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About the Role

As Director, GTM & Revenue Operations, you will own the operating model for commercial teams, encompassing go-to-market processes, enablement, systems (Salesforce and commercial tech stack), analytics for forecasting, and program management for cross-functional change. This is a builder role where you will grow and shape a team to meet business needs, integrating Sell My Car and Get Your Car operations into a unified model.

Responsibilities

Own the commercial operating model and the team that runs it, collaborating with commercial, workforce management, trading, and analytics teams.
Define the go-to-market playbook, pipeline, and commercial process; design targets, compensation, and territory structures with commercial leadership.
Develop onboarding, ramp-to-productivity structures, readiness sign-off, QA, calibration, and ongoing L&D for sales enablement and quality.
Define requirements for commercial systems and tooling, directing Salesforce as the system of record and overseeing sales-engagement and automation tools.
Produce forward-looking commercial forecasts, operational reporting, and provide data for compensation and performance decisions.
Manage the commercial PMO, overseeing discovery, sizing, governance, and timely delivery of cross-functional initiatives.
Shape and hire the function's team across five areas, growing from a base of three.
Run the combined Sell My Car and Get Your Car commercial operation as one, ensuring a single dealer view and consistent processes.
Mature AI and automation within the commercial organization to streamline workflows.
Own the commercial-motion input into the weekly operating cadence and reporting to Finance, trading, and the CEO.

Requirements

Track record of leading revenue-operations, commercial-operations, or GTM-operations at scale in a marketplace, growth, or B2B sales context.
Experience owning or partnering on GTM process, enablement, commercial systems, and analytics.
Strong CRM fluency with Salesforce, including setting requirements, shaping data models, and directing platform teams.
Expertise in commercial process and incentive design, including targets, compensation, territory, and capacity planning.
Proven ability to lead and build a multi-disciplinary team, including hiring and setting performance standards.
Analytical and data-fluent, comfortable with forecasting, pipeline modeling, and drawing conclusions from data.
Fluent and curious with AI, using it to enhance productivity and team adoption.
Experience running a cross-functional PMO with charters, RACI, and risk management.
Credibility with senior stakeholders, able to make well-evidenced cases and influence across teams.
Self-directed, capable of turning ambiguous problems into actionable plans.
Intellectually honest, surfacing challenges early.

Skills

Salesforce
Go-to-Market Operations
Revenue Operations
Sales Enablement
Commercial Systems
Analytics
Forecasting
Program Management
AI and Automation
CPQ
Sales Engagement Tooling
SQL
Data Warehousing
Process Improvement
Operational Excellence

Location

UK
Germany
Spain
Portugal

Work Type

Hybrid working (3 days in office, 2 remote)
Work from abroad for a month

Experience Level

Director

Salary/Compensations

Competitive salary

Benefits

Hybrid working
Competitive salary
Matched pension contributions
Share options
Vitality Private Healthcare
Eyecare vouchers
Life Assurance
Monthly coaching sessions with Spill
28 days annual leave plus bank holidays (rising to 30 after 3 years and 35 after 10 years)
Option to buy 3 additional days of leave
1 day of leave for wedding
1 day of leave for moving house
Work from abroad for a month
Inclusive parental, partner and shared parental leave
Fertility treatment support
Pregnancy loss support
Bubble childcare support
Discounted nanny fees
Up to £500/€550 home office allowance
Learning and development budget
Regular team and company social events
Refer-a-friend bonus scheme

About the Company

Carwow Group is dedicated to helping people find the right car, aiming to be the go-to destination for buying, selling, or leasing vehicles.
The company operates a portfolio of automotive brands including Carwow, Auto Express, evo, Driving Electric, and Car Buyer.
Carwow has experienced significant growth, with nearly £3bn in cars bought and £1.8bn listed for sale on the platform last year.
Over 10 million customers have used Carwow since its inception.
The acquisition of Autovia in 2024 doubled the company's audience, significantly increasing YouTube channel views, magazine sales, and web content reach.
Carwow Group has been recognized with the Culture 100 award for being a happy and loved tech company.
The company recently raised $52m in funding to accelerate growth plans.
Carwow Group is committed to innovation, positive change, and exploring new territories within the automotive industry.
The team of 600 employees across the UK, Germany, Spain, and Portugal are revolutionizing the car-changing experience.

Equal Opportunity

Diversity and inclusion are integral to our culture.
We know that diverse teams are strong teams, so we welcome those with alternative identities, backgrounds, and experiences to apply for this position.
We make recruiting decisions based on experience, skills and potential, so all our applicants are treated fairly and equally.