Revenue Operations & Strategy

The Role

As a Revenue Operations individual contributor, you will be a force multiplier across our GTM organization. This is a broad, high-ownership role: you'll move fluidly between systems administration, analytics and forecasting, process design, and support for sales compensation and territory planning. You'll use an AI forward approach while working with sales, marketing, finance, and leadership to scale our the revenue engine.

This role suits someone who wants to own problems end-to-end — from diagnosing a broken process, to redesigning it, to building the Salesforce automation or dashboard that makes it stick — without a large team around them yet.

Responsibilities

Systems & Data

• Administer and continuously improve Salesforce: objects, automation, validation rules, and data quality, in partnership with the broader GTM tool stack (Claude, Clay, Apollo, Clari, Gong, Granola).

• Own integration health across tools — investigating and resolving issues (e.g., sync errors, validation rule conflicts) that affect pipeline and forecast accuracy.

• Maintain and improve reporting infrastructure and dashboards used by sales leadership and the executive team.

Analytics & Forecasting

• Build and maintain pipeline and forecast models, capacity plans, and performance dashboards (e.g., cycle time by stage, pipeline coverage, conversion rates).

• Partner with sales leadership to prepare board- and leadership-level pipeline and forecast materials.

• Analyze funnel and rep performance data to surface trends, risks, and opportunities, and translate findings into recommendations.

Process & GTM Strategy

• Build out the analytics layer that powers GTM decision-making, from pipeline dashboards to cohort analyses to efficiency metrics

• Set the standard for how we analyze regional pipeline health, win/loss trends, and rep productivity, and determine how those insights feed back into the GTM plan

• Partner with field leadership to diagnose gaps in the business and drive the structured plans to address them, covering real-time action as well as the insights that guide QBRs, pipeline reviews, etc.

• Design and document processes and swim lanes that clarify handoffs across Sales, Marketing Ops, and Finance Ops.

• Support go-to-market planning: territory design, account segmentation, and capacity/headcount modeling.

• Design the coverage models aligned to 2-year growth projections, incorporating territory design, account segmentation, and capacity planning

• Set the point of view on competitive dynamics, regional expansion priorities, and whitespace opportunities

Sales Compensation & Planning

• Support the design and administration of sales compensation plans (quotas, commission structures, SPIFFs), ensuring plans are modeled accurately and compliant with relevant wage law.

• Help resolve comp-related questions and disputes with clear, data-backed answers.

AI-Enabled Ways of Working

• Use AI tools (Claude and similar) as a core part of the RevOps toolkit — automating recurring analysis and reporting, drafting process documentation, and prototyping solutions faster than manual approaches allow. As a company building AI-powered software, we expect our own operations to reflect that same leverage.

Requirements

• 7+ years of experience in Revenue/Sales Operations, Business Operations, or a related analytical role, ideally at a B2B SaaS company.

• Deep hands-on Salesforce expertise (administration, automation, reporting) — you can build and troubleshoot, not just spec requirements for someone else.

• Strong analytical and financial modeling skills with experience building forecast, capacity, or compensation models.

• Demonstrated ability to work independently across ambiguous, cross-functional problems and drive them to resolution.

• Excellent communication skills — comfortable presenting analysis and recommendations to senior leadership.

• Experience with a modern GTM stack (Salesforce plus tools like Clay, Clari, Gong, Apollo, or similar).

Nice to Have

• Experience at an early-stage or high-growth startup, building RevOps processes from scratch rather than maintaining existing ones.

• Exposure to enterprise/strategic sales motions and long-cycle, multi-stakeholder deals.

• Design and run structured experiments to test new GTM approaches: new segments, new channels, new acquisition or expansion motions

Compensation

We offer competitive compensation, startup equity, health insurance, and additional benefits. The U.S. base salary range for this full-time role is $175,000 - $300,000 plus equity and benefits. Our salary ranges are based on location, level, and role. Individual compensation is determined by experience, skills, and job-related knowledge.