Revenue Operations Lead

About fonio We grew from $1M to $10M ARR in under 12 months and now serve 10,000+ customers. Fonio is Europe’s market leader for AI phone agents for SMBs. Now we’re expanding globally and into new products. We move fast, take ownership, give direct feedback, and avoid politics and unnecessary meetings. Join one of Europe’s fastest-growing companies . Your Role As Revenue Operations Lead, you’re the analytical engine behind our revenue organization — and the closest thing our CCO has to a co-pilot. You’ve done this before at a B2B SaaS scaleup. You know what happens to funnel definitions, forecasts, and reporting when a company multiplies revenue in a year — and you know how to keep the numbers true while everything around them changes. That’s exactly the situation here. This is not a back-office function. You work directly with the CCO, you own the numbers behind every major GTM decision — channel mix, market expansion, headcount, pricing — and you’re expected to bring a view, not just a dashboard. When we ask “is France working?”, “where does our funnel leak?”, or “which partner actually drives revenue?” — you don’t guess. You know, and you already have a recommendation. If you want to run analyses in peace, two layers away from the decisions, this is the wrong job. If you want your numbers to set the agenda in the room where decisions are made, it’s the right one. What You’ll Do Revenue performance: Own revenue performance across all channels and every funnel stage — direct sales, partnerships, self-serve, from first touch to closed-won and expansion. You define what we measure, how stages and pipelines work, and what “good” looks like. A dedicated ops team executes the changes in HubSpot — your time goes into analysis and decisions, not building workflows. Headcount & revenue planning: Partner with the CCO on revenue and headcount planning — capacity models, ramp curves, quota coverage, and per-market hiring needs. When we decide how many reps a market gets next quarter, your model is the starting point. Reporting & forecasting: Build and run the dashboards leadership actually uses — MRR, conversion rates per stage and rep, pipeline coverage, forecasts. Turn “we feel behind” into “here’s exactly what changed and why.” International performance: Own the numbers for our expansion markets end-to-end. Track direct-sales performance per market and per rep, spot what’s working in one country and roll it out to the next. Partnership performance: Build the reporting and operating cadence for our reseller and partner business — partner-sourced pipeline, activation, revenue attribution — and work directly with our Partnership team to double down on what performs. AI-first operations: We don’t scale RevOps with headcount, we scale it with agents. You’ll build and run AI-powered reporting and analysis workflows (Claude, MCP integrations, automation) so a lean team operates like a big one. GTM experiments: Partner with the CCO and country leads on pricing, comp, territory, and funnel experiments — and be the one who tells us, fast, whether they worked. What you bring 3+ years in Revenue Operations, Sales Operations, or a data-heavy GTM role in B2B SaaS — ideally through a scaleup phase where revenue multiplied fast and you kept the numbers true while everything changed. High-velocity SMB motion strongly preferred. Deep CRM understanding (HubSpot ideally) — you’ve built reports, workflows, and data models hands-on before, so you can spec exactly what our ops team should build and challenge it when it’s wrong. You direct execution; you don’t sit in the ticket queue. Strong analytical backbone: you’re fluent in funnel metrics, cohort thinking, and forecasting, and you communicate numbers so clearly that decisions follow. Genuine excitement for AI tooling — you already use LLMs and automation in your daily work and want to push that much further. Experience with international or multi-market GTM setups is a big plus; partnership/channel experience even more so. Fluent English; German is a plus. You run your area like it’s your company. What you get €75.000–€110.000 depending on experience Equity - you build it, you should own a piece of it Direct collaboration with the CCO and both founders A seat at the table for every major GTM decision - your numbers set the agenda Modern high-end equipment, central office in Vienna’s 7th district with a big roof terrace, relocation support if you’re not based here Hiring Process 15 min intro call 45 min skills interview Culture call with our founders