Principal Consultant / Revenue Architect (GTM Architecture & RevOps) - Australia

Principal Consultant / Revenue Architect (GTM Architecture & RevOps)

Location: Australia (Sydney / Melbourne / Remote Australia)

Working Hours: APAC Time Zone Alignment

Employment Type: Full-Time (Employed via Employer of Record / EOR framework)

Company Overview

Our client is a leading US-based RevOps and Go-To-Market (GTM) AI consultancy and Diamond-tier CRM partner working exclusively with Private Equity (PE) firms and their growth-stage portfolio companies. The practice is expanding into the APAC region, starting with a key technology software account in East Asia. We are looking for a top-tier Principal Consultant / Revenue Architect in Australia to drive client strategy, revenue architecture, and GTM transformation.

Role Description

The Principal Consultant / Revenue Architect (GTM Architecture & RevOps) serves as the strategic leader and trusted advisor to our clients, responsible for architecting scalable, sustainable revenue growth across Marketing, Sales, and Customer Success. It is a RevOps and GTM leadership position that combines business acumen, systems thinking, and cross-functional alignment to design the frameworks, processes, and roadmaps that drive predictable revenue growth.

Fluency across the revenue technology stack is required, and the work itself is strategic, advisory, and executive-facing. Operating at a Director/Principal level, you will partner directly with executive stakeholders to evaluate go-to-market maturity, define "what good looks like," and design actionable, phased growth roadmaps ("Crawl, Walk, Run") that guide both strategy and execution.

You will lead internal delivery teams (Solutions Architects, Technical Solutions Architects, Developers, and GTM Engineers) to bring these roadmaps to life through technology, process, and enablement. The Revenue Architect owns the client's multi-year picture. They read a revenue operation against the company's size, deal value, and go-to-market motion, form a point of view on what has to change and in what order, and carry that point of view through executive scrutiny into delivery.

Key Responsibilities

Strategic Leadership & Growth Architecture

• Strategic Advisory: Lead client engagements as the strategic RevOps and GTM owner, translating business goals into clear operational and technological strategies.
  

• End-to-End Systems Design: Architect scalable revenue systems across the full lifecycle, from marketing through customer success, with alignment to finance, data, and IT/engineering.
  

• Executive Discovery & Diagnosis: Conduct deep discovery sessions with client executives to understand revenue drivers, bottlenecks, and growth constraints, translating them into structured strategic frameworks.
  

• Operating Model Evaluation: Read a client's operating model against its revenue, headcount, and average deal value, identifying where current motions or tech stacks fail.
  

• Architecture Blueprinting: Define and document the end-to-end revenue architecture, including roles, processes, handoffs, and technology, to enable data-driven growth.
  

• Roadmap Development: Develop and communicate the client's growth roadmap, with "Now, Near, and Far" milestones that are practical, actionable, and measurable.
  

• C-Suite Engagement: Serve as the executive point of contact and trusted advisor to C-Suite and VP-level client leaders.
  

• Constructive Executive Pushback: Form a clear point of view, state the evidence behind it, and defend it gracefully when executives or board members challenge it.
  

• Commercial Expansion: Identify follow-on work that ties to metrics the client owns, bringing it forward while it matters.
  

Operational & RevOps Expertise

• Process Design: Lead the design and optimization of core GTM processes: lead management, pipeline management, forecasting, customer handoff, renewals, and expansion.
  

• Framework Building: Evaluate and improve RevOps frameworks, whether building from a blank slate or scaling a mature operation.
  

• SPORT Diagnosis: Diagnose root causes across all five SPORT dimensions, recommending changes to ownership, process, team structure, or measurement.
  

• Cross-Functional Alignment: Partner with client marketing, sales, CS, and finance leaders to align around shared revenue objectives.
  

• Unified Data Models: Build operating models that tie together marketing, sales, CS, and financial data for unified reporting.
  

• Evidence-Based Recommendations: Separate validated findings from working assumptions in every recommendation.
  

• Outcome Focus: Ensure every initiative ties directly to pipeline velocity, conversion rates, retention, and margin impact.
  

Team Leadership & Collaboration

• Delivery Leadership: Lead internal Tiger Teams (Solutions Architects, Developers, GTM Engineers) to execute strategic roadmaps.
  

• Requirements & Data Model Intent: Specify the design the delivery team builds from, defining requirements and data model intent while leaving implementation mechanics to technical owners.
  

• Effective Delegation: Delegate effectively across technical and operational roles with clear accountability.
  

• Quality Assurance: Hold quality on client-facing deliverables, including roadmaps and executive readouts.
  

• Mentorship: Provide mentorship and structure to delivery teams to ensure strategy translates into high-quality execution.
  

Technology & Stack Awareness

• Ecosystem Fluency: Maintain broad, functional knowledge of the revenue technology ecosystem:
  

  • CRM: HubSpot (Core focus) & Salesforce
    

  • Sales Engagement: Salesloft, Outreach, Gong Engage
    

  • ABM & BI: Demandbase, 6sense, Power BI, Tableau
    

  • Marketing Automation: Marketo, Pardot
    

  • Conversation Intelligence & Data: Gong, Clay, Crossbeam
    

  • CPQ & Service: DealHub, Consensus, Chili Piper, Zendesk
    

• Integration Intelligence: Understand how data moves between tools, where records break down at scale, and what integrations realistically cost to build and maintain. (Ability to walk through untangling a messy integration is essential).
  

• Architecture over Admin: Partner with technical teams to architect integrations. Note: Hands-on configuration is not required; screening focuses on architecture judgment.
  

• AI Readiness: Assess whether client data quality and process definitions are ready to support AI and automation.
  

Qualifications & Requirements

Experience & Background

• Seniority: 8+ years in strategy, operations, consulting, or revenue leadership roles (Principal/Director-level experience preferred).
  

• Target Backgrounds: Management consulting (Big 4 or top-tier boutique firms), in-house RevOps leadership at SaaS companies, Private Equity value creation, or leading CRM agency practices.
  

• Analytical Mindset: Analytics, systems, or BizOps background prioritized over traditional creative marketing.
  

• Consulting Pedigree: Proven experience in client-facing advisory roles where you owned client relationships and delivered strategic outcomes.
  

• Executive Credibility: History of building trust with executive stakeholders and getting recommendations funded.
  

Skills & Competencies

• Executive Communication: Ability to engage C-suite stakeholders, distill complexity, and gracefully push back on flawed client logic.
  

• Defensible Logic: Able to form a defensible point of view from limited information and defend it under pressure.
  

• Regional Fit: Located in Australia, with flexibility to align working hours with East Asia / APAC time zones for regional client touchpoints. English fluency required.
  

Why This Role Matters

The Principal Consultant / Revenue Architect is the blueprint-builder for our clients' growth. You will lead high-impact strategy engagements that define how growth-stage companies structure their revenue functions, leverage technology, and align teams around measurable outcomes.