REV-OPS Lead at Apex Group

Purpose

• Apex is establishing a Revenue Strategy & Governance function to support accelerated growth. While core capabilities already exist (Analytics, Revenue Strategy, Deal Desk, SDR, Programmes, Client Data), the business lacks a clear, consistently applied operating model for how the revenue model works in practice—and a RevOps lead to translate that model into scalable Salesforce ways of working, in partnership with the accountable process owner.
• This role exists to define the revenue operating model, clarify business segmentation, and act as the primary RevOps partner to the accountable process owner, clarifying design intent and resolving ambiguity, enabling well‑sequenced and effective Salesforce change.
• This role sets the what and why of Salesforce change from a RevOps perspective, in partnership with—and aligned to—the accountable process owner. Prioritisation, sequencing, adoption, and technical execution are owned by complementary roles within the Salesforce & RevOps operating model.

Key Responsibilities

Revenue Segmentation & Operating Model

• Define and maintain Apex’s customer and revenue segmentation (tiers, segments, GTM motions)
• Own how segments differ in:
• Coverage and engagement model
• Sales process and governance
• Data and readiness requirements
• Lead the business definition of segmentation and operating‑model decisions, partnering with the accountable process owner to ensure consistent execution.

Salesforce Design Authority (Business‑Led)

• Provide clear design intent and decision recommendations for subsequent technical solutioning by Technology teams, ensuring alignment to the accountable process owner’s expectations.
• Act as a delegate for the accountable process owner when required—bringing decisions, guardrails, and “what good looks like” back into delivery forums and day‑to‑day clarification.
• Identify process and system pain points, and propose pragmatic improvements informed by experience of different operating models and tooling approaches (without owning Salesforce configuration or build).
• Define what must be:
• Standardised vs flexible
• In scope vs explicitly out of scope
• Resolve business ambiguity early to improve decision velocity and change readiness.

Revenue Strategy & Governance Enablement

• Operate at the centre of the Revenue Strategy & Governance ecosystem
• Work across Analytics, Sales Strategy, Deal Desk, SDR and Programmes
• Ensure initiatives resolve into a coherent, executable operating model, not parallel interpretations

Decision Velocity & Bottleneck Removal

• Act as the first point of escalation for business design and operating‑model decisions impacting Salesforce.
• Reduce dependency on senior leaders for interpretation and clarification by acting as the day‑to‑day proxy for the accountable process owner, escalating only when trade‑offs are required.
• Escalate only material trade‑offs, not unresolved design questions

What This Role Does Not Own

• Revenue targets or forecasting outcomes
• Salesforce configuration or technical build
• Client Data standards or territory execution
• Change, communications, or training delivery

Key Skills & Experience

Essential

• Proven experience designing revenue or commercial operating models
• Strong understanding of segmentation, GTM motions, and sales governance
• Salesforce‑literate (able to define design intent, “what good looks like”, and improvement opportunities without configuring)
• Demonstrated ability to diagnose broken processes, simplify workflows, and recommend system/process changes; exposure to multiple CRM or workflow tools and creative improvement methods is beneficial
• Comfortable making decisions in ambiguity
• Credible with Sales, Revenue Strategy, and Technology stakeholders