Responsibilities
- Serve as a strategic business partner to GTM leadership — supporting pipeline reviews, forecast calls, and QBRs with rigorous, well-structured analysis
- Own the operating rhythm of the GTM team: weekly reporting, pipeline hygiene standards, and performance tracking against targets
- Identify bottlenecks and inefficiencies in the GTM process and lead initiatives to address them
- Translate GTM strategy into operational plans, ensuring alignment between leadership priorities and day-to-day execution
- Manage territory planning and segmentation, ensuring coverage is optimized as the team grows
- Own quota setting and sales compensation design in partnership with Finance and GTM leadership — modeling scenarios, stress-testing assumptions, and managing the annual and mid-year cycle
- Support headcount planning and capacity modeling to inform hiring decisions and revenue targets
- Design and analyze experiments to test GTM hypotheses — segmentation changes, coverage models, prioritization frameworks
- Comfortable managing and improving Shepherd's sales tech stack, including Salesforce and Outreach — maintaining data integrity, managing configurations, and evaluating new tools as needs evolve
- Build and maintain dashboards and reports that give leadership real-time visibility into pipeline, conversion, and performance
- Ensure CRM hygiene and data quality through clear standards, enforcement mechanisms, and regular audits
- Partner with Analytics and Business Operations to surface insights from GTM data, translate them into actionable recommendations, and execute against them
Requirements
- 6+ years of experience in Sales Operations, Revenue Operations, or a closely related role at a high-growth company
- Deep familiarity with sales motions and GTM mechanics — you understand how pipelines work, how B2B sales teams operate, and how to diagnose performance gaps
- Strong Salesforce skills
- Proficiency in SQL and Excel/Sheets for data analysis and modeling
- Experience owning quota and comp planning processes, including cross-functional coordination with Finance
- Highly organized with strong process instincts — you create structure where there isn't any and maintain it under pressure
- Clear communicator who can present data and recommendations to leadership
- Collaborative, low-ego, and comfortable working across functions in a fast-paced environment
Nice to Have
- Experience with Outreach or similar sales engagement tooling
- Experience with BI tools (e.g., Metabase, Looker, Hex, Sigma, etc.)
Benefits
- Premium Healthcare 100% contribution to top-tier health, dental, and vision
- Fertility benefits and family building support
- Unlimited PTO Flexibility to take the time off, recharge, and perform
- Daily lunches, dinners, and snacks We work together, and enjoy meals together too
- SF, NYC, Dallas-Fort Worth, Chicago and LA Offices
- Professional Development Access to premium coaching, including leadership development
- Competitive 401(k) Plan
- Dog-friendly office Plenty of dogs to play with and make friends with in the SF office
Work Arrangement
On-site — San Francisco
