working: 3 days a week in the office, 2 remote * Competitive salary * Matched pension contributions * Matched pension contributions for a peaceful retirement * Share options - when we thrive, so do you! * Vitality Private Healthcare, for peace of mind, plus eyecare vouchers * Life Assurance for (even more) peace of mind * Monthly coaching sessions with Spill - our mental wellbeing partner * 28 days annual leave plus bank holidays, rising to 30 days after 3 years and 35 after 10 years, with the option to buy 3 additional days * 1 day of leave for your wedding, and 1 day when you move house * Work from abroad for a month * Inclusive parental, partner and shared parental leave, plus fertility treatment and pregnancy loss support * Bubble childcare support and discounted nanny fees * Up to £500/€550 home office allowance * Learning and development budget * Regular team and company social events * Refer-a-friend bonus scheme Diversity and inclusion is an integral part of our culture. We know that diverse teams are strong teams, so we welcome those with alternative identities, backgrounds, and experiences to apply for this position. We make recruiting decisions based on experience, skills and potential, so all our applicants are treated fairly and equally. #LI-RV1

For over 20 years, Smartsheet has empowered teams to manage work seamlessly and scale solutions smarter. Now, in our most ambitious chapter yet, we are uniting human teams with AI agents. By orchestrating the work agents do best, automating manual tasks and uncovering insights at scale, we create the space for people to focus on what truly matters: judgment, creativity, and big thinking. That is magic at work, and it’s what we show up for every day. ABOUT SMARTSHEET Smartsheet is a leading enterprise platform for dynamic work, empowering organizations to plan, execute, and report on work at scale. Backed by multiple private equity firms, Smartsheet operates with the rigor, discipline, and growth orientation of a world-class PE-backed SaaS company. We are at a pivotal moment — accelerating our AI capabilities, evolving our operating model, and building the organizational infrastructure to scale intelligently. THE OPPORTUNITY Smartsheet is in the midst of a significant transformation. The company’s AI roadmap is fundamentally changing what our platform can do — and the pace of that innovation is accelerating. The opportunity in front of us is clear. The challenge is execution: how do we ensure that our revenue organization can lead the transition? As Sr. Director, Revenue Enablement, you will own that answer. This role is built around the need to deliver learning and enablement that keeps pace with our roadmap, and aligns every member of the GTM to key principles in value selling, customer value and AI solutions expertise. You will design and operate the systems, programs, and tools that make that happen. This role reports directly to the CMO and sits at the intersection of sales productivity, AI adoption, and commercial execution. It requires someone who combines the rigor of a data-driven operator with the creativity of a learning designer and the credibility to influence senior GTM leaders. The right candidate thrives in a high-velocity, PE-backed environment where speed, measurability, and ROI are non-negotiable. You are here to build an enablement machine. WHAT YOU WILL OWN Enablement Velocity & AI-Driven Sales Motion  * Design and operate a modern, AI-augmented enablement system that dramatically compresses time-to-productivity for new hires and time-to-adoption for new product capabilities. *  Build scalable, role-based learning programs that leverage AI tools — including adaptive learning platforms, AI-assisted coaching, and automated content delivery — to increase throughput without proportional headcount growth. *  Establish a repeatable motion for enabling the field on AI product releases: from launch readiness to certified competency, with measurable adoption milestones. Revenue Impact, Metrics & Strategy  * Define and own the success metrics that connect enablement activity to revenue outcomes — ramp time, win rates, pipeline conversion, expansion rates, and forecast accuracy.  * Build dashboards and reporting frameworks that make the ROI of enablement visible to the CMO and CRO, and that inform program decisions.  * Translate Smartsheet’s broader GTM strategy into quarterly enablement priorities with clear owners, milestones, and accountability. Field Readiness & Product Marketing Partnership  * Partner closely with Product Marketing to ensure that AI feature messaging is translated into crisp, field-ready narratives, objection handling frameworks, and competitive positioning.  * Own the motion that takes a product release from “launched” to “seller-certified” — designing the programs, content, and inspection cadences that make readiness a standard, not an exception. Coaching, Methodology & Execution Discipline  * Operationalize Strategic Value Selling methodology, supported by structured playbooks, AI-assisted call review tools, and inspection cadences. * Define and continuously evolve the enterprise B2B selling competencies required to win in Smartsheet’s market — including AI fluency as a core selling skill. *  Drive consistent execution of sales methodology, deal rigor, and pipeline hygiene through both programming and data-driven inspection. Content, Tools & Technology * Own the enablement content ecosystem: messaging frameworks, playbooks, competitive battlecards, training assets, and partner materials.  * Lead the evaluation, adoption, and optimization of AI-powered enablement tools — from conversational intelligence platforms to AI content generation and readiness scoring.  * Partner with Revenue Operations to ensure the enablement and sales technology stack is integrated, instrumented, and driving measurable seller productivity. Team Leadership * Build, inspire, and scale a high-performing Enablement organization, fostering a culture of accountability, continuous growth, and measurable impact. * Own and steward the Enablement budget, making strategic investment decisions that directly accelerate revenue growth and sales productivity. * Shape company-wide strategic direction as a senior leadership stakeholder, driving program decisions with a focus on operational excellence and measurable business outcomes. * Define and champion the policies, processes, and best practices that elevate Smartsheet's sales and marketing organization, influencing how the business operates at scale. * Other duties as assigned.  How You Will Drive Business Value The Sr. Director, Revenue Enablement is accountable for delivering measurable impact on commercial performance — not just managing programs. The expectation is that this role produces outcomes that are visible to the CMO, CRO, and the board: * Faster time-to-productivity: Reduce ramp time for new AEs and CSMs through structured onboarding and role-based learning programs that are AI-assisted and continuously optimized * Accelerated AI feature adoption: Shrink the lag between AI product releases and field readiness — ensuring sellers can demo, position, and sell new capabilities within weeks of launch, not quarters * Higher win rates and deal quality: Drive consistent application of sales methodology and competitive positioning, translating enablement investment into measurable improvement in conversion and deal size * Enablement ROI visibility: Build the reporting infrastructure that connects program activity to commercial outcomes, providing the CMO and CRO with clear, data-driven insight into what is working and what to invest in next What You Will Bring Required * 12+ years of progressive experience in sales enablement, sales productivity, or GTM strategy within enterprise B2B SaaS * Demonstrated track record of building scalable enablement programs that measurably improved ramp time, win rates, or pipeline conversion * Deep fluency with AI-powered enablement tools and genuine conviction that AI fundamentally changes how sales organizations learn and execute * Highly analytical: comfortable defining metrics, building dashboards, and using data to diagnose performance gaps and measure program impact * Strong cross-functional credibility — able to partner with and influence senior leaders across Sales, Marketing, Product, and Customer Success * Execution-oriented: equally comfortable setting strategy and rolling up sleeves to get programs built and running * Outstanding communication and executive presence — able to translate complex GTM challenges into clear, compelling recommendations for senior audiences * Bachelor’s degree required; MBA or advanced degree preferred Preferred * Experience in a PE-backed or sponsor-backed environment, with familiarity operating at the pace, rigor, and accountability PE ownership demands * Background in AI enablement or future-of-work strategy, particularly in organizations actively deploying AI/ML into core products or go-to-market motions * Prior experience at SaaS or enterprise software companies that have undergone significant product or GTM transitions * Familiarity with enterprise sales methodologies (Value Selling, Challenger, or equivalent) and how to operationalize them at scale Current US Perks & Benefits: * Employer subsidized medical/vision and dental coverage for full-time employees * 401k Match to help you save for your future (50% of your contribution up to the first 6% of your eligible pay) * Monthly stipend to support your work and productivity * Flexible Time Away Program, plus Sick Time Off * US employees are automatically covered under Smartsheet-sponsored life insurance, short-term, and long-term disability plans * US employees receive 12 paid holidays per year * Up to 24 weeks of Parental Leave * Personal paid Volunteer Day to support our community * Opportunities for professional growth and development including access to Udemy online courses * Company Funded Perks, including a counseling membership, local retail discounts, and your own personal Smartsheet account * Teleworking options from any registered location in the U.S. (role specific) Smartsheet provides a competitive base salary range for roles that may be hired in different geographic areas we are licensed to operate our business from. Actual compensation is determined by several factors including, but not limited to, level of professional, educational experience, skills, and specific candidate location. In addition, this role will be eligible for a market competitive incentive opportunity. US Base Salary Pay Range $187,500—$247,500 USD   Get to Know Us: At Smartsheet, your ideas are heard, your potential is supported, and your contributions have real impact. You’ll have the freedom to explore, push boundaries, and grow beyond your role. We welcome diverse perspectives and nontraditional paths—because we know that impact comes from individuals who care deeply and challenge thoughtfully. When you’re doing work that stretches you, excites you, and connects you to something bigger, that’s magic at work. Let’s build what’s next, together. Equal Opportunity Employer: Smartsheet is an Equal Opportunity (EEO) employer committed to fostering an inclusive environment with the best employees. It is our policy to provide equal employment opportunities to all qualified applicants in accordance with applicable laws in the US, UK, Australia, Germany, Costa Rica, Japan, Bulgaria, India, and Singapore. All qualified applicants will receive consideration without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran or disabled status, or genetic information.  If there are preparations we can make to help ensure you have a comfortable and positive interview experience, please let us know.   #LI-Remote