Head of Business Operations

At Air IT, we’re on an ambitious growth journey — and we’re looking for a Head of Business Operations to play a critical role in scaling our commercial engine.

Reporting to the Chief Operating Officer, this role leads a multidisciplinary team across Sales Operations, Revenue Operations, Sales Order Processing, Commissions, Business Insight and Process Improvement, ensuring our end‑to‑end sales and revenue operations are robust, scalable and aligned to growth.

This is a hands‑on leadership role with real influence — combining people leadership, commercial rigour, data‑driven insight and cross‑functional change delivery.

The role

As Head of Business Operations, you’ll:

• Provide clear, visible leadership to a team of c.12, setting direction, driving accountability and building a high‑performing, engaged function
• Own and optimise the end‑to‑end sales operational lifecycle, from quote to cash
• Ensure processes, systems, data and performance are aligned to support revenue growth, margin improvement and customer excellence
• Act as a key partner to Sales, Finance, Service and the Executive team, turning insight into action

What you’ll be responsible for

Strategic Leadership & Team Development

• Lead, motivate and develop a multidisciplinary team with clear priorities and outcomes
• Translate business strategy into operational delivery
• Coach, develop and performance‑manage team members to high standards

Sales Order Processing & Quote to Invoice

• Own Sales Order Processing, ensuring accuracy, compliance and timely processing
• Oversee quotes, contracts, approvals and amendments
• Maintain a consistent, efficient sale‑to‑invoice process
• Work closely with Finance to reduce discrepancies, billing delays and rework

Revenue, Cost & Commission Assurance

• Ensure accurate, timely billing with strong controls to minimise revenue leakage
• Oversee sales commission calculations and models, ensuring fairness, accuracy and alignment with strategy
• Partner with Finance on revenue recognition, margins and contract validation
• Drive automation to reduce manual effort and risk

Churn Insight & Customer Retention

• Build structured churn and retention insight across lost contracts, partial churn and at‑risk customers
• Analyse root causes and provide clear insight to senior leadership
• Develop early warning indicators and customer risk scoring

Data, Reporting & Performance

• Lead sales dashboards, KPIs and forecasting to provide clear commercial visibility
• Analyse sales trends, pipeline health, customer behaviour and product mix
• Maintain accurate customer contract data to support proactive management

Process Improvement & Change

• Lead cross‑functional improvements across the Quote‑to‑Cash journey
• Introduce governance, automation and scalable processes
• Own revenue performance metrics (e.g. time to bill)
• Support integration of acquired businesses, ensuring consistent processes across the group

What we’re looking for

• 5+ years’ experience in Revenue Operations, Sales Operations or similar senior leadership roles within a B2B environment
• Proven success optimising sales or revenue processes in a mid‑sized organisation
• Strong strategic and analytical capability — confident translating data into insight and action
• Deep understanding of sales cycles, forecasting and commercial performance
• Experience leading cross‑functional change and complex process improvement
• Confident, credible leader with strong stakeholder influence and executive‑level communication skills

Why Air IT?

• A key leadership role with real impact on growth and performance
• A collaborative, people‑first culture that values clarity, ownership and continuous improvement
• The opportunity to shape how we scale — not just inherit processes

We are committed to fostering an inclusive, equitable, and diverse workplace where everyone feels valued and able to thrive. We welcome applications from people of all backgrounds, communities, and experiences. If you require any adjustments during the recruitment process, please let us know.

Ready to make a difference? Apply now and be part of something extraordinary.

No Agencies Disclaimer:
Air IT manages all recruitment directly. While we occasionally engage approved agencies for specific needs, we do not work with agencies for our standard roles. We kindly ask that agencies do not contact us or submit unsolicited CVs, as these will not be considered and no fees will be payable. If we require agency support, we will reach out to our selected partners directly.