Carwow · London
Director, 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 ...
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
This is a director role running the operating engine behind our commercial teams. Carwow sells cars in two ways: Sell My Car,
where drivers sell their car to dealers, and Get Your Car, where they buy or lease their next one. As Director, GTM & Revenue
Operations you own the operating model those commercial teams run on: the go-to-market process, the enablement and quality that
get people productive, the systems they work in (Salesforce and the wider commercial tech stack), the analytics that forecast the
commercial number, and the programme management that lands cross-functional change. The function covers five areas: GTM
Operations, Sales Enablement, Tooling & Platform, Rev-Ops Analytics and Program Management. You report to the VP, Marketplace
Operations and sit close to both the numbers and the commercial teams you serve. You make the commercial motion work; the
commercial teams own the selling and the relationships.
This is a builder's role as much as a running one. You inherit a team of three (programme management, sales enablement and
platform) and a clear mandate to grow the function to what the business needs. Shaping and hiring that team, and making the case
for it, is central to the job. The commercial org has recently brought its Sell My Car and Get Your Car teams into a single
account-management function serving one dealer network, so you'll run one operating model across both products (a unified
Salesforce, aligned targets and comp, consistent enablement and quality) and get the last of that integration to steady state. The
function has already moved real numbers here, reworking the sales process, standing up sales-engagement tooling and sharpening
enablement, and your job is to take that further.
You own the operating model, process, enablement, the systems requirement and the forecast. The commercial organisation owns the
relationships, the selling and delivery against the number. You design the targets, compensation and territory structures with
commercial leadership and you shape decisions through the strength of the operating case. In your first year, success looks like a
forecast that's trusted and accurate, new hires productive faster, a consistent quality bar across the combined team, and the
platform and process the org runs on every day.
WHAT YOU’LL DO
You will own the commercial operating model and the team that runs it, working hand in glove with the commercial organisation,
Workforce Management, the trading leads, and the analytics and data teams that support the whole function.
- Own GTM operations: define the go-to-market playbook, pipeline and commercial process across both marketplaces, and, with
commercial leadership, design the targets, compensation and territory / account structures that tie individual attainment to
the business outcome. Own capacity and headcount planning with Workforce Management.
- Own sales enablement and quality: build the onboarding and ramp-to-productivity structures, a standard readiness sign-off,
org-wide QA and calibration, and ongoing L&D for both individual contributors and leaders, so new hires get productive faster
and quality holds across the organisation.
- Own the requirements for the commercial systems and tooling: direct Salesforce as the commercial system of record, owning the
process and workflow design, prioritisation and the roadmap to bring the whole commercial org onto one platform, plus the
sales-engagement and automation tooling (e.g. Groove), AI-assisted workflows and the performance dashboards the teams run on.
You own the requirement and how the commercial org runs on the platform; the platform itself, its build and administration,
sits with the tech org, who you partner with and direct.
- Own revenue-operations analytics and forecasting: produce a forward-looking commercial forecast that feeds trading and
reconciles to Finance's P&L view, own the operational reporting that diagnoses what the volume and operational teams are
driving into the number, and provide the evidence base behind comp and performance decisions. You own the operational read and
set the requirement; you partner with Finance and the central analytics and data teams, who own the build.
- Own program management: run the commercial PMO, from end-to-end discovery and sizing of new initiatives through governance
(charters, RACI, risk and impact), so cross-functional commercial programmes land on time with clear ownership.
- Build the function: shape and hire the team the function needs across the five areas, from a starting base of three, and make
the case for the investment. Run the combined Sell My Car and Get Your Car commercial operation as one, a single dealer view,
one operating model, and consistent process across both products.
- Get more out of the team with AI and automation: mature how the commercial org operates with AI-first tooling and automation,
so manual workflows disappear and the org gets the answer without a person in the loop.
- Feed the operating rhythm: own the commercial-motion input into the weekly operating cadence and the read up to Finance,
trading and the CEO, with a clean, leadership-ready view of where the pipeline sits and where it is heading.
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:
- A track record of leading a revenue-operations, commercial-operations or GTM-operations function at scale, in a marketplace,
growth or B2B sales context
- Breadth across the operating model: you've owned, or closely partnered on, most of GTM process, enablement, commercial systems
and analytics, and you understand how they fit together
- Strong CRM fluency with Salesforce as a system of record: you can set the requirements, shape the data model and process, and
direct a platform team, not just keep it clean
Commercial process and incentive design: targets, compensation, territory and capacity planning tied to business outcomes
A people leader and builder: you've grown a multi-disciplinary team from a small base, hired well, and set a clear bar
Analytical and data-fluent: comfortable in a forecast and a pipeline model, and drawing honest conclusions from the numbers
How you'll work (we'll explore these in interview):
Fluent and curious with AI: you use it to work faster and help a team adopt it
Comfortable running a cross-functional PMO, with charters, RACI and clear risk management
- Credible with senior stakeholders: you make a well-evidenced case and hold it under challenge, and you influence across teams
you don't own
Self-directed: you turn an ambiguous problem into a plan, with a bias for action
Intellectually honest: you surface the hard truth early rather than the comfortable answer late
Nice to have:
- Hands-on Salesforce administration or architecture (certification a plus), CPQ, and sales-engagement / revenue-intelligence
tooling (e.g. Groove, Outreach)
SQL / data warehouse fluency
Marketplace, two-sided platform or automotive experience
Process-improvement or operational-excellence training (e.g. Lean Six Sigma), especially paired with a commercial background
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.
#LI-RV1
Role
Director, GTM & Revenue Operations
Location
Published
July 21
Deadline
August 21
Source