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13 days ago
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Requirements and responsibilities
Who we are Busbud is the world’s leading platform for intercity ground travel. Our consumer marketplace connects travelers to 3,900+ bus, train, ferry, and shuttle operators across 80+ countries and 2,300,000+ routes, while our Busbud Business Suite (including Ratality) powers the technology and commercial operations of 350+ ground travel partners worldwide. We’re building a more connected world by making ground travel as easy to discover, book, and operate as flights are today.The role The Director of Revenue Operations role is to architect and operate the systems, processes, and analytics that drive predictable, scalable revenue growth across Busbud’s entire business, including our consumer marketplace, ecommerce suite, IMS/SaaS platform, and distribution channel. This role ensures every revenue team—Sales, Marketing, Customer Success, Product, Engineering, and Finance, operates from one source of truth and rows in the same direction toward our growth objectives.This is a unique opportunity to take Revenue Operations at Busbud to the next level. Over the last year, we have invested significantly in building the foundations of our revenue engine, including the rollout of HubSpot. The successful candidate will build on this foundation, defining the long-term vision for Revenue Operations, scaling systems and processes globally, and establishing RevOps as a strategic function that supports Busbud’s next phase of growth.This role is a strategic, hands-on leader who owns the end-to-end revenue engine at Busbud, from lead generation and carrier acquisition through onboarding, activation, and retention. They will provide day-to-day direction on process, pipeline discipline, forecasting, planning, and execution, while coordinating stakeholders across the full customer journey. They will lead GTM process design and oversee systems, data, and analytics that support decision-making across the business, contributing to pricing strategy, territory and incentive design, and the operational cadences that keep commercial teams aligned and accountable. They will build and grow a high-performing Revenue Operations function and serve as a trusted partner to leaders across the organization, helping Busbud grow profitably across every business line and geography.What you'll be doing Revenue Strategy & Planning: Partner with the VP Growth and GTM leaders to translate Busbud’s growth strategy into an annual revenue operating plan covering the B2C marketplace, the Busbud Business Suite (B2B SaaS), and emerging multi-modal lines (rail, ferry, etc.).Forecasting, Reporting & Analytics: Own bookings, GMV, take-rate, ARR and pipeline forecasting for new sales opportunities across all business lines. Maintain a single source of truth for revenue data, define KPI taxonomies, enforce data quality standards, build executive dashboards and predictive models that keep forecasting variance below 10%, surface risks early, and democratize self-serve reporting across GTM teams. Identify opportunities for sales team focus, both in existing customer upsell campaigns and market share capture campaigns.CRM Ownership: Own CRM strategy and administration, including the design and build of scalable workflows, automation, integrations, and reporting. GTM Process Design: Design and operate the end-to-end revenue funnel, from carrier acquisition and partner onboarding through operator retention and expansion, standardizing stages, definitions, and handoffs across Sales, Marketing, Customer Success, Product, Engineering and Finance.Revenue Tech Stack: Own the RevOps technology stack across CRM, BI, marketing automation, sales engagement, and project management, including integrations (e.g. with finance ERP, back-office systems, etc.). Drive system integration and adoption with a focus on consolidation, data quality and enabling GTM teams to operate efficiently without adding complexity. Pricing & Commercial Policy: Work with Sales, Product and Finance to define and enforce pricing strategy across all business lines.Territory, Quota & Incentives: Design carrier/partner segmentation, territory coverage, quota-setting, and incentive plans that align sales team behaviour with company growth priorities across geographies.Cross-Functional Alignment: Act as the connective tissue between Sales, Marketing, Customer Success, Product, Engineering and Finance, driving alignment on goals, metrics, and execution cadences (QBRs, pipeline reviews, forecast calls).Revenue Operations Leadership: Define and execute the roadmap for Revenue Operations at Busbud. Establish best practices, drive adoption across teams, and progressively scale the function, team, and operating model to support a growing global organization.Operational Rigor & Change Management: Drive continuous improvement of GTM processes, lead change management for new systems and motions, and ensure scalable, auditable operations as Busbud expands globally.Who you are Deep expertise in Revenue Operations, Sales Operations, or GTM Strategy across multiple revenue models (marketplace supply, B2B products (IMS and ecommerce), distribution and partnership opportunities).Advanced analytical skills: leverages AI tools to accelerate forecasting, surface insights, automate workflows, and scale reporting without proportional headcount growth. Comfortable building financial and pipeline models, and translating data into actionable narratives for executive audiences.Proven ability to design and scale GTM processes (lead-to-cash, partner onboarding, renewals, retention, forecasting) including hands-on experience owning CRM architecture, workflow automation and data quality governance.Strong commercial instincts: understands unit economics, take rate, LTV/CAC, ARR, NRR, and how operational levers move them.Exceptional leadership and communication skills: experienced influencing senior stakeholders, managing high-performing teams in a remote distributed setting, and comfortable operating with ambiguity, prioritizing ruthlessly, and balancing strategic thinking with hands-on execution.Experience 8+ years of progressive experience in Revenue Operations, Sales Operations, Strategy & Operations, or GTM FinanceTrack record operating in marketplace, travel, mobility, or B2B SaaS businesses.Experience scaling RevOps through periods of rapid growth, international expansion, or M&A integration is highly valued.Proven experience owning and evolving a modern revenue tech stack: HubSpot or other CRMs, marketing automation, sales engagement, BI (Looker, Tableau, or equivalent), and other system integrations.Fully remote work experience across multiple time zones, as well as Spanish and/or Portuguese fluency is an asset.What’s in it for you Impact: Tackle meaningful, high-impact challenges daily, with a great group of peers, from scaling systems & teams and launching new products to solving complex problems that shape the future of our organization & industry.Influence at scale: Play a key leadership role at a company undergoing rapid growth and global expansion.Equity upside: A chance to share in the value you help create through our stock option plan.Remote-first culture: A collaborative, inclusive culture built for distributed teams.Flexible work model: Manage your schedule in a way that supports high performance and personal balance.Health benefits: Comprehensive medical, dental, and vision coverage.Wellness fund: Annual allowance to support your physical, mental, and emotional well-being.Learning & development: Ongoing opportunities for coaching, training, and professional growth.Busbud is committed to equal employment opportunities for all employees and providing a work environment free from discrimination and harassment. All employment decisions at Busbud are based on business needs, job requirements, and individual qualifications, without regard to race, color, religion or belief, national origin, gender, age, disability, sexual orientation, gender identity, marital status, or any other status protected by applicable laws.
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