Senior Lead, Sales Operations

We're reinventing payments. In less than four years, Dojo disrupted the market to become the largest and most loved acquirer in the UK. Our payments infrastructure, purpose-built for in-person commerce, is game changing. Now, over 150,000 customers across four countries choose to transact billions with us every year. But we're just getting started. Our people are the driving force behind our success. They are our greatest investment and our ultimate competitive advantage. We hire exceptional people and give them the autonomy, trust, and ownership to thrive. The results take care of themselves. The role... The Senior Lead, Sales Operations will be instrumental in shaping business planning, go-to-market strategies, and operational execution for Dojo's sales teams, with a particular focus on direct sales channels. Responsibilities include partnering with Sales, Partnerships, Marketing, Finance, People, and Product teams to develop aligned plans and targets, manage the operational rhythm to achieve these goals, guide strategic initiatives, and improve processes for scalable revenue growth and operational efficiency. This position is crucial for Dojo to meet its key growth priorities and rapidly scale its revenue operations. Part of the Revenue Strategy & Operations team, the ideal candidate will have a strong insight-led and consultative mindset, experience in working with stakeholders from business and technical backgrounds, the ability to thrive in a dynamic, fast-paced environment delivering against tight deadlines, and a passion for scaling operations. This is a full-time position and could be based in London. What you will do... Support sales leadership in strategic and operational planning, including go-to-market strategies and execution plans, with a particular emphasis on enterprise, mid-market and inside sales. Partner with the Finance team and central Revenue Strategy & Ops team on financial planning and target setting, and with direct sales stakeholders on territory planning, quota setting and target account selection. Develop and implement go-to-market strategies for the direct sales channels, e.g. channel segmentation and operating models, new vertical expansion, org design and optimisation. Facilitate the operational cadence for the UK Direct Sales function (e.g. weekly sales calls) to review progress against targets, key initiatives and help the local teams execute against their plans. Drive key direct sales stakeholder meetings and facilitate alignment on key issues and opportunities. Optimise our sales processes to maximise sales productivity and reduce sales cycle times. Guide/support the delivery of impactful revenue enablement programs with the Revenue Enablement team. Enhance our sales technology stack and drive effective adoption of Salesforce, in partnership with the Enterprise Technology and Enablement teams. Identify, scope and drive critical projects and initiatives, partnering with cross-functional teams across the organisation. Provide business insights expertise to help drive initiatives critical to ongoing growth. Develop strong collaborative relationships with key stakeholders across the company and represent the local markets with cross-functional teams. Drive operational excellence through identification and execution of opportunity areas that create efficiency, remove obstacles, or create improved processes and approaches to the business. What You Will Bring... Bachelor degree in business, finance, engineering or a related quantitative field. MBA a plus. Extensive experience in strategic planning, business operations, sales operations or revenue operations in a fast-growing fintech, SaaS or B2B technology company. Payments industry experience is a plus. Strong understanding of B2B sales operations, including sales strategies, processes and key revenue drivers across multiple channels (e.g. direct sales, partnerships, marketing). Experience in scaling sales channels and operations, including building foundational capabilities for new channels. Distinctive problem solving and analysis skills, ability to solve complex and diverse business problems (commercial, operational, organisational), and to drive projects from strategy to execution. Able to develop or oversee advanced quantitative analysis and derive actionable insights. Strong direction, influence and execution at all cross-functional levels of an organisation. Results and detail-oriented, with strong commercial/business acumen. Excellent written and verbal communication skills. Advanced proficiency in Excel, Google Suite, Salesforce and business intelligence tools. Dojo home and away We believe our best work happens when we collaborate in-person. These "together days" foster communication, drive innovation and spark our brightest ideas. That's why we have an office-first culture. This means working from the office 4+ days per week. With offices across Europe, we know a thing or two about staying dynamic. Need deep focus? Head to a quiet zone. Big ideas? Collaboration spaces have you covered. Just here for a catch-up? Our social hubs make it easy. Do work that counts, in spaces made for you. Question: what's curious, relentless, and customer obsessed? If you're keen to know the answer, you're a third of the way to meeting our Dojo values. If the following speak to you, let's talk: You're curious. You have a real desire to learn and create. You're relentless. You keep going even when it's easier not to. You're customer-obsessed. You know how important customers are to what you do. Diversity, equity, and inclusion at Dojo From local bakeries to well-known eateries, Dojo payments serve over 150,000 places across the UK. And something that's fundamental to creating relevant, innovative products at Dojo is to build teams to reflect the diversity of the businesses we serve. Our drive to improve diversity, equity, and inclusion is closely linked to helping employees thrive and innovating for better customer experiences. If you care about your work, you're curious, and you think customer-first, you have a place at Dojo. To make sure you're the best you can be throughout the recruitment process, let us know if you need any extra adjustments to help you thrive. Visit dojo.careers to find out more about our benefits and what it's like to work at Dojo, or check out our LinkedIn and Instagram pages. #LI-Hybrid