Requirements
- 4–8 years of RevOps, Sales Ops, or GTM Ops experience
- Proven experience managing a multi-tool GTM stack and owning integrations between them
- Opinionated about tool selection with a framework for evaluating new software and healthy skepticism for shiny objects
- Built or significantly improved a sales forecast process at a high-growth company
- Strong analytical instincts to make decisions from data and build supporting reports and dashboards
- Track record of cross-functional collaboration with Sales, CS, Finance, Operations, and Marketing without needing a project manager
- Startup mentality: low ego, high ownership, comfortable with "good enough for now" when appropriate
Nice to Have
- Experience as the first or founding RevOps hire at an early-stage startup
- Background in B2B SaaS, ideally selling to enterprise
- Familiarity with AI-powered GTM tools and a point of view on where automation should (and shouldn't) replace human judgment
- Experience partnering with Finance on ARR reporting, board materials, or investor diligence
- Experience working alongside AI systems and applying human judgment to automated outputs
About Us
- Join us in building the leading AI-Powered Mission Control for Corporate Travel.
- Some of the world's most recognizable companies, representing over $4T in market value, rely on Clarasight's software to reduce risks, save costs, protect revenues, and manage emissions aligned with business objectives and sustainability goals.
About You
- You are a systems thinker who gets excited by clean data, well-designed processes, and tools that actually talk to each other.
- You've spent enough time in RevOps to know what "good" looks like, but you're still hands-on enough to build it yourself.
- You're equally comfortable building a forecast model in a spreadsheet, debugging a broken Salesforce integration, and walking a sales leader through a comp plan redesign.
- You thrive in environments where you own the entire stack and the buck stops with you.
About the Role
- As the founding Revenue Operations hire at Clarasight, you'll architect the systems, processes, and data infrastructure that power our go-to-market engine.
- This is a true 0-to-1 role: you'll own Salesforce, the full GTM tech stack, our forecasting cadence, and compensation design from day one.
- You'll be the connective tissue between Sales, CS, Finance, and Leadership — ensuring every revenue decision is grounded in clean data and defensible logic.
- The decisions you make and the foundation you lay will shape how we scale revenue for years to come.
Key Responsibilities
- Build and maintain a reliable forecast model - bottoms-up pipeline to board-level view — sourced from clean Salesforce data.
- Own the weekly forecast cadence with the sales team; coach reps on deal hygiene that feeds accurate data upstream.
- Design and publish a GTM metrics framework: pipeline coverage, conversion rates by stage, velocity, win/loss analysis, and rep productivity.
- Leverage data from across the stack (Apollo sequences, Grain call insights, Sales Navigator activity) to enrich pipeline analysis and identify patterns.
- Partner with Finance to align revenue reporting and ensure a single source of truth across systems.
- Hubspot is the foundation, but this is a full-stack ownership role. You'll be accountable for every tool in the revenue team's arsenal and the integrations that tie them together.
- Partner with our AI Automation Engineer to integrate the entire GTM stack, ultimately delivering speed, accuracy, and insights to Leadership and the Sales team.
- Own Hubspot end-to-end: data model, object architecture, workflow automation, permissions, and hygiene.
- You build it, you maintain it, you improve it.
- Manage and optimize the full GTM tech stack including own every integration between tools.
- Maintain a living map of the tech stack: what each tool does, who owns it, what it costs, and how it connects.
- Run a regular audit to eliminate redundancy and identify gaps.
- Lead all tool procurement, renewals, and vendor relationships - evaluate new tools with a skeptic's eye and a clear ROI framework.
- Build and enforce data governance standards across the stack: field naming conventions, lead routing logic, deduplication rules, and enrichment workflows.
- Drive adoption across the revenue team; build the training, documentation, and change management so tools actually get used the way they were designed.
- Design and administer Sales and CS commission plans that incentivize the right behaviors at this stage of the company.
- Run the annual and mid-year quota-setting process, grounded in market data, attainment history, and pipeline capacity models.
- Build the infrastructure to calculate, verify, and communicate commissions accurately and on time - ideally sourced directly from Salesforce data.
You'll Be a Great Fit If You…
- Have 4–8 years of RevOps, Sales Ops, or GTM Ops experience — enough to have seen what good looks like, not so much that you've forgotten how to do it yourself.
- Have proven experience managing a multi-tool GTM stack and owning integrations between them.
- Are opinionated about tool selection: you have a framework for evaluating new software and a healthy skepticism for shiny objects.
- Have built or significantly improved a sales forecast process at a high-growth company.
- Have strong analytical instincts - you make decisions from data and can build the reports and dashboards that support them.
- Have a track record of cross-functional collaboration: you work well with Sales, CS, Finance, and Operations, and Marketing without needing a project manager to keep you aligned.
- Bring a startup mentality: low ego, high ownership, comfortable with "good enough for now" when the situation calls for it.
Nice to Haves
- Experience as the first or founding RevOps hire at an early-stage startup.
- Background in B2B SaaS, ideally selling to enterprise.
- Familiarity with AI-powered GTM tools and a point of view on where automation should (and shouldn't) replace human judgment.
- Experience partnering with Finance on ARR reporting, board materials, or investor diligence.
- Experience working alongside AI systems and applying human judgment to automated outputs.
Diverse Perspectives
- We know that innovation thrives on teams where diverse points of view come together to solve hard problems in ways that are just now possible.
- As such, we explicitly seek people that bring diverse life experiences, diverse educational backgrounds, diverse cultures, and diverse work experiences.
- Please be prepared to share with us how your perspective will bring something unique and valuable to our team.
