RevOps / GTM Strategist

This is a fully remote position, open to applicants in India.

📋 Description

• Develop, manage, and conduct quality assurance for target account and contact lists for outbound initiatives.

• Allocate and oversee a list of 30,000 accounts distributed among 6, expanding to around 8 sales representatives.

• Create Ideal Customer Profiles (ICPs), contact lists, conversation playbooks, guides for handling objections, outbound sequences, and sales templates.

• Establish the operational framework for outbound waves, including list views, program tagging, enrollment triggers, and launch kits.

• Set up and supervise data integration across Salesforce, Apollo, HubSpot, Chili Piper, Clay, and enrichment tools.

• Record field mappings, integration logic, rollback plans, runbooks, change logs, and operational processes.

• Assist in the configuration and maintenance of Salesforce, covering fields, page layouts, Dynamic Forms/Lightning record pages, permission sets, reports, dashboards, and flows.

• Conduct sandbox User Acceptance Testing (UAT), document test cases, and confirm fixes prior to production releases.

• Ensure data integrity across Opportunity, Account, and Contact objects.

• Perform bulk operations within the CRM such as account creation, owner assignments, tagging, and post-launch evaluations.

• Provide support for the broader sales technology ecosystem, including Gong, Clari, Zuora CPQ, LeanData, Vitally, and other related GTM tools.

• Execute RevOps initiatives from inception to completion, covering requirements gathering through UAT, launch, verification, and documentation.

• Collaborate on territory design, account/list assignments, segmentation, enrichment, reconciliation, and quality assurance.

• Conduct data audits and remediation to ensure pipeline cleanliness, attribution accuracy, partner/account mapping, workflows, and integrations.

• Assist Sales with pipeline reviews, representative tooling issues, routing, approvals, and quote/CPQ workflows.

• Collaborate with Marketing on lead lifecycle management, workflow cleanliness, and alignment between HubSpot and Salesforce.

• Partner with Finance and Customer Success on renewal operations, maintaining subscription and term data quality, onboarding metrics, and customer health reporting.

• Create operational and executive reports covering pipeline, bookings, conversion funnels, territory load, partner performance, renewals, and expansions.

• Reconcile data across Salesforce, Google Sheets, HubSpot, Vitally, and additional sources.

• Support forecasting operations, including maintaining hierarchy, submission integrity, rollups, and scenario views.

• Identify trends, anomalies, and process gaps, translating insights into actionable recommendations.

• Utilize AI-assisted workflows and simple automations to enhance analysis, list building, documentation, quality assurance, and operational tasks.

• Engage in discovery sessions with Sales and Account Management, gathering insights, synthesizing strategies, and independently creating playbooks.

• Analyze Gong call recordings and sequence performance to refine go-to-market strategies.

• Collaborate with Revenue Operations leadership, as well as Sales, Marketing, Finance, Customer Success, and executive teams.

⛳️ Requirements

• Minimum of 5 years of relevant experience as specified in the posting.

• 2 to 4 years of experience in Revenue Operations, Sales Operations, GTM Operations, or Marketing Operations within the B2B SaaS sector.

• At least 1 year of hands-on experience with Salesforce.

• Proficiency in Salesforce reports/dashboards, list views, and basic configuration.

• Strong preference for exposure to Salesforce flows, validation rules, permission sets, and sandbox UAT.

• Proven track record supporting outbound or pipeline generation efforts.

• Familiarity with Apollo and at least one of the following: Clay, Instantly, Chili Piper, HubSpot, or similar tools.

• Strong analytical and quantitative skills, with comfort in Excel/Google Sheets, pivot tables, and data reconciliation across systems.

• Knowledge of SQL and/or Python is advantageous.

• Demonstrated ability to manage projects with thorough documentation, test plans, stakeholder communications, and post-launch follow-through.

• High standards for data accuracy with an ability to identify inconsistencies.

• Capability to work collaboratively across functions with AEs, AMs, SDRs, marketers, finance teams, and leadership.

• Proactive mindset with a focus on action, quick iteration, measuring outcomes, and early escalation of challenges.

• Comfort with modern AI tools for analysis, research, and operational tasks.

• Ability to independently take a project from concept to execution without direct supervision.

• Expert knowledge in outbound best practices.

• Strategic thought process that encompasses high-level thinking beyond technical implementations.

• Experience working closely with executive teams.

• Experience collaborating with sellers, AMs, and marketing to gather insights and synthesize strategies.

• Ability to analyze Gong call recordings and sequence performance to inform adjustments.

• Capacity to scope projects independently, conduct discovery, and build playbooks without assistance.

• Proficiency with Salesforce, HubSpot, Apollo, Gong, Nooks, LinkedIn Sales Navigator, Clay, Chili Piper, Zapier, Cursor, Claude, and Whisper.

• Nice-to-have: Exposure to Zuora/Salesforce CPQ, HubSpot workflow or lifecycle-stage operations, CMMC/federal/defense-industry GTM experience, territory management and list-building at scale, and familiarity with stage gates, forecast cadences, or partner/channel GTM initiatives.

🏝️ Benefits

• Competitive salary and performance-based bonuses.

• Comprehensive health, dental, and vision insurance.

• Flexible work hours and remote work options.

• Opportunities for professional development and career growth.

• Collaborative and inclusive work environment.