Head of Revenue & Commercial Operations

1 мес. назад

ШвейцарияHeadHybrid

Lead revenue and commercial operations in a fast-growing mobile robotics tech company.

is a fast-growing tech company dedicated to shaping the future of mobile robotics across multiple industries. Join our highly talented and motivated team of more than 200 people and work on cutting-edge robot technology.
is a leading robotics company developing autonomous mobile robots for industrial inspection. Our technology enables customers to automate routine inspection work in environments that are complex, hazardous or difficult for people to access. Headquartered in Zurich and with a growing international presence, we bring together more than 200 people from across the world spanning robotics, software, hardware, product, operations and commercial functions. We are scaling quickly as industrial customers move from initial deployments towards broader adoption of autonomous inspection across their operations.

transforms industrial environments in the energy, process, and utility sectors by introducing robotics to applications previously beyond reach. Our mobile robot, ANYmal, uses legs for extreme mobility in complex environments, camera- and LIDAR-based sensing for full autonomy, and AI for high-quality inspection results. Our customers are some of the world’s largest asset operators and industrial companies. Their buying journeys are complex, often involving technical validation, business-value assessment, deployment planning and multiple stakeholders before expanding from an initial installation to larger fleets across sites and regions. That creates a particularly interesting commercial operations challenge. Scaling requires connecting the traditional disciplines of Revenue Operations with the operational realities of selling, deploying and supporting a physical technology platform.

As our Head of Revenue & Commercial Operations , you will build the commercial operating engine that enables to scale. Working directly with our CRO and closely with Sales, Marketing, Customer Success, Finance and Operations, you will create the processes, insights and operating rhythms that help us make better commercial decisions and execute consistently across regions. This is a broad and highly hands-on role. You will own areas including forecasting, pipeline management, sales process, CRM governance, commercial reporting and sales effectiveness, while helping translate our go-to-market strategy into practical execution. You will join at an important point in our growth. Our commercial organisation is becoming larger, more international and more sophisticated, and we need to build the infrastructure around it accordingly. You will have the opportunity to shape that model rather than inherit a finished function, establishing strong foundations and building the Revenue & Commercial Operations capability around you over time. This is not a pure strategy role. We are looking for someone who enjoys identifying what needs to improve, designing a practical solution and then getting close enough to the detail to make it happen.

Significant hands-on experience in Revenue Operations, Commercial Operations, Sales Operations or GTM Strategy & Operations within a scaling B2B organisation.
Strong experience owning forecasting, pipeline governance, CRM discipline and commercial reporting .
A track record of building or materially improving commercial processes, with the project and change-management capability to take problems from diagnosis through to implementation.
Strong commercial judgement and credibility as a partner to senior Sales leadership, with experience working across Marketing, Customer Success, Finance and Operations .
Highly analytical and comfortable working across data and commercial systems. Our current environment includes HubSpot, Apollo and Clay , with SAP across Finance and Operations; exact platform experience is less important than strong systems fluency.
Comfortable remaining highly hands-on, moving between strategic questions, stakeholder discussions, data, systems and detailed process work as needed.

Experience supporting long, complex, high-value enterprise sales cycles .
Experience in a hardware + software business where deployment, services, field operations or other physical-world complexity form part of the customer journey.
Background in robotics, industrial automation, industrial AI, IoT, connected products or another technical B2B environment .
Experience connecting commercial forecasts and booked business with production, delivery, revenue recognition or operational capacity .

Build a trusted commercial forecast: Own and continuously improve sales and revenue forecasting, pipeline governance and visibility of risk, giving Sales leadership, Finance and the executive team a reliable view of performance.
Create a scalable commercial operating model: Define and improve sales stages, opportunity standards, customer engagement processes and CRM discipline so teams operate consistently across regions.
Establish a strong operating cadence: Build effective forecast and pipeline reviews, QBRs and commercial reporting for the CRO, leadership team and Board.
Improve sales effectiveness: Partner with Sales leadership and Business Value Consulting to strengthen enterprise and value-based selling, enable new processes and improve commercial productivity.
Turn GTM strategy into execution: Work with the CRO and regional leaders to translate commercial priorities into clear plans and measurable actions, connecting Sales closely with Marketing, Customer Success, Finance and Operations.
Build the function: Initially operate as a hands-on owner of Revenue & Commercial Operations, then help shape and develop the capability around you, including Deal Desk / Commercial Sales Support.