Group Head of Commercial Operations at Rose Avenue Group

Job Responsibilities

Commercial Operating System

Design and coordinate the sales operating model, including sales plays, deal stages, qualification criteria, conversion targets, and the deal review SOP across all five markets.

Manage pricing and packaging architecture across product lines including online, hybrid, placements, success fees, subscription, talent pool access, and workforce services.

Manage commercial infrastructure covering CRM, pipeline tooling, commercial reporting, forecast cadence, and deal economics.

Cross-Sell & Upsell Engine

Design and own the engine that expands wallet share within existing accounts as the organisation's product ladder evolves.

Equip country teams with plays, packaging, pricing, and incentives that Country Managing Directors and country sales teams execute against.

Coordinate pipeline visibility to ensure online customers feed leads into hybrid and placement upsell motions, and placement customers feed into workforce services.

Sales Enablement & Productivity

Own enablement including training, certification, sales materials, and competitive intelligence.

Drive commercial productivity per head by managing and improving close rates, deal cycle time, and pricing realisation.

Set commercial standards including productivity benchmarks, deal hygiene, and pipeline discipline across countries.

Decision Rights

Approve commercial commitments including pricing, packaging, and non-standard deal approvals across markets.

Coordinate cross-country and multi-market accounts where a single customer touches more than one market.

Set deal review and discount approval thresholds within which Country Managing Directors operate.

Cross-Functional Coordination

Partner with Country Managing Directors as system owner enabling in-market execution, running the weekly and monthly commercial cadence.

Coordinate with the Head of Matching on deal feasibility, capacity allocation, and ICP operationalisation into commercial plays.

Partner with the Head of Customer Success on warm-lead handoff, account expansion, and retention-driven revenue.

Collaborate with Marketing on demand generation, lead quality, and conversion optimisation.

Work with Product on commercial integration of new features and pricing model evolution.

Other Requirements

Bachelor's degree required; postgraduate qualification (MBA or equivalent) is an advantage.

Minimum 12 years of experience in Commercial/Revenue Operations, Sales Operations, or commercial leadership.

Track record designing and running a multi-market commercial operating system.

Experience with B2B sales operations in marketplace, recruiting, SaaS, or platform businesses.

Pricing and packaging architecture experience is essential — has designed pricing models, not just executed them.

Experience with workforce services and staffing commercial models is a strong advantage.

Pan-African or multi-country experience is essential.