Overview
This role is the first dedicated Revenue Operations hire supporting the US go-to-market organization. You will build the Revenue Operations function rather than maintain an existing one.
The go-to-market organization supports two distinct revenue motions that share pipeline and CRM systems today but require different definitions, attribution rules, quota treatment, reporting, and compensation logic:
- Direct enterprise: field Account Executives landing Fortune 2000 logos at $250K+ initial contract value, expanding past $500K, with buying committees that include IT, security, data governance, and procurement.
- Partner-led: global systems integrators and ISVs that deploy the organization’s apps to their clients; in some cases, the partner embeds the offering inside their own product and owns the end-client relationship.
Responsibilities
Forecasting and pipeline management
- Own the weekly forecast process and cadence across direct and partner motions, and report forecast accuracy against commit.
- Define and enforce opportunity stage definitions with entry and exit criteria configured in the CRM.
- Instrument the qualification methodology as required, including inspectable fields tied to stage progression.
- Maintain pipeline coverage, conversion, velocity, and stage-aging analysis by segment, motion, rep, and vertical.
- Run pipeline hygiene and inspection routines, and surface at-risk and stalled opportunities before they reach the forecast call.
Partner and channel revenue operations
- Build and own the attribution model that distinguishes partner-sourced, partner-influenced, and partner-delivered revenue, with written definitions the finance organization will sign off on.
- Design and administer deal registration, including registration windows, approval logic, and expiry.
- Establish channel conflict and account overlap rules, and arbitrate disputes between direct and partner teams.
- Define revenue treatment and reporting for OEM and embedded arrangements, including revenue share and end-customer visibility.
- Report partner-sourced pipeline and bookings as a first-class metric alongside direct.
Territory, quota, and compensation
- Design territories and account coverage across direct and partner-facing seats.
- Build the capacity and quota model, including ramp assumptions, and support annual and mid-year planning.
- Design and administer variable compensation plans, including accelerators, multipliers, partner-sourced credit, and split credit between an Account Executive and a Partner Manager on the same opportunity.
- Own commission calculation accuracy and the dispute process, partnering with Finance and People Operations.
GTM systems and data
- Own the go-to-market technology stack end to end, including CRM (HubSpot), reporting and warehouse layer (Metabase), enrichment, and sales engagement tooling—covering administration, integrations, and roadmap.
- Own the CRM data model: objects, properties, validation rules, required fields, permissions, and workflow automation.
- Establish data governance and hygiene standards, including deduplication, account hierarchy, domain matching, and currency normalization.
- Own the pipeline from CRM into the warehouse so reporting is a single query rather than multiple exports.
Deal desk and lead-to-cash
- Support pricing and packaging across a complex surface: seat-based, consumption, embedded and OEM, on-premise and air-gapped deployments, and multi-year enterprise agreements.
- Own the approval matrix, discount governance, and non-standard terms review.
- Reduce cycle time through the paper process (MSA redlines, DPA, security questionnaires, vendor onboarding, and purchase order issuance) and ensure it runs in parallel with technical evaluation.
- Own the closed-won handoff data contract between Sales, ETS (pre-sales), and CVE (post-sales delivery), ensuring what was sold is what gets scoped.
Reporting and business insight
- Build reporting on win and loss rates by competitor and motion, ramp curves, cycle time with and without a partner in the deal, customer acquisition cost by channel, and expansion signal from live deployments.
- Deliver go-to-market inputs for board and investor reporting in partnership with Finance.
- Retire reporting that does not change decision-making.
Requirements
- 4–8+ years in Revenue Operations, Sales Operations, GTM Strategy and Operations, or Deal Desk at a B2B enterprise software company, with experience supporting deals in the $250K–$1M+ range.
- Demonstrated build experience: you have stood up a process, model, or system where none existed and owned the outcome.
- Hands-on SQL: you query the warehouse, build the model, and audit your own numbers; strong spreadsheet modeling skills.
- CRM depth at administrator or architect level in HubSpot or Salesforce (data model, custom properties, workflow, permissions, and integrations).
- Partner or channel operations exposure, including deal registration, partner attribution, co-sell, marketplace transactions, or OEM and embedded revenue.
- Forecasting and compensation ownership: you have called a forecast, designed or materially rebuilt a comp plan, and defended a quota model.
- Commercial judgment: able to challenge soft forecasts with high accuracy.
- Comfort operating without supporting infrastructure (no analyst, no BI function, and no operations vendor) and acting as the function for the first several quarters.
Preferred Qualifications
- Experience at an AI-native, agentic, or automation and orchestration company (UiPath, Workato, Boomi, Celonis, or similar).
- Familiarity with GSI or hyperscaler ecosystem economics (practice P&Ls, rate cards, utilization, marketplace private offers, and co-sell programs).
- Consumption or hybrid pricing model experience.
- Domain exposure to target markets: BPO, HRIS and payroll technology, financial services, healthcare, or legal.
- Python or dbt in addition to SQL.
Compensation & Benefits
Compensation offered will be determined by factors such as location, level, job-related knowledge, skills, and experience. Certain roles may be eligible for variable compensation, equity, and benefits.
Location
US go-to-market organization (role supports the United States go-to-market).