Manager - Revenue Operations (Based in Europe)

About Intelica

Intelicadelivers specialized solutions for card payment network cost analytics and optimization. We help financial institutions, payment processors, fintech firms, and merchants gain deep visibility into their card-related cost structures, uncover savings, and make data-driven decisions that enhance operational efficiency and profitability.

Our team combines SaaS platforms, advanced analytics capabilities, and deep industryexpertiseto deliver high-value, actionable insights to senior financial services stakeholders. AsIntelicacontinues to scale its commercial operations and evolve from expert-led selling to a more structured and repeatable go-to-market model, we are seeking a Head of Revenue Operations / Director of Sales Excellence to help build andoperateour sales engine.

Position Summary

TheManager - Revenue Operationswillbe responsible fordesigning, implementing, andoperatingthe systems, processes, and metrics that supportIntelica’srevenue organization.

This role partners closely with the CRO, CEO, and sales team to bring rigor, visibility, and predictability to enterprise sales activities. WhileIntelicahas strong domainexpertiseand proven commercial traction, this role focuses on transforming existing sales efforts into a scalable, observable, and well-instrumented sales operation.

This is a hands-on, build-oriented role suited for someone who has experience professionalizing sales organizations in complex B2B or enterprise environments. The role does not carry an individual sales quota and is focused on enabling, monitoring, and scaling revenue performance across the organization.

Intelicais at an inflection point, with growing SaaS offerings and increasing interest from sophisticated financial institutions. This role offers the opportunity to take meaningful ownership of the commercial operating model and directlyimpactthe company’s growth, predictability, and long-term valuation.

Key Responsibilities

Sales process and engine development





- Design and implement a structured enterprise sales process, including ICP definition, buyer personas, pipeline stages, and qualification criteria.
- Standardize core sales motions and deal archetypes across products and client segments.
- Document and operationalizesalesplaybooks, best practices, and enablement materials in collaboration with sales leadership.

Pipeline, forecasting, and performance management

- Own pipeline structure, stage definitions, and CRM hygiene to ensure accuracy and consistency.
- Implement reliable forecasting processes and reporting for CRO and CEO.
- Define, track, and analyze core sales performance metrics, including:
- Pipeline coverage and velocity
- Win rates by segment or product
- Forecast accuracy
- Identifybottlenecks, performance gaps, and improvement opportunities across the sales funnel.
- Partner closely with Finance to align pipeline, forecasting, pricing, and deal structure with revenue recognition and marginobjectives.

Revenue operations and tooling

- Take ownership ofIntelica’sCRM (currently Pipedrive), including structure, usage standards, and reporting.
- Evaluate and implementappropriate salesand revenue operations tools as needed, balancing rigor with pragmatism.
- Ensure effective handoffs between sales, delivery, and account management teams.
- Act as a strategic partner and force multiplier for the CRO by providing clear visibility into sales performance and pipeline health.
- Support sales coaching anddeal reviewswith data-driven insights.
- Translate modern B2B sales and revenue best practices into practical, usable frameworks for a conservative enterprise buyer environment.





Qualifications

Required:

- 3+ years of experience in revenue operations, sales operations, or commercial operations within B2B or enterprise environments.
- Proven experience building or professionalizing sales processes, pipeline management, and forecasting systems.
- Strong understanding of enterprise sales dynamics, long sales cycles, and multi-stakeholder buying processes.
- Hands-on experience managing CRM systems and defining sales performance metrics.
- Ability to work cross-functionally with sales leadership, executives, and delivery teams.
- Strong analytical, organizational, and communication skills.
- Comfortable operating in a growing, evolving organization with limited existing structure.

Preferred:

- Experience in fintech, payments, financial services, analytics, or consulting-led organizations.
- Familiarity with enterprise sales methodologies (e.g., MEDDICC, Challenger), applied pragmatically.
- Experience supporting a transition from relationship- or expert-led selling to a more scalable sales model.
- Exposure to SaaS or hybrid SaaS + services revenue models.

What We Offer

- Competitive salary and performance-based incentives.
- Opportunity to shape and build the revenue operations function at a specialized, high-growth analytics and software firm.
- Direct collaboration with the CRO, CEO, and senior leadership team.
- Exposure to complex, high-value clients within the global financial services and payments ecosystem.
- Professional development and career growth opportunities asIntelicacontinues to scale.
- Collaborative,high-trustwork environment.
- Adaptable work arrangements (remote/hybrid options available).

Contact: [email protected]

We are open to individuals with disabilities, in accordance with the provisions of Law No. 29973, the Law for Persons with Disabilities, and its regulations. At Intelica, we are committed to creating an environment of equity and equal opportunities.

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📌 Manager - revenue operations (europe) - madrid, comunidad de madrid, spain
🏢 Intelica
📍 Madrid