Senior Revenue Operations Specialist

Job title: Senior Revenue Operations Specialist

Company: Penneo


Job description: Who are we?We are Penneo, and we are on a mission to scale!At Penneo, we want to build a world where you can trust the way businesses do business.Penneo combines digital signing and Know Your Customer (KYC) workflows into a single platform that streamlines critical business processes for anti-money-laundering regulated B2B companies.Founded in Copenhagen and operating throughout Europe, Penneo is fast becoming the go-to platform for companies looking to save time on administrative tasks while ensuring complete regulatory compliance and peace of mind for themselves and their clients.Who are we looking for?At Penneo, we are always looking to forge new long-term relationships with people who resonate with our culture and values and are passionate about getting Penneo to the next level.Do you want to be part of it?We are now hiring a Senior Revenue Operations Specialist to join our growing team. This role is critical to optimizing our end-to-end revenue architecture, with a strong emphasis on system administration, process automation, and data integrity across enterprise sales and partnerships.You will work closely with Sales, Marketing, Customer Success, and Finance to design, implement, and manage scalable technical workflows that drive revenue growth, streamline the customer journey, and improve operational efficiency. If you are passionate about building robust system infrastructures, automating revenue processes, and operationalizing go-to-market strategies through data-driven execution, we want to hear from you.The position is full-time, based in Copenhagen.What would be your responsibilities?For our Senior Revenue Operations Specialist, we foresee the following responsibilities, but you’ll have the opportunity and freedom to influence and define them with us.Enterprise Sales & Partnerships Enablement

• Architect and optimize sales workflows, CRM processes, and field validation rules specifically for enterprise clients and strategic partnerships.
• Collaborate with Sales and Partner teams to prioritize and launch system-supported revenue initiatives aligned with Penneo’s growth objectives.
• Build automated triggers and alerting mechanisms (e.g., deal progression, partner engagement signals) to drive upsell, cross-sell, and retention strategies.

Customer Journey & Process Optimization

• Lead end-to-end process mapping across revenue teams, identifying automation opportunities to enhance the prospect-to-customer lifecycle.
• Develop systemized friction monitoring (e.g., drop-off points in CRM, ChiliPiper no-shows) and deploy corrective workflows.
• Standardize revenue operations best practices across touchpoints using CRM templates, automated notifications, and integrated handoff frameworks.

Systems & Tools Ownership

• Own day-to-day administration and optimization of Clari, ChiliPiper, Light, and Clay, while co-owning Salesforce and Amplitude environments.
• Design and maintain system integrations and API-based workflows to ensure seamless data flow and eliminate manual handoffs between systems.
• Develop data enrichment, validation, and deduplication processes leveraging Clay and third-party tools to maintain high CRM data hygiene.
• Drive user enablement and adoption by building tailored documentation, in-platform guidance, and training programs.

Revenue Operations Strategy

• Act as a technical thought partner to Sales leadership on forecast methodology, pipeline staging criteria, and system-driven forecasting models (Clari).
• Implement capacity models, segmentation logic, and territory management frameworks directly within Salesforce to support scalable GTM execution.
• Collaborate with cross-functional teams to design and enforce revenue operations SLAs, ensuring alignment between Marketing, Sales, Partnerships, and Customer Success.

Performance Management & Analytics

• Work closely with BI & Analytics teams to design system-based metrics tracking (e.g., field completion rates, pipeline stage velocity, sales activity tracking).
• Build Clari dashboards, pipeline health signals, and Clay-based data validation reports to surface actionable insights.
• Proactively monitor revenue system health (data syncs, field integrity, API performance) and initiate troubleshooting or optimization initiatives.

What makes you a great match?

• Experience: 5+ years in revenue operations, sales operations, or business operations-preferably in a SaaS, tech, or high-growth environment.
• Enterprise & Partnerships: Proven success in supporting enterprise-level sales cycles and strategic partnerships, ideally with long and complex deal structures.
• Process-Driven Mindset: Demonstrable track record of optimizing end-to-end processes and improving customer journeys through cross-functional collaboration.
• Analytical & Strategic Thinking: Strong ability to interpret data, identify key revenue drivers, and influence decision-making-partnering closely with a BI & Analytics team or similar function.
• Systems Knowledge: Hands-on experience with CRM platforms (e.g., Salesforce) and a willingness to learn or enhance automation tools that streamline revenue operations.
• Collaboration & Communication: Excellent communication skills and a history of building trust-based relationships with both technical and non-technical stakeholders.

How will this role progress?It is important to us to be as transparent as possible and to allow you to level expectations for the role. Therefore, we share our impact description in advance and would love your thoughts about it in your cover letter.1-Month Milestones: Onboarding, Systems Deep Dive & Quick WinsObjective: Build foundational knowledge, map core sales/partnership processes, and establish control over systems.1. Revenue Systems Familiarization

• Gain admin-level knowledge of Salesforce, Clari, ChiliPiper, Light, and Amplitude.
• Map out all existing workflows for:

• Sales motions (e.g., lead → opportunity → closed-won)
• Partner sales motions (e.g., partner-sourced lead flows)

2. Sales and Partnership Process Mapping

• Document the current enterprise sales cycle and partner onboarding flow in detail.
• Identify and report critical process gaps or inefficiencies.

