Responsibilities
- Own revenue operations across the entire go-to-market funnel, including funnel architecture and governance, partnering with sales, account management, customer success, and marketing to maintain rigorous KPI governance and lifecycle definitions such as MQL, SAL, and SQL that all teams trust and report against.
- Run the deal desk for non-standard structures like pricing exceptions, consumption commitments, and multi-product bundles, ensuring that signed deals are accurately billed and reported.
- Own forecast accuracy, pipeline hygiene, and coverage analysis, and support territory, quota, and capacity planning alongside the Senior Director.
- Administer and stress-test compensation plans, model changes, and resolve disputes with a clear audit trail.
- Extend operational rigor to the post-sale organization, supporting account management, implementation, customer success, and customer support, and own the process, systems, and reporting behind renewals, amendments, onboarding, implementation milestones, health and adoption signals, escalation paths, and team handoffs to maintain a cohesive customer journey after the deal closes.
- Own the integrity of GTM data, including enrichment, deduplication, source attribution, and metric definitions, and turn that into analysis that leadership uses.
- Design and build AI-enabled agents, automations, and workflows to carry repeatable loads, such as applying business rules, surfacing recommendations mid-cycle, flagging expansion signals and pipeline risk, and escalating to a human only where judgment is needed, with latitude to decide what gets automated.
- Work in close partnership with the Salesforce owner and technical partners, owning operational design and requirements while they handle platform build and administration, translating ambiguous business asks into solutions that hold up across the stack.
- Set the quality standard for RevOps work, unblocking team members, mentoring where useful, and growing the overall function's range as the senior operator.
- Proactively diagnose pipeline breakpoints and process friction, driving fixes cross-functionally without needing a prescriptive task list.
Requirements
- 5+ years in revenue operations, sales operations, or GTM operations, or equivalent depth in a closely related function, including at least 2 years in a senior or lead capacity
- Willingness to be hands-on, doing the work as well as designing it, particularly early on
- Working command of the end-to-end customer journey from top-of-funnel acquisition through post-sale retention and expansion, and the metrics that describe each stage
- Hands-on depth in at least two of: deal desk, forecasting methodology, incentive compensation, or GTM data management and quality
- Experience supporting post-sale teams such as customer success, account management, implementation, or support operations, including renewal and expansion motion, health scoring, or onboarding process
- Strong Salesforce fluency in reporting, objects and data model, and how operational processes get encoded in a CRM
- Current, hands-on use of AI in your own work with specific examples you can walk through, such as an agent, automation, assistant, or workflow you built and put to use, focusing on what you've actually shipped rather than the tool used
- A considered point of view on how AI changes operations work and a track record of picking up new tooling quickly
- Proven ability to manage senior stakeholders, translate between business and technical requirements, and influence teams you don't control
- Excellent written and verbal communication in English, particularly with senior stakeholders
- Strong prioritization and ownership in an environment with more opportunities than instruction
- Experience mentoring, reviewing, or leveling up teammates, formally or informally
Nice to Have
- Payments, fintech, or another usage-based or consumption-priced business
- AI agents or LLM-backed workflows built for a commercial or operational team, running in production with other people depending on them
- Hands-on work with automation platforms like n8n or Zapier, or agentic tooling like Claude and similar
- Enough technical comfort to work in a Git repo and ship something to a hosted environment, without needing to be an engineer
- SQL and hands-on work in a BI tool such as Tableau
- CPQ, CLM, or billing-system experience such as Salesforce CPQ or Ironclad
- Revenue intelligence tooling like Gong or Apollo
- Customer support and success platforms like Zendesk or Intercom, and the reporting that sits on top of them
