Revenue Operations Lead

Responsibilities

• Own weekly forecasting and pipeline management across direct enterprise and partner-led sales motions.
• Define CRM-enforced opportunity stages, entry and exit criteria, and qualification fields using CUPMEDDPIC.
• Analyze pipeline coverage, conversion, velocity, stage aging, forecast risk, and pipeline hygiene by segment, motion, representative, and vertical.
• Build and manage partner attribution, deal registration, channel conflict, account overlap, OEM, embedded, and revenue-share models.
• Design territories, account coverage, capacity plans, quotas, ramp assumptions, and variable compensation plans, including accelerators and split credit.
• Own commission accuracy and dispute resolution with Finance and People Operations.
• Administer the go-to-market technology stack, including HubSpot, Metabase, enrichment, sales engagement tools, integrations, and roadmap.
• Own CRM data models, validation, permissions, workflow automation, data governance, deduplication, account hierarchies, domain matching, and currency normalization.
• Manage CRM-to-warehouse data pipelines and single-source reporting.
• Support pricing, packaging, deal approvals, discount governance, and review of non-standard terms.
• Improve deal desk and lead-to-cash processes, including contracting, security reviews, vendor onboarding, and purchase orders.
• Own closed-won handoff data between Sales, pre-sales, and post-sales delivery.
• Deliver reporting on win/loss rates, competitors, ramp, cycle time, channel acquisition cost, and expansion signals, plus board and investor reporting inputs.

Requirements

• 4–8+ years of experience in Revenue Operations, Sales Operations, GTM Strategy and Operations, or Deal Desk at a B2B enterprise software company.
• Experience supporting enterprise deals worth approximately $250K–$1M+.
• Demonstrated experience building new processes, models, or systems and owning outcomes.
• Hands-on SQL and strong spreadsheet modeling skills.
• CRM administration or architecture experience with HubSpot or Salesforce, including data models, custom properties, workflows, permissions, and integrations.
• Partner or channel operations experience, including deal registration, partner attribution, co-selling, marketplace transactions, or OEM and embedded revenue.
• Experience owning forecasting, compensation plans, and quota models.
• Strong commercial judgment and ability to operate independently without established analyst, BI, or vendor support.

Nice to Have

• Experience at an AI-native, agentic, automation, or orchestration company.
• Familiarity with GSI or hyperscaler economics, marketplace private offers, and co-sell programs.
• Consumption or hybrid pricing experience.
• Experience in BPO, HRIS and payroll technology, financial services, healthcare, or legal markets.
• Python or dbt experience in addition to SQL.

Compensation and Benefits

• Compensation is determined by location, level, job-related knowledge, skills, and experience.
• Certain roles may be eligible for variable compensation, equity, and benefits.