Revenue Operations Lead
Owns end-to-end revenue operations for commercial and public-sector enterprise sales, including forecasting, GTM process design, reporting, partner operations, and HubSpot administration. The role requires 5+ years of experience, strong enterprise deal-cycle expertise, and the ability to operate independently.
About the job
Responsibilities
Forecasting & Pipeline
- Lead a rigorous weekly forecast process using meaningful stage definitions, deal hygiene, and coverage analysis.
- Build reporting for deal health across Commercial and Public Sector pipelines.
- Identify pipeline risks, opportunities, and patterns to improve forecast accuracy.
GTM Process & Playbooks
- Improve sales-cycle processes to increase speed, consistency, and conversion.
- Define opportunity-stage criteria, cross-functional handoffs, and deal desk processes for complex enterprise and public sector transactions.
- Translate sales methodologies such as Challenger Selling into stage criteria, qualification standards, and deal reviews.
- Partner with Sales, Marketing, Customer Success, and Implementation on process design and adoption.
Reporting & Analytics
- Use AI tools to optimize reporting and reduce time-to-insight.
- Own reporting for pipeline stages, velocity, win/loss analysis, and rep performance.
- Translate analytics into decision-ready insights for executive leadership.
Partner & Channel Operations
- Establish systems and processes for partner-sourced and partner-influenced revenue, including deal registration, attribution, pipeline segmentation, and forecasting.
- Report on channel contribution alongside direct sales.
CRM Administration
- Own CRM pipeline configuration, lifecycle stages, automation workflows, and data integrity in HubSpot.
- Identify tooling gaps and recommend additions to the GTM stack.
Requirements
- 5+ years of experience in Revenue Operations, Sales Operations, or GTM Operations, ideally in B2B SaaS.
- Experience designing and running GTM processes for Fortune 500 enterprise sales and familiarity with public-sector selling and contracting.
- Experience supporting complex, multi-stakeholder deal cycles and longer sales motions.
- Track record of owning GTM operations end to end.
- Experience with partner or channel revenue tracking and attribution.
- Working knowledge of Challenger Selling or similar enterprise sales methodologies.
- Strong CRM proficiency across forecasting, pipeline management, workflow automation, and reporting.
- Fluency with AI tools and their practical application in Revenue Operations.
- Experience with deal desk design, multi-stakeholder deal processes, and contract review workflows.
- Advanced Excel skills for analysis, modeling, and reporting.
- Ability to operate independently as a strategic, hands-on team of one.
- Strong, direct communication and proactive issue escalation.
- Experience with territory design, quota modeling, and compensation plan administration.
Compensation & Benefits
- Salary: $161,000–$212,000, plus meaningful equity.
- US benefits include health, dental, vision, life, and disability insurance, a 401(k), and flexible spending accounts.
- Flexible time off for all employees.
- Atlanta office available for remote employees.
Skills
Revenue Operations, Sales Operations, Gtm Operations, B2B SaaS, Forecasting, Pipeline Management, HubSpot, CRM, Workflow Automation, Challenger Selling, Partner Operations, Deal Desk, Advanced Excel, Quota Modeling, AI Tools
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