Overview
This role is for a Revenue Operations individual contributor who will support and scale the go-to-market (GTM) “revenue engine.” The position blends hands-on Salesforce administration, analytics and forecasting, process design, and support for sales compensation and territory planning. Work will be performed in close collaboration with sales, marketing, finance, and leadership, with an expectation of end-to-end ownership.
Responsibilities
Systems & Data
- Administer and continuously improve Salesforce, including 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 by 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, then translate findings into recommendations.
Process & GTM Strategy
- Build the analytics layer that powers GTM decision-making, including pipeline dashboards, cohort analyses, and efficiency metrics.
- Set standards for analyzing regional pipeline health, win/loss trends, and rep productivity, and define how insights feed back into the GTM plan.
- Partner with field leadership to diagnose business gaps and drive structured plans addressing them, covering both real-time actions and insights guiding QBRs and pipeline reviews.
- Design and document processes and swim lanes that clarify handoffs across Sales, Marketing Ops, and Finance Ops.
- Support go-to-market planning, including territory design, account segmentation, and capacity/headcount modeling.
- Design 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 to automate recurring analysis and reporting, draft process documentation, and prototype solutions faster than manual approaches allow.
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) with the ability to build and troubleshoot.
- Strong analytical and financial modeling skills, including 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, including comfort presenting analysis and recommendations to senior leadership.
- Experience with a modern GTM stack (Salesforce plus tools like Clay, Clari, Gong, Apollo, or similar).
Preferred Qualifications
- Experience at an early-stage or high-growth startup, building RevOps processes from scratch.
- Exposure to enterprise/strategic sales motions and long-cycle, multi-stakeholder deals.
- Experience designing and running structured experiments to test new GTM approaches (e.g., new segments, channels, acquisition, or expansion motions).
Compensation & Benefits
- Competitive compensation, startup equity, health insurance, and additional benefits.
- U.S. base salary range for this full-time role: $175,000 - $300,000 plus equity and benefits.
- Salary ranges are based on location, level, and role. Individual compensation is determined by experience, skills, and job-related knowledge.
Location
United States (U.S. base salary range applies).