Head of Revenue Operations & Commercial Transformation

At Coches.net, Spain’s leading digital automotive marketplace, we are accelerating the evolution of our B2B business model. To maximize the value we deliver to our dealer network and independent sellers, we are driving a strategic Commercial Transformation focused on value-based selling, advanced monetization, and operational sophistication.
We are seeking a high-caliber, strategic Head of RevOps to lead and orchestrate the execution of this transformation. This role will serve as the executive engine connecting Strategy, Pricing, Commercial Operations, and Technology—ensuring that business decisions translate into an efficient, scalable, and data-driven commercial rhythm.

Responsibilities

1. Pricing, Packaging & Monetization Strategy:
   • Lead strategic recommendations on pricing models, tiering structures (packaging), and the core value proposition for core subscription packages and value-added products (add-ons).
   • Define and govern the commercial discount and contracting policies, balancing margin optimization with customer retention and long-term lifetime value.
2. Commercial Transformation Governance & Rhythm:
   • Establish the governance architecture, operational cadence, and strategic KPIs required to ensure a disciplined, coordinated execution of the sales roadmap.
   • Design and implement a performance management framework that aligns sales team incentives with overall revenue targets.
3. Go-To-Market (GTM) Model & Efficiency Optimization:
   • Optimize coverage models and account allocation across commercial sales channels to deliver tailored engagement based on B2B customer potential.
   • Drive commercial productivity by streamlining operational workflows and minimizing administrative burden for frontline sales teams.
4. Sales Enablement & Churn Management:
   • Roll out high-value sales playbooks and consultative selling methodologies tailored to distinct dealer archetypes and behaviors.
   • Develop proactive churn mitigation strategies and clear commercial migration pathways to guide clients toward higher-value solutions.
5. Technology Infrastructure & Commercial Intelligence:
   • Oversee the strategic evolution of the commercial tech stack (CRM, Business Intelligence, and AI tools), establishing it as the backbone for commercial decision-making.
   • Deliver 360° customer visibility through advanced analytics, identifying automated early-warning signals for churn risk and upsell opportunities.

Requirements

• Proven Track Record of Success (Must-Have): experience in Revenue Operations, Commercial Operations, or Sales Strategy. Demonstrated success in leading and scaling commercial transformation or RevOps programs in complex B2B environments is mandatory.
• Strategic Acumen & Financial Acumen: Strong analytical capability to conceptualize monetization models, optimize commission structures, and present executive pricing proposals to senior leadership.
• Leadership & Change Management: Proven ability to influence cross-functional teams and align frontline sales forces toward structured, data-driven operational models.
  
  

Preferred Qualifications

• Industry Experience: Background in Digital Classifieds, B2B/B2C Marketplaces, or the Automotive sector.
• Advanced Degree: MBA from a top-tier business school.

What we offer

• Lead the strategic revenue and operational transformation of a market-leading digital platform in Spain.
• High visibility, autonomy, and direct impact on the company's P&L and long-term growth trajectory.
• A competitive executive compensation package aligned with the strategic importance of the role.

Benefits

• We take care of you and your family 100% company-funded private health insurance with extensive coverage and reimbursement of medical expenses both in Spain and abroad. You will also have dental and vision coverage.
• Holistic wellbeingAccess to psychological support sessions, specialised wellbeing resources and confidential 24/7 professional assistance. You will also have support for sports activities, physiotherapy and programmes designed to promote healthy habits.
• Flexibility and work-life balance a hybrid working model with flexibility depending on your role and team, including up to 4 weeks per year working from anywhere.
• Family support enhanced family-friendly policies, including parental leave, family care leave and additional support during pregnancy, with the possibility of taking time off before the birth while maintaining 100% of your salary.
• Financial protection 100% salary coverage during sick leave, accidents and family-related leave.
• More time for yourself 23 days of annual leave, plus reduced working hours during the summer, Easter week and every Friday throughout the year.
• Flexible benefits Options tailored to your needs, including meal vouchers, transport, childcare and other tax-advantaged benefits.
• Exclusive perks and discounts Access to special offers and benefits on travel, shopping, leisure and other services through our corporate partnerships.
• Barcelona offices Free breakfast and a subsidised canteen menu to make your day-to-day experience at the office even better.
• Tools to help you succeedWe will provide you with all the equipment you need to do your job successfully, including a laptop and a company mobile phone.
• Work model: Hybrid, with two days per week working from the office.