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Head of Revenue Operations

CoinsPaid
Remote - European Region
Remotefull-timeOperational Division
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Job Description

CoinsPaid offers ready-to-use crypto payment solutions tailored to business’ every need. Standing at the forefront of mass adoption, our products help businesses gear up for the new era of digital assets. We showed a tremendous growth in terms of transactions and volumes since 2019 and in 2023 were marked by Forbes as the "Best Crypto Payment Gateway for High-Volume Transactions". 

Headquartered in Estonia and having 3 international hubs, we are still a remote-first company with employees working from 30+ countries around the world. At CoinsPaid, we are passionate about crypto, fintech and are putting great effort into building a team that will get the world ready for every-day crypto use. If these feel close to you - give us a shout!

The Head of Revenue Operations is a senior operational leader responsible for designing, documenting, and governing the end-to-end new revenue generation and upsell framework across Sales, BDR, Partnerships, Marketing, and Compliance.

This role exists to eliminate structural weaknesses in new revenue generation by stabilizing processes, enforcing alignment across functions, and ensuring predictable, compliant progression through the entire revenue funnel, from Lead to Active Revenue.

Revenue Operations owns process architecture, governance, and visibility, not commercial decisions or deal execution. The role works closely with functional leaders, escalates systemic issues, and acts as the operating backbone of the sales and customer success organization.

The position reports to the COO, while being in close collaboration with CRO, Head of Sales and other functional heads.

Responsibilities:

  • Revenue Processes & Funnel Governance

  • Design, document, and govern a unified end-to-end revenue funnel
  • Define and operationalize ICP definition, tiering, and routing logic
  • Establish and enforce rules of engagement across Sales, BDR, Partnerships, and Marketing
  • Ensure consistency, clarity, and scalability of revenue processes across regions and segments

  • Revenue Execution Infrastructure

  • Own pipeline management standards: governance, cadence, reporting, and hygiene
  • Design and maintain CRO-level dashboards and performance visibility (not targets ownership)
  • Coordinate sales quota calculation frameworks with functional leaders and Finance
  • Ensure data consistency and operational reliability across revenue reporting

  • CRO-Compliance Operating Model

  • Own the CRO–Compliance interface and operating framework
  • Define rules of engagement, SLAs, deadlines, alerts, and escalation paths
  • Ensure regulatory adherence without unnecessary deal slowdowns
  • Provide visibility and control over compliance-driven friction points

  • Operational Enablement

  • Develop and maintain playbooks, process documentation, and “source of truth” materials
  • Ensure operational readiness of Sales and BDR teams (process enablement, not sales content)
  • Identify gaps in the CRO operating model and drive closure through structured initiatives

  • Governance & Escalation

  • Govern execution without replacing functional leadership
  • Escalate systemic issues and misalignments to executive leadership
  • Act as a neutral operating authority across commercial and compliance stakeholders

Requirements:

  • 7+ years of experience in Revenue Operations, Sales Operations, Business Operations, or similar roles in B2B environments
  • Proven experience designing and governing end-to-end revenue funnels, not just CRM reporting
  • Strong background working with Sales, BDR/SDR, Marketing, Partnerships, and Compliance or Risk teams
  • Demonstrated ability to operate without direct execution authority, influencing through governance, clarity, and structure
  • Experience building operating models, playbooks, SLAs, and cross-functional rules of engagement
  • High analytical rigor with strong understanding of revenue metrics, pipeline mechanics, and funnel economics
  • Excellent stakeholder management skills, including working with senior commercial and compliance leaders
  • Fluency in English (written and spoken).

Nice to have:

  • Experience in fintech, crypto, payments, or other regulated industries
  • Experience building ABM operating models and ICP tiering frameworks
  • Background in scaling revenue operations from growth to maturity stages
  • Hands-on experience with Salesforce or comparable CRM systems (governance level, not admin)

About CoinsPaid

First seen: February 6, 2026
Last updated: February 24, 2026