Latam Rev Ops Leader

BU Revenue Operations Lead

Senior commercial performance and GTM operations partner to the Business Unit General Manager

Indicative level: To discuss

Reporting: Solid line to central Revenue Operations; strong partnering relationship with the BU General Manager

Team: Direct management of a BU-aligned Revenue Operations Analyst

Role purpose

The BU Revenue Operations Lead is the principal Revenue Operations partner to the BU General Manager, supporting GTM decision-making and driving the BU towards its commercial outcomes.

Working as part of a BU partnering pod with the Commercial Finance Director, the role provides the GM and BU leadership team with an integrated, forward-looking view of commercial performance. It explains what is happening, why it is happening, what is likely to happen next and what management action is required.

The role is responsible for improving the effectiveness and efficiency of the BU's revenue-growth engine. It converts the BU's strategic and operating plans, actual performance, pipeline, customer position, professional services outlook and commercial initiatives into a credible forecast across bookings, churn, price increases and professional services.

The BU Revenue Operations Lead directly partners with the BU-aligned Sales leadership and any GTM teams or pods aligned to the BU. The role applies the standards, data, processes and tooling established by central Revenue Operations teams, while ensuring that BU-specific market, product, customer and delivery context is incorporated into enterprise planning and performance management.

Supported by a BU-aligned analyst, the role turns data into commercial insight, insight into decisions and decisions into measurable action.

Key responsibilities GM and BU leadership partnership

Be the GM's partner on GTM decision-making and driving the BU towards its GTM outcomes.

Operate as part of a BU partnering pod with the Commercial Finance Director, bringing together commercial, operational and financial perspectives.

Provide the GM and BU leadership team with a clear and integrated view of current performance, future outlook, material risks and opportunities.

Translate commercial performance into specific decisions, interventions and accountabilities.

Constructively challenge the assumptions, plans and execution of BU GTM leaders.

Help the GM make evidence-based trade-offs between commercial priorities, investment, capacity and expected outcomes.

Ensure that agreed actions are completed and that their effect on performance is measured.

Coordinate with Core Finance and People where workforce, organizational, performance or capacity matters require their involvement.

Commercial performance insight

Own the integrated BU commercial-performance narrative across aggregate CARR, bookings, pipeline, churn, renewals, price increases, professional services, and CARR-to-ARR conversion.

Explain the underlying drivers of performance rather than simply reporting results.

Identify material variances against budget, forecast and strategic plan, establishing their root causes and likely future impact.

Connect performance across the commercial lifecycle, including pipeline generation, conversion, renewal coverage, pricing execution, professional services delivery, sales capacity and operational execution.

Provide forward-looking insight into where the BU is likely to outperform or underperform.

Ensure the GM receives a concise, decision-relevant view of performance rather than disconnected functional reporting.

Represent the BU's commercial and professional services context in central performance reviews and planning processes.

Forecasting and scenario management

Own the development, challenge and quality assurance of the BU's integrated operational commercial forecast across bookings, churn, price increases and professional services.

Translate the BU plan, actual performance, pipeline position, renewal cohort