3. Stakeholder Connections

• Conduct introductory 1:1s with Sales, Marketing, Customer Success, Partnerships, and Finance leaders.
• Map out existing pain points and opportunities in the revenue cycle from different stakeholder perspectives.
• Understand revenue planning cadence and current forecasting methods.

4. Quick Systems Improvements

• Deliver at least two improvements in Salesforce or Clari:

• Example: Cleanup of lead routing rules, creation of a partner opportunity type.
• Launch a user feedback loop for Sales/Partnerships regarding systems usability.

3-Month Milestones: Tools & Processes Optimization LaunchObjective: Start delivering meaningful tooling upgrades and process improvements for Sales and Partnerships.1. Salesforce Enhancements

• Optimize Opportunity Stages for enterprise deals:

• Ensure stage definitions are clear, measurable, and aligned to real-world steps.
• Implement stage-specific fields or alerts (e.g., auto-prompt legal/security review).
• Refine Partner Deal Registration Process in Salesforce:

• Simplify partner deal registration or partner-sourced opportunity creation.
• Implement reporting to track partner pipeline growth.

2. Clari Setup & Enablement

• Roll out basic Clari pipeline views:

• Separate views for enterprise direct sales vs. partner-led sales.
• Ensure real-time visibility into forecast categories and health signals.
• Deliver Clari training sessions for Sales/Partnerships.

3. Lead Management & Routing

• Audit current lead assignment and response time.
• Propose and pilot Clay-based automation:

• Example: Partner lead enrichment
• Example: Enterprise account data validation
• Implement lead routing improvements using ChiliPiper:

• Example: Priority handling for partner-sourced leads.

4. Early Impact Measurement

• Start reporting on early wins:

• Example: Reduction in stuck deals.
• Example: Increase in registered partner opportunities.

6-Month Milestones: Scale Processes & Automate Repetitive WorkObjective: Fully enable a streamlined and scalable Sales and Partnerships engine.1. Advanced Salesforce & Integration Improvements

• Automate partner onboarding tasks (e.g., auto-trigger contract templates, onboarding checklist).
• Build automated handoff notifications (Sales → CS, Partner → Partner Manager) for closed-won deals.

2. Sales Process Consistency

• Standardize enterprise sales playbook:

• Ensure MEDDIC processes are embedded in Salesforce and other tools
• Create validation rules or fields to capture key qualification data.
• Launch a partner health dashboard in collaboration with BI:

• Monitor active partners, pipeline contribution, and performance trends.

3. Reporting & Insights for Execution

• Deliver monthly Sales & Partner Execution Reports:

• Pipeline velocity
• Stage conversion rates
• Partner deal progression
• Recommend 2-3 key automations or process changes based on trends and bottlenecks.

4. User Adoption & Change Management

• Build a user feedback program with Sales/Partnerships to continuously improve tools.
• Track adoption of improvements through short surveys or usage metrics.

At this point, we want to support you in expressing your ambitious growth aspirations, and we’re eager to learn on the journey with you. It all depends on your capabilities for continuous learning and, equally important – your dreams for the future.
By now, we hope you’re sitting with a smile on your face, ready to apply and contribute to the Penneo adventure.About our interview process:We know that going through a recruitment process can be pretty demanding sometimes, so we want you to know what to expect:

• Call with a member of our Talent Acquisition Team (~30m): introduction to the company, mutual initial expectation leveling.
• Call with our Director of RevOps, Emil (~45m): Getting to know each other, assessing for mutual fit, introduction to the impact and goals for the position.
• Collaboration round (~1h): Together with two team members, you will discuss your approach to a problem scenario to assess collaboration fit and ways of working.
• The practicalities (~45m): Closing talk with our Director of RevOps, Emil agreeing about compensation, starting date, and all other practical details.

All of our interviews can be conducted remotely, scheduled via email and Google Meet for audio/video calls if you prefer.Best of success with your application!We are screening and interviewing on an ongoing basis. If you are interested in any of our roles, please do not hesitate to submit your application.Penneo is an equal-opportunity employer. All aspects of employment, hiring, and promotion are based on merit and business needs. We do not discriminate based on race, color, religion, marital status, age, national origin, physical or mental disability, medical condition, pregnancy, gender, sexual orientation, gender identity, or expression.Please be aware that if hired, as part of our Background check, we require a copy of your criminal record. We do that to ensure that we remain a trusted service provider and partner as well as to comply with relevant compliance requirements such as ISO27001.

Expected salary:

Location: København

Job date: Wed, 16 Apr 2025 22:31:15 GMT

To help us track our recruitment effort, please indicate in your email/cover letter where (jobsnear.pro) you saw this job posting.Thanks&Good Luck