Head of Business & Revenue Operations | Bókun

About Bókun

Bókun is a leading SaaS platform empowering tour and activity operators to manage their businesses and connect with partners. As we scale, we are seeking a Head of Business & Revenue Operations to establish our operational foundation, lead our data-driven Go-to-Market strategy, and drive sustainable revenue growth.

About the Role

This is a unique opportunity to build the operational infrastructure of a fast-growing SaaS business from the ground up. Reporting directly to the General Manager, you will own the strategic and operational framework supporting Bókun's revenue engine. You will collaborate across Sales, Marketing, Customer Success, Finance, and Product Development, providing the systems, processes, and intelligence needed for precise and rapid growth. You'll approach operations with a product mindset, treating critical user journeys as products to be optimized through data-driven experimentation.

This hands-on, individual contributor role offers significant influence. You will design frameworks, build forecasting models, and integrate AI tools into daily operations. You will operate at a strategic level, shaping the GTM roadmap and advising the executive team. This role requires comfort with both high-level strategy and detailed execution.

Key Responsibilities

Revenue Strategy & Go-to-Market Leadership

• Own and lead the end-to-end RevOps strategy, connecting Sales, Marketing, Customer Success, and Finance.
• Partner with the C-suite to define annual revenue plans, growth targets, and market expansion strategies.
• Drive pipeline management, conversion rate optimization, and sales process excellence.
• Own sales quota design, territory planning, and incentive compensation models.
• Build and maintain sophisticated revenue forecasting models, scenario plans, and expansion revenue strategies.
• Own monetization and expansion strategy, including pricing architecture, customer journey design, and billing platform optimization.
• Oversee critical revenue-driving user journeys: signup/activation, conversion to paid, expansion, and reactivation.

Salesforce Ownership

• Own the Salesforce roadmap for operational teams, setting priorities and driving decisions.
• Lead Salesforce architecture, data model design, and process automation.
• Ensure Salesforce is the source of truth for pipeline, forecasting, and customer data, maintaining data quality.
• Implement integrations with the broader GTM tech stack.
• Design and optimize attribution models to provide clear visibility into pipeline and revenue drivers.
• Drive adoption across teams through intuitive workflows and dashboards.

AI-Powered Operations

• Lead Bókun’s AI operations strategy, identifying, evaluating, and embedding AI/ML tools across revenue and business operations.
• Drive adoption of AI-powered pipeline intelligence, churn risk scoring, lead prioritization, and deal velocity analysis.
• Architect agentic workflow automations for sales sequences, customer health monitoring, and onboarding.
• Oversee integration of LLM-based tooling into the GTM tech stack.
• Establish governance frameworks for AI tool adoption and data quality.

Business Operations Optimisation

• Audit the full revenue cycle to identify and implement structural improvement opportunities.
• Map and own key customer SaaS journeys, identifying and addressing friction points.
• Design and implement scalable operating models to support growth across geographies, segments, and product lines.
• Rationalize the GTM tech stack, assessing ROI and consolidating tools.
• Build revenue-linked OKR frameworks.
• Develop capacity planning and resource allocation models.
• Establish and lead cross-functional operating rhythms (QBRs, pipeline reviews).

Organisational Influence & Leadership

• 8+ years in Revenue Operations, Business Operations, or a similar senior SaaS/marketplace role, with 2-3 years at a head-of level.
• Deep, hands-on Salesforce expertise (architecture, strategy, adoption).
• Proven track record of building operational foundations from scratch.
• Exceptional analytical skills (forecasting, revenue modeling, data-driven decision-making).
• Experience with the broader GTM tech stack (e.g., HubSpot, Intercom) and optimization.
• Demonstrated leadership in AI/ML tooling adoption within a GTM/operations context.
• Strong executive presence and ability to influence C-suite level.
• Scrappy, adaptable, and able to prioritize ruthlessly.
• Self-starter with a bias for action.
• Experience partnering with Product and Engineering teams.
• A product way of thinking, owning user journeys and driving improvements through experimentation.
• Ability and willingness to travel globally (~10%).

Why Join Bókun?

• A significant leadership role shaping operations at a pivotal growth stage.
• Be part of a fast-growing SaaS business transforming the experiences industry.
• Lead AI adoption and best-in-class operations practices.
• Work in a dynamic, collaborative, and data-driven environment.
• Competitive senior leadership salary, equity, and benefits package.

What We Offer

• Competitive compensation packages, including base salary and annual bonuses.
• Flexible, remote-friendly work environment with options for hybrid office presence.
• Flexible schedule promoting work-life balance.
• Donation matching program.
• Tuition assistance.
• Annual lifestyle benefit.
• Travel perks.
• Employee assistance program.
• Comprehensive health benefits.
• Generous referral scheme.

Our Cultural Pillars: Traveler first, Execution is our edge, We succeed together.