Revenue Operations Head - São Paulo (Hybrid) at Clara

Ready to accelerate your career? Clara is the fastest-growing company in Latin America. We've built the leading solution for companies to make and manage all their payments. We already help over 20,000 large and growing businesses operate with agility and financial clarity through locally issued corporate cards, bill pay, financing, and a powerful B2B platform built for scale. Clara is backed by some of the most successful investors in the world, including top regional VCs like monashees, Kaszek, and Canary, and leading global funds like Notable Capital, Coatue, DST Global Partners, ICONIQ Growth, General Catalyst, Citi Ventures, SV Angel, Citius, Endeavor Catalyst, and Goldman Sachs - in addition to dozens of angel investors and local family offices. We’re building the financial infrastructure that powers high-performing organizations across the region. We invite you to join us if you want to be part of a fast-paced environment that will accelerate your career and support you to do some of the best work of your life alongside a passionate and committed team distributed across the Americas. What you'll do We're looking for a Head of Revenue Operations to serve as the strategic architect of Clara’s revenue engine. This is a high-impact leadership role designed for a systems thinker who can align our entire go-to-market (GTM) motion. You will be responsible for building the operational foundation that allows Sales, Marketing, and Customer Success to scale efficiently, ensuring that every dollar of investment translates into sustainable growth. Your primary responsibilities will include: • Strategic GTM Leadership: Act as a strategic partner to commercial leaders to design and execute the GTM roadmap. You will translate long-term business goals into actionable operational workstreams, ensuring alignment across the entire customer lifecycle. • Advanced Data & BI Architecture: Ownership of the end-to-end revenue data strategy. You will develop sophisticated modeling for TPV (Total Payment Volume), ARR, and Net Revenue Retention (NRR) to provide leadership with actionable insights and defensible forecasts. • Full-Funnel Process Optimization: Architect and continuously refine the "Clara Operating System." This involves mapping the buyer’s journey to identify bottlenecks, automating manual handoffs between teams, and standardizing global processes for multi-market scalability. • Revenue Tech Stack Management: Lead the strategy for our commercial technology. You will oversee the administration and integration of Hubspot, ensuring it talks seamlessly to our data warehouse and communication tools like Slack and Google Drive, while evaluating new tools (build vs. buy) through a strict ROI lens. • Strategic Planning & Incentives: Lead complex territory mapping and quota-setting exercises. You will design and manage performance-based compensation frameworks that incentivize the right behaviors—focusing on high-quality acquisition and long-term account expansion. • Commercial Enablement & Performance: Build the infrastructure for high performance. This includes creating data-driven playbooks, optimizing the tech-enabled onboarding process for new reps, and developing "early warning systems" to manage churn and expansion opportunities. • AI & Automation Fluency: Build and scale automated workflows (lead scoring, forecasting, churn alerts) using AI as a core lever for operational efficiency. Who you are “We’re looking for someone who meets the minimum requirements to be considered for the role. The preferred qualifications are a bonus, not a requirement.” Must haves • 8+ years of experience in Revenue Operations, Sales Operations, or related commercial operations roles. • 3+ years in a senior leadership or director-level role with holistic ownership across Marketing, Sales, and Success. • Deep expertise in Hubspot, including complex workflow automation and data architecture. • Proven experience building and scaling GTM processes in high-growth B2B SaaS or Fintech environments. • Strong financial acumen; ability to bridge the gap between commercial activities and P&L impact. • Excellent communication skills, with a track record of influencing decisions through data-driven storytelling. • Adaptability to fast-changing environments and a high ownership mentality. • Hands-on fluency with AI tools applied to revenue functions: process automation, predictive analytics, and insight generation from CRM and BI platforms. Nice to haves • Experience with Metabase, Databricks, N8N, Claude for advanced data workflows and automation. • Experience managing operations across multiple Latin American markets (Mexico, Colombia, Brazil). • Independent analytical skills using SQL or Python. • A good sense of humor. Why join Clara At Clara, you’ll have the autonomy, speed, and support to make meaningful impact — not just on your team, but on how organizations are run across Latin America. Who we are • We’re the leading B2B fintech for spend management in Latin America. • Certified as one of the world's fastest-growing companies, a Great Place to Work, and a LinkedIn Top Startup. • Passionate about making Latin America more prosperous and competitive. • Constantly innovating to build financial infrastructure that enables each of our customers to thrive. • Product-led, high-talent-density culture — designed for builders who raise the bar. • Proud of our open, inclusive, and values-driven environment. What we believe in • #Clarity. We say things clearly, directly, and proactively. • #Simplicity. We reduce noise to focus on what really matters. • #Ownership. We take responsibility and never wait to be told. • #Pride. We build products and experiences we’re proud of. • #Always Be Changing (ABC). We grow through feedback, risk-taking, and action. • #Inclusivity. Every voice counts. Everyone contributes to our mission. What we offer • Competitive salary and stock options (ESOP) from day one • Multicultural team with daily exposure to Portuguese, Spanish, and English (our corporate language) • Annual learning budget and internal accelerated development paths • High-ownership environment: we move fast, learn fast, and raise the bar — together • Smart, ambitious teammates — low ego, high impact • Flexible vacation and hybrid work model focused on results If you’re ready for growth, ownership, and impact — apply now and help us redefine B2B finance in Latin America. Clara’s Hybrid Policy Claridians in a hybrid mode split their time between working from the office, talking to or visiting customers, or working from home. This hits a balance between bringing people together for in-person collaboration and learning from each other, while supporting flexibility about how to do this in a way that makes sense for each individual and team. We don't enforce a minimum number of days for most roles, but you're expected to spend time at the office organically, and be at the office most days during your ramp-up or when required by your leader.