Head of Revenue Operations

About BHIVE Group: BHIVE Group is a Bengaluru-headquartered real estate and workspace company, with a vision to help people live a better quality of life and a mission to become one of India’s most loved and admired real estate companies by 2033.

Its flagship business, BHIVE Workspace, launched in 2014 and is one of India’s leading flexible workspace providers. It offers managed offices, coworking, on-demand and virtual offices, meeting spaces, food and beverage and other workplace services to more than 1,000 clients, from startups to global enterprises.

• 30+ centres across Bengaluru and Mumbai, with over 2 million sq ft of workspace and around 42,500 seats.
• Expanding rapidly, with four large new campuses in Bengaluru, including Hebbal and Bellandur, and premium campus formats such as BHIVE Platinum Plus.

About the Role: We are looking for a Head – Revenue Operations to own the efficiency of how BHIVE sells, contracts, serves and renews clients across every revenue line. This is a high-impact leadership role that shapes how a growing, IPO-bound company runs its revenue engine.

You will be accountable for sales and customer management efficiency across the organisation: how well we sell, how well we deliver what we sold, and how well we serve and retain clients. You will lead the revenue operations team and work as a peer to business and sales leaders, driving outcomes through data, process design, systems and cross-functional influence rather than direct reporting lines.

Key Responsibilities:

1. Cross-business revenue mandate:

• Drive funnel, process and data efficiency across all revenue lines, including managed office, coworking, on-demand workspace, F&B, outbound sales, pre-sales and other monetization.
• Run the weekly revenue review and pipeline forecast with the leadership team.
• Partner with the leaders of each revenue line to put shared processes, systems and data in place, while the business strategy and teams stay with those leaders.
• Ensure customer success and account management delivery is efficient and measurable.
• Partner with Finance to improve collection efficiency upstream, through contracts, billing and early warnings.

2. Revenue lifecycle: process, SLAs and metrics:

Own the process, SLAs and metrics across the full client lifecycle, from first enquiry to renewal, and make sure they are followed.

• Lead capture and source accuracy: every lead captured in the CRM, with the correct source recorded and kept accurate.
• Qualification and routing: pre-sales qualification and routing to the right sales team, with tracked turnaround times.
• Site visits: every visitor registered and every visit linked to a deal in the CRM before it happens.
• Proposals, pricing and approvals: discount and pricing approval workflows followed, with exceptions visible.
• Contracting: consistent use of the contracting system, fast turnaround and protection of standard terms.
• Handover and move-in: a clean handover from sales to operations and projects, so we deliver what was sold.
• Billing and collections: correct billing from day one, timely collection of security deposits, and early flags on overdue accounts.
• Account management and customer success: set, measure and enforce standards for client meeting cadence, response times, ticket resolution and client communication.
• Renewals, rebalancing and expansion: visibility of renewals well ahead of expiry, clear ownership and a tracked process for each, and root-cause analysis of churn translated into action with the business teams.

3. Revenue governance:

• Own deal attribution rules across direct, broker, channel-partner and referral sources.
• Own broker onboarding and the validation of brokerage payouts before payment.
• Ensure accurate sales incentive calculations.
• Maintain clean, trusted revenue data and strong controls across the lifecycle.

4. Systems, data and reporting:

Own how our revenue systems are used and how they talk to each other, with the goal of one trusted source of truth for pipeline, bookings, occupancy and revenue. Judge what the tools should do, not just report from them.

5. Leading the revenue operations team:

• Lead, build and develop the revenue operations team.
• Set team priorities, ways of working and quality standards.
• Build the capability to scale revenue operations as the business grows.

Who You Are:

• Experience: you bring 10–15 years of experience, with senior leadership in revenue operations, sales operations or business operations.
• Background: you come from B2B businesses with recurring revenue and a long client lifecycle, such as flexible workspace, commercial real estate, hospitality or SaaS.
• Systems depth: you are hands-on with a CRM (HubSpot preferred), and comfortable with data warehouses, integrations and dashboards.
• Track record: you have built and fixed processes end to end, with measurable results to show, not just reports.
• Influence: you drive change in teams you do not manage, and hold people to standards without needing authority over them.
• Seniority: you work as a peer with senior business and sales leaders.
• Education: you have an MBA (preferred); an engineering or analytical background is a plus.

Collaboration and communication: Proactive monitoring and collaboration with team members and internal departments are necessary to guarantee seamless operations at the centre.

How the role Interact with other teams or Individuals: Ensure effective communication and coordination between different cross functional teams to align the revenue function with overall business goals.