Head of Revenue Operations

At Sonder, we believe that every person deserves to feel safe, supported, and empowered to be at their best - wherever they are. That’s why we’re redefining workplace health, safety, and wellbeing through a seamless blend of technology and human expertise. Sonder’s mobile platform provides 24/7, real-time support from a dedicated team of safety, medical, and mental health professionals - ensuring that our members receive immediate care when they need it most. In critical situations, we go beyond digital support, offering on-the-ground assistance to manage time-sensitive incidents.

By harnessing real-time insights, we enable organisations to take proactive steps toward a healthier, safer future, which leads directly to tangible bottom-line business outcomes.

An Exciting Time to Join Sonder!

Since our founding in 2017, Sonder has experienced rapid growth, expanding operations across Australia, New Zealand, and the UK. Backed by Australia’s leading venture capital firms, Seek and Blackbird, we are well-capitalised and on a mission to scale globally, partnering with corporations, educational institutions, and government agencies to transform workplace wellbeing at scale.

Our impact and scale:

• 1,000,000+ members across multiple countries
• 200+ team members, plus an extensive network of on-the-ground responders

If you’re passionate about using technology and human expertise to drive meaningful change, join us in shaping the future of workplace wellbeing!

About the role

The Head of Revenue Operations defines the revenue operations strategy and builds out the GTM systems and infrastructure that enable Sonder’s revenue organisation to grow efficiently. Reporting to the VP Commercial, this role is the operational backbone of the GTM function, driving GTM efficiency and productivity, and delivering the visibility that underpins executive decision-making. 

In this role you will ensure Sales, Marketing and Customer Success are aligned and making decisions on a shared foundation of data, building out the operational infrastructure that enables these teams to execute effectively, and equipping them with the data and frameworks to make informed decisions. Day-to-day you will partner closely with the Executive and Senior Leadership teams, as well as Commercial, Operations and Product while leading an engaged and passionate team of three. 

At Sonder, we believe AI is the most significant opportunity we've ever had to amplify our impact for the customers and members we serve. This philosophy extends to how we run our revenue operations, and this role will help shape how we use AI to accelerate revenue growth and elevate the impact of our revenue teams.

What you'll be doing

Revenue forecasting & pipeline visibility:

• Own forecast accuracy and methodology across all revenue streams
• Design multi-scenario forecasting models with leading indicators
• Deliver weekly pipeline reviews and monthly exec business reviews
• Look around corners and proactively address blockers with stakeholders

CRM strategy & tech stack optimization:

• Define CRM strategy aligned to Sonder’s GTM motions and growth stage
• Lead system implementations, integrations, and rationalisation 
• Establish and enforce data governance standards across revenue-related systems
• Test and deploy new CRM capabilities to support product portfolio expansion

GTM process & productivity:

• Design and automate workflows that accelerate deal velocity and reduce friction
• Build renewal expansion processes that improve retention rates and cycle time
• Identify structural bottlenecks in the revenue lifecycle and implement solutions

Strategic planning & insights:

• Lead territory planning, capacity modeling, and quota-setting processes
• Partner with Sales, Marketing, and CS leadership on GTM planning and resource allocation
• Synthesise win/loss analysis and insights to inform GTM and commercial strategy 
• Define, track and report on revenue KPIs

Cross-functional alignment:

• Support cross-functional alignment by maintaining line of sight and shared operating rhythm across Sales, Marketing, and CS
• Drive pricing strategy execution and commercialization frameworks with Commercial team
• Partner with Finance on revenue reporting, headcount planning, and unit economics
• Collaborate with Commercial function to operationalise commercialisation frameworks across GTM systems and processes
• Collaborate with Data/Engineering on systems architecture and integrations

Team leadership:

• Lead a team of 3 ICs (Enablement Manager, CRM Specialist, RevOps Analyst)
• Set clear priorities and delegate technical execution, maintaining strategic oversight
• Develop team capabilities and create clear growth pathways
• Foster a culture of operational excellence and continuous improvement

What you'll bring to the role

• 7-10 years in Revenue Operations, Sales Operations, or related commercial operations roles
• 3+ years leading RevOps teams as a player-coach, balancing strategic vision with hands-on execution
• Proven experience through scale-up phase ($20M-$100M ARR growth stage preferred)
• Track record of driving measurable improvements in forecast accuracy, deal velocity, or GTM efficiency
• Experience implementing and optimizing CRM platforms (Hubspot preferred) and GTM tech stack
• HealthTech or regulated industry experience highly valued

About you

• Strategic and pragmatic: comfortable moving between big-picture strategy and hands-on execution
• Systems thinker: sees how data, processes, and people interconnect across the revenue engine
• Influential communicator: builds consensus and drives change across functions without direct authority
• Commercially minded: understands how operational levers impact financial outcomes
• Coach and developer: grows team capabilities while maintaining accountability for outcomes
• Resilient problem-solver: excels at navigating ambiguity and leads team through competing priorities
• Action-oriented: bias toward progress over perfection; iterates based on impact
• Cross-functional leader: Aligns teams across the business around shared revenue goals

What will make you successful?

• Strategy and planning: Design and deliver a Revenue Operations strategy that achieves the company's objectives
• Strategic systems design: Architect our revenue technology stack and data flows, building for scale and optimising the efficiency and effectiveness of our revenue teams as they accelerate growth
• Executive storytelling: Distill complex revenue metrics into insightful narratives and recommendations for ELT and Board
• Cross-functional leadership: Drive alignment across all functions on revenue operations initiatives without direct authority
• Scalable framework creation: Design long-term frameworks  territory models, planning structures, and operational cadences for future state
• Data strategy ownership: Define source of truth, quality standards, and accessibility for all revenue data
• Commercial acumen: Connect operational metrics to business outcomes and strategic priorities, partnering with other teams to develop company-wide data insights and optimise decision-making across the business from GTM to Product
• People Leadership: Build, mentor and scale high-performing Revenue Operations team to sustain rapid growth, and foster a culture of operational excellence.

Why join Sonder?

You will work with a collaborative, vibrant and passionate team of experienced professionals, inside and outside of the Sales Team and as we continue to grow, there will be plenty of development opportunities.

• Hybrid working environment + modern office facilities
• Learning fund - annual contribution + 2 days of study leave to support your personal development
• Paid parental leave with an attractive return to work policy (e.g. Return to work at 80% for the first 3 months at full pay!)
• Participate in our Employee Share Option Plan (ESOP) for you to be a part of Sonder’s success 
• Induction and onboarding designed to make you succeed in your new role
• Salary packaging and novated leasing 
• Wellbeing support to invest in your own wellbeing
• Free coffee Tuesdays and catered lunch on Thursdays
• Team social fund to connect with your team, plus company wide social events 
• Dog-friendly office 
• Volunteer leave - 2 days per year to participate in meaningful causes and contribute back to the community

Check out our life page for more info - https://www.linkedin.com/company/sondersafe/life/

Due to the nature of our industry, all Sonder employees are required to complete a National Police Check and WWCC 

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