Head of Revenue Operations

Responsibilities

• Assess and strengthen the Salesforce architecture, data quality, definitions, and reporting; align the broader go-to-market stack.
• Own sales, marketing, and customer success operations across the revenue funnel.
• Establish revenue data integrity and a reliable cross-system source of truth.
• Build and directly operate deal desk processes, including pricing approvals, quoting, non-standard deal governance, and pricing guardrails.
• Own marketing operations infrastructure for lead capture, enrichment, routing, nurturing, and program-to-pipeline measurement.
• Design and model compensation plans for sales and SDR functions in partnership with Finance.
• Own forecast methodology, cadence, tooling, and the associated operating rhythm.
• Lead territory design, capacity planning, and quota setting with Sales and Finance.
• Own GTM technology vendor selection, contracts, budget, and consolidation.
• Document and enforce lead routing, sourcing attribution, opportunity stages, SQL definitions, and forecasting processes.
• Manage and develop the existing Business Systems team member; shape and hire a GTM Engineer.

Requirements

• 6+ years in revenue operations, sales operations, or GTM operations at B2B SaaS companies.
• At least 2 years leading the function or a significant component of it.
• Deep, hands-on Salesforce expertise, including improving architecture, data quality, and reporting.
• Experience owning architecture across a marketing automation platform and CRM and integrating them as one system.
• Experience with Salesforce, HubSpot, Clay, Common Room, Nooks, and Gong.
• Experience establishing deal desk, marketing operations, or customer success operations functions.
• Compensation plan design and modeling experience for AE and SDR roles.
• Experience owning forecasting and annual planning, including territories, capacity, and quotas.
• Strong analytical skills in pipeline math, conversion analysis, and forecasting.
• Ability to operate strategically and hands-on in an early-stage company.

Nice-to-haves

• Experience in security, developer tools, or open-source-driven companies.
• Experience converting open-source adoption signals into an enterprise revenue process.
• Experience supporting channel and partner sales models.
• Exposure to usage-based or seat-based pricing transitions.

Compensation and benefits

• Target base salary: $210,000–$250,000 for candidates in the United States.
• Bonus, stock options, and benefits may also be offered.
• Flexible paid time off and 14 paid holidays.
• Medical, dental, and vision coverage, with 80% of premiums covered for the employee and dependents.
• $800 new-hire remote-work stipend and $100/month workspace stipend.
• $1,200/year health and wellness stipend.
• $2,000/year learning and development stipend.
• 401(k) match of 100% of the first 6% of contributions.
• Company off-sites twice a year.