DIRECTOR OF REVENUE STRATEGY - SaaS/FinTech

DIRECTOR OF REVENUE STRATEGY & GO-TO-MARKET
Enterprise Software | SaaS | FinTech | Revenue Operations
Cambridge/Remote with regular travel to Cambridge
£competitive + bonus + benefits

The opportunity
We are seeking an accomplished revenue and go-to-market leader to build the commercial operating model for a growing enterprise software business. Working with the senior leadership team, you will bring sales strategy, revenue operations, marketing and commercial planning together around one clear growth plan.
This is a hands-on leadership role, not one focused solely on CRM administration or reporting. You will shape how the business identifies, targets, wins and develops its most valuable customers, while building the processes, data and team needed for predictable growth.

The company
A high-calibre software company built around exceptional academic and technical expertise. Led by bright, commercially minded academics and an entrepreneurial management team, the business develops intelligent technology that solves complex, real-world challenges for major enterprise customers.
Already established in a specialist global market, the company is strengthening its commercial capability to expand key accounts, win new customers and enter adjacent industrial sectors.

What you will do
* Build a growth plan covering expansion across existing customers, increased product adoption, new enterprise accounts and entry into markets such as critical minerals.
* Segment and tier target accounts, assign clear ownership and set credible new-customer goals.
* Design the enterprise sales model, including rules of engagement, revenue attribution and sales compensation.
* Own the B2B marketing strategy and budget, including account-based marketing, events, campaigns and agency management, before developing the internal team.
* Set pipeline generation and coverage targets by growth source and lead the weekly pipeline review.
* Work with Finance to create agreed commercial metrics, reliable forecasting and an effective deal-desk process.
* Establish pricing principles, discount parameters and approval thresholds.
* Build a capacity model linking sales coverage, productivity, pipeline requirements and recruitment triggers.
* Improve CRM, opportunity management and commercial reporting without adding unnecessary administration.
* Develop partner and co-sell opportunities and support launches into new customer segments.
* Identify practical uses of AI and automation across sales, marketing, account research and reporting.

About you
You will be a commercially minded GTM leader who combines strategic thinking with the ability to build and operate the underlying revenue system. You may have developed your career in enterprise SaaS, FinTech, B2B software, industrial technology or a similar data-led environment and now want to make a visible impact within a growing company.

Essential experience
* A senior track record in go-to-market strategy, revenue operations, commercial strategy or enterprise sales strategy, including team leadership.
* Experience designing and running an enterprise sales motion, including segmentation, target accounts, account ownership, capacity planning and compensation.
* Strong financial and commercial fluency across ARR, pipeline, forecasting, pricing, expansion revenue and net revenue retention.
* Experience creating a growth plan or ARR bridge and using it to guide investment and recruitment.
* A successful record of establishing or improving CRM, forecasting and deal-desk processes.
* Experience leading B2B marketing or account-based marketing, including budgets and external agencies.
* The credibility to challenge senior commercial leaders constructively and support recommendations with data.
* Excellent analytical, written and verbal communication skills.
* Ideally, a strong degree from a leading university in engineering, mathematics, finance, physics, economics or another relevant discipline.

Why join?
* Shape the revenue strategy of an intelligent, growing software company.
* Work closely with senior decision-makers and influence the commercial operating model.
* Take broad ownership across GTM, RevOps, enterprise marketing and planning.
* Build scalable processes and develop the future commercial team.

About Adecco
Adecco is acting as an Employment Agency. We are proud to be an equal opportunities employer and are on the client's supplier list for this role.