Revenue Operations Lead

This is a fully remote position, open to applicants in United States, +2 more locations.

📋 Description

• Take ownership of the weekly forecasting process and cadence for both direct and partner motions, while reporting on forecast accuracy against commitments.

• Establish and enforce definitions for CRM opportunity stages, including entry and exit criteria.

• Implement the CUPMEDDPIC qualification methodology, incorporating inspectable fields linked to stage progression.

• Conduct analysis on pipeline coverage, conversion rates, velocity, and stage aging by segment, motion, representative, and vertical.

• Execute pipeline hygiene and inspection routines, highlighting at-risk and stalled opportunities.

• Develop and manage attribution for revenue sourced, influenced, and delivered by partners.

• Design and oversee the deal registration process, which includes defining registration windows, approval logic, and expiration policies.

• Create rules for channel conflict and account overlap, and mediate disputes as they arise.

• Specify revenue treatment and reporting guidelines for OEM and embedded arrangements.

• Report on partner-sourced pipeline and bookings in conjunction with direct metrics.

• Design territories and account coverage for both direct and partner-facing roles.

• Construct capacity and quota models, incorporating ramp assumptions to assist in planning.

• Develop and manage variable compensation plans, which include accelerators, multipliers, partner-sourced credits, and split credits.

• Ensure accuracy in commission calculations and manage the dispute process with Finance and People Operations.

• Oversee the go-to-market technology stack, which includes HubSpot, Metabase, enrichment tools, and sales engagement solutions.

• Manage CRM data models, validation rules, required fields, permissions, and workflow automation.

• Set standards for data governance and hygiene, which include deduplication, account hierarchy, domain matching, and currency normalization.

• Oversee the CRM-to-warehouse data pipeline.

• Assist with pricing and packaging for seat-based, consumption-based, embedded, OEM, on-premise, air-gapped, and multi-year enterprise agreements.

• Manage the approval matrix, discount governance, and review of non-standard terms.

• Work to reduce contract cycle times across MSA redlines, DPA, security questionnaires, vendor onboarding, and purchase order issuance.

• Manage the closed-won handoff data contract among Sales, ETS, and CVE.

• Develop reports on win/loss rates, ramp curves, cycle times, customer acquisition costs, and expansion signals.

• Provide go-to-market inputs for reporting to the board and investors.

• Discontinue reporting that does not influence decision-making.

• Establish the first dedicated Revenue Operations function to support the US go-to-market organization.

⛳️ Requirements

• 4–8+ years of experience in Revenue Operations, Sales Operations, GTM Strategy and Operations, or Deal Desk within a B2B enterprise software environment.

• Proven experience in supporting deals in the range of $250K–$1M+.

• Demonstrated ability to create a process, model, or system from the ground up and take full responsibility for the outcomes.

• Proficiency in SQL and strong skills in spreadsheet modeling.

• In-depth knowledge as a CRM administrator or architect in HubSpot or Salesforce, covering data models, custom properties, workflows, permissions, and integrations.

• Exposure to partner or channel operations, including deal registration, partner attribution, co-selling, marketplace transactions, or OEM and embedded revenue.

• Experience in managing forecasting and compensation, including making forecasts, designing or significantly rebuilding compensation plans, and defending quota models.

• Strong commercial judgment in evaluating sales forecasts.

• Ability to function effectively without supporting infrastructure, including the absence of analysts, BI functions, or operations vendors.

• Nice to have: experience in an AI-native, agentic, or automation and orchestration company.

• Nice to have: familiarity with GSI or hyperscaler ecosystem economics, including practice P&Ls, rate cards, utilization, marketplace private offers, and co-selling programs.

• Nice to have: experience with consumption or hybrid pricing models.

• Nice to have: domain exposure to BPO, HRIS and payroll technology, financial services, healthcare, or legal sectors.

• Nice to have: proficiency in Python or dbt in addition to SQL.

🏝️ Benefits

• Certain positions may qualify for variable compensation, equity, and various benefits.

• Equal employment opportunities are offered without regard to race, color, religion, sex, national origin, age, disability, sexual orientation, gender identity, or genetics.