Shandalf is running this search on behalf of a Munich-based software company. The client is named to candidates at first conversation and is a fast-growing startup. The commercial team is small and is building the revenue engine now, which is why this role exists.
The opportunity
This is the first dedicated Revenue Operations hire. You report to the CRO and own how the revenue engine is designed, measured and run.
There is no forecasting system, no formal books of business and no structured quota methodology in place today.
You will have the CRO's sponsorship, direct access to the CEO and sales leadership, and a mandate to build the operating system that lets this team scale.
What you will do
- Ensure all GTM functions (Marketing, Sales, Customer Success) are working together to scale the company and are unblocked from all processes, systems, and operational challenges
- Build the forecast. Stage definitions, entry and exit criteria, pipeline hygiene, and a weekly cadence to build the predictive motion that we .
- Design quota and capacity. Territory logic, books of business, and a quota methodology that differentiates by segment, product and seniority, replacing the current flat approach.
- Make HubSpot the single source of truth. Bring marketing pipeline and trade fair sourced deals into the system, fix data capture at source, and retire manual entry where you can.
- Own the numbers the leadership team sees. Metric definitions, ownership, dashboards and a reporting rhythm, so that when a number moves the CRO can explain why the same day.
- Support pricing operations. You will bring structure, guardrails and deal desk discipline to how pricing and discounting decisions get made.
- Put AI to work inside GTM. Describe the workflow first, then automate it, keeping humans in the loop. An AI company should run an AI-native revenue engine.
- Partner with CRO and revenue leadership to define and drive regional objectives to success (e.g., territory mapping, long-term account planning) and analyze results for the company by conducting insightful analysis that helps to drive action
What we are looking for
- Five or more years in Revenue Operations, Sales Operations or GTM Operations inside B2B SaaS, with real depth in forecasting and pipeline design.
- Strong hands-on HubSpot skills, including reporting, workflow design and data governance.
- An informed perspective on AI and real examples of how you've put it to work in your workflows or team processes
- Analytical rigour and systems thinking. You can move between a board level narrative and the field definitions that make it true.
- A builder's temperament. Small team, high ownership, limited existing structure, and a lot of scope to shape how this company runs.
- Public sector or regulated market exposure is useful.
- German language skills are required.
Compensation and benefits
EUR 110,000 annual salary. Plus benefits:
- Thirty days of holiday and a permanent contract.
- A personal development budget of EUR 2,000 a year, yours to spend as you choose.
- Flexible hours, hybrid working
- Modern kit, with a MacBook as standard.
- Regular team events and off-sites, a Jobticket and a Wellpass.
- Flat hierarchies and short decision paths in a profitable, fast-growing startup where you can shape how things are built.
The role is based in Munich, working with the commercial team.
Process
The search is run by Shandalf. You first meet Shantanu Shekhar for a screening conversation, including a short operational case discussion. Shortlisted candidates then meet the CRO, followed by a round with GTM leadership, and a final in-office session with the wider team. The first two rounds are held online.
How to apply
Apply through LinkedIn or email shantanu@shandalf.com. Every application is read personally, and you will hear back either way.
