What is the Head of Revenue Operations (HORO)?
According to LinkedIn’s latest job data, the fastest-growing position in the United States is Head of Revenue Operations, aka Head of RevOps, Director of Revenue Operations, or HORO for short (we hope that last one catches on). What does a Head of Revenue Operations do, and why do so many companies need one so badly? We share this and more below.
But first, it’s important to understand what “revenue operations” is, and why this buzzword is now spawning an entire department in many organizations. Revenue Operations (RevOps) is a cross-functional approach to aligning and optimizing sales, marketing, and customer success teams to drive revenue growth.
The goal of RevOps is to streamline and coordinate processes, technology, and data across the entire revenue generation process, from attracting prospects to retaining customers. This approach helps organizations to improve the customer experience, increase efficiency, and make data-driven decisions to achieve revenue targets.
But now, back to the Head of Revenue Operations and where this title came from. The fast-growing, competitive nature of the SaaS industry has created an environment where new titles are needed to accommodate for completely new positions. What’s more, (slightly) different titles – à la Sales Development Rep vs. Business Development Rep – are created to sound more relevant, modern, and in line with company values and culture.
If you’re new to all this sales jargon, look no further! We’ve got you covered. Keep reading to find out exactly what the Head of RevOps does, average salary for HOROs, career outlook, and available HORO jobs.
Head of RevOps (HORO) Full Form
Specifically in sales, the acronym HORO generally stands for Head of Revenue Operations. HOROs lead the overall direction and strategy for the company’s sales, marketing, and customer service teams, align processes to meet and exceed KPIs, and manage people and teams to help them collaborate and perform their best.
Head of Revenue Operations Job Description
Senior sales management has the responsibility of leading sales and new business growth for the entire organization. Their roles are directly tied to revenue and managing many people, and therefore come with a lot of challenges and opportunities.
The head of revenue sets the overall direction and strategy for the company’s sales team, by aligning sales, marketing, and customer support processes to meet and exceed KPIs, and managing people and teams to help them perform their best. Heads of RevOps aren’t necessarily taking sales calls or closing deals, but rather supporting and directing the sales engine within their company.
HOROs may also act as thought leaders within the sales industry, specifically within the intersection of sales and their company’s industry. Responsibilities may include speaking engagements, participating in conference panel discussions, and sharing insights via webinars and podcasts. During these presentations, senior sales executives also share and represent their companies.
Head of Revenue Operations Salary
The average head of revenue operations salary in the United States is $225,000 annually, a portion of which may be commission or bonus-based (source: Indeed).
Head of RevOps Career Outlook
With the abundance of automation, software, and online marketing tools available on the market today, it may be worth wondering if sales positions will still be growing in a few years.
If you’re looking to grow your career in the sales industry, don’t worry – as the market outlook for revenue operations is positive! According to LinkedIn’s 2023 jobs report, Head of Revenue Operations is the fastest-growing position in the US.
Head of Revenue Operations Jobs
Looking for available Head of RevOps jobs? Here are a few resources to help your search:
Which sales role is right for me?
The right sales role for you depends on your experience and expertise, but sales can be a good industry to get your start if you are entering the job market for the first time!
Some key characteristics of great sales and customer support professionals include:
- Excellent interpersonal skills
- Great communicators
- Passion for what they are selling
- Willingness to roll up their sleeves and get the job done
- No fear calling and following-up with potential clients
- Positive attitude
- Creative and passionate about helping others
- Ability to multi-task across different platforms and forms of communication
- Ability to work well under pressure and with a team
Does this sound like you? Kixie is hiring, and we’d love to hear from you! We are looking for jovial, hard-working colleagues to share our journey as we change the landscape of business telephony.
