Sales Operations Lead

What You'll Do

• Own pipeline and funnel analysis with a bias toward action. Track how deals move through the funnel, find what's broken, deeply understand why, propose a fix, ship it, and learn from it. Support the weekly forecast with bottoms-up rigor and surface risk before it becomes a miss.
• Run territory and account management as a living system. Maintain coverage models, balance books of business as we grow, help reassess segmentation, and evolve propensity scoring, intent signals, and routing so reps are pointed at the right accounts.
• Build reporting and systems that scale. Develop dashboards, models, and repeatable processes so insight and operations don't get reinvented every cycle. Turn one-off fire drills into durable infrastructure. Build capably with our AI tools to compress insight cycle time and improve process consistency within RevOps and across the GTM org.
• Connect dots across the GTM org. Partner across marketing, finance, pre-sales, post-sales, and the exec team. Play a key role in coordinating efforts and staffing between sales, lead generation (marketing, partnerships, and SDR), sales engineering, and post-sales.

Who You Are

• You've operated in high-growth, high-velocity sales environments. Ideally with 50+ AEs at a company selling enterprise software at multi-$100K or $1M+ price points through direct outbound and partnerships.
• You think from first principles. When something isn't working, you ask why, build a hypothesis, and test it. You hold views loosely and update them fast.
• You have a bias toward iteration over perfection. You'd rather ship an imperfect fix that moves a decision forward than spend two weeks on something polished that lands too late.
• You're genuinely hands-on-keyboard. You build your own reports, write your own queries, and configure the systems yourself. (Snowflake, dbt, and Omni are our analysis stack, and we spend a lot of time in Salesforce and Gong too.) You have fast-growing fluency in using AI to accelerate your work.
• You've used data, comp, and visibility to change behavior. You have a strong business partner mindset. Your work hasn't just described what's happening, it's changed how reps and managers operate.
• You're a clear, direct communicator. Sales leaders and executives trust you because you tell them what you actually think.
• You have empathy for sellers. You are unafraid to shadow reps to understand practical problems and develop better solutions. Quota-carrying experience is a plus.

Compensation & Benefits

• Salary range: $180,000 to $250,000 per year, location independent in accordance with our remote-first policy.
• Meaningful equity compensation in the form of ISO options, with early exercise and a 10 year post-termination exercise window.