Head of GTM & Revenue Operations

THE CARWOW GROUP

Carwow Group is driven by a passion for getting people into cars. But not just any car, the right car. That’s why we are building the go-to destination for car-changing, whether you are looking to buy, sell or lease. Designed to reach drivers everywhere with our trail-blazing portfolio of personality rich automotive brands; Carwow, Auto Express, evo, Driving Electric and Car Buyer.

What started as a simple reviews site, is now one of the largest online car-changing destinations in Europe. Last year alone we grew over 50% with nearly £3bn worth of cars bought on site, while £1.8bn of cars were listed for sale through our Sell My Car service. Over 10m customers have used Carwow to help them buy and sell cars since its inception.

In 2024 we went big and acquired Autovia, doubling our audience overnight. Together we now have one of the biggest YouTube channels in the world with over 1.1 billion annual views, sell 1.2 million print copies of our magazines and have an annual web content reach over 350million.

WHY JOIN US?

We are winners of the prestigious Culture 100 award that recognises the most loved and happiest tech companies to work for! We have just raised $52m in funding led by global venture capital firm Bessemer Venture Partners (an early backer of LinkedIn and Shopify) to accelerate our growth plans!

As pioneers, we’re always driving for new territory and positive change, so our work as a group is never done. Where others see difficulty, it’s our responsibility to see possibility – building new experiences, launching new titles and listening to drivers.

Being a part of Carwow Group means championing drivers and the automotive industry, acting as a disrupter and never being afraid to fail (but learning fast when we do!).

Our team of 600 employees across the UK, Germany, Spain and Portugal are revolutionising car-changing and we are fast expanding our mission across every single brand and country we operate in, so jump in!

THE ROLE

Carwow has just brought its Sell My Car and Get Your Car commercial teams together into one team serving one dealer network. Those dealers buy cars from drivers through Sell My Car and sell cars to drivers through Get Your Car. As Head of GTM & Revenue Operations, you'll design how that team runs: the process, the tooling, the analytics and forecast the business trades on, and the automation that takes the admin away from the day-to-day. The commercial number here depends on how dealers behave on our marketplace each day as much as on the sales pipeline, so this is RevOps with more moving parts than most, and a rare chance to build it from close to the ground up.

The commercial team is around 60 people today, working alongside around 100 in operations, and we plan to scale our commercial operation significantly next year. You'll start with a small team and a clear mandate to build the function the business needs, making the case for investment with the VP's support. There's real room to grow, for the team and for you.

You report to the VP, Marketplace Operations, and you're accountable for the commercial forecast, the sales process and the Salesforce roadmap. The commercial teams own the selling and the relationships and the tech org builds and runs the platform; you work closely with all of them. After a year, success looks like a forecast the business trusts and trades on, one Salesforce and one process across both products, and a clear read of where deals are lost so enablement aims at the right things.

WHAT YOU’LL DO

Working with the commercial organisation, sales leadership, workforce management, the trading leads and the central analytics and data teams, you will:

• Design the operating model: one go-to-market process, pipeline and dealer view across Sell My Car and Get Your Car, with the capacity and headcount plan to match, built with Workforce Management.

• Shape targets, comp and territories: design them with commercial leadership so each person's number ties to the business outcome.

• Own the forecast: build a forward-looking commercial forecast on marketplace and pipeline drivers that feeds trading, reconciles to Finance, and gives leadership a clear weekly view of where the number is heading.

• Own the Salesforce roadmap: one platform for the whole commercial team, with the workflows, sales-engagement tooling and dashboards people actually use, delivered with the tech org.

• Build in AI and automation from the start: take manual work out of forecasting, reporting and the commercial teams' day, so they spend their time with dealers.

• Find where performance is lost: use the data to diagnose where reps and teams fall short, from ramp time to call quality to lost deals, agree with sales leadership where training should focus, and measure whether it worked.

• Build the team and run change: hire and shape the function, and run the commercial PMO so cross-functional programmes land on time with clear owners.

• WHAT YOU’LL NEED

• Please note: We know that no candidate will be a perfect match for everything here, so please apply if you're close to the brief. If you meet most of the essentials, we'd like to hear from you.

The essentials:

• You've led a revenue-operations, commercial-operations or GTM-operations team in a marketplace, growth or B2B sales business

• You've built a forecast that leadership relied on, and you can explain what drove it when it missed

• You know Salesforce well as a system of record: you can shape the data model and process, and work with a platform team to deliver it

• You've designed targets, comp, territories and capacity plans that tie to business outcomes

• You've grown a team from a small base, hired well and set a clear bar

How you'll work (we'll explore these in interview):

• Credible with senior people: you make a well-evidenced case, hold it under challenge, and raise the hard truth early

• Fluent with AI: you use it to work faster and help a team adopt it

Nice to have:

• Marketplace, two-sided platform or automotive experience

• Hands-on Salesforce admin or certification, SQL, and sales-engagement tooling such as Groove or Outreach

• INTERVIEW PROCESS

• Phone screen with a member of the Talent Team

• First round interview with the hiring manager focussed on prior experience

• Second round made up of a case study presentation on a revenue-operations problem (we'll send the brief in advance and give you time to prepare)

• Situational/company values interview with senior members of the leadership team

• Final round interview with a member of the Exec team

• We want everyone to do their best thinking, so if you'd like any adjustments to the process, just let us know.

• WHAT’S IN IT FOR YOU

• Hybrid working: 3 days a week in the office, 2 remote

• Competitive salary

• Matched pension contributions

• Matched pension contributions for a peaceful retirement

• Share options - when we thrive, so do you!

• Vitality Private Healthcare, for peace of mind, plus eyecare vouchers

• Life Assurance for (even more) peace of mind

• Monthly coaching sessions with Spill - our mental wellbeing partner

• 28 days annual leave plus bank holidays, rising to 30 days after 3 years and 35 after 10 years, with the option to buy 3 additional days

• 1 day of leave for your wedding, and 1 day when you move house

• Work from abroad for a month

• Inclusive parental, partner and shared parental leave, plus fertility treatment and pregnancy loss support

• Bubble childcare support and discounted nanny fees

• Up to £500/€550 home office allowance

• Learning and development budget

• Regular team and company social events

• Refer-a-friend bonus scheme

• Diversity and inclusion is an integral part of our culture. We know that diverse teams are strong teams, so we welcome those with alternative identities, backgrounds, and experiences to apply for this position. We make recruiting decisions based on experience, skills and potential, so all our applicants are treated fairly and equally.