What You'll Own
Salesforce & GTM Systems
- Serve as our Salesforce administrator: objects, flows, validation rules, reporting, user management, and data hygiene across the full pipeline
- Own the GTM tech stack end to end — evaluate, implement, integrate, and retire tools (current stack includes Salesforce, Pylon, Granola, Slack, and integrations into our billing/ERP systems)
- Build and maintain integrations between sales systems and finance systems (e.g., Salesforce ↔ Rillet), ensuring clean quote-to-cash data flow
Forecasting & Pipeline
- Own the weekly forecasting cadence: pipeline reviews, forecast rollups, and board-level reporting on bookings, pipeline coverage, and conversion
- Maintain and evolve our forecast model against a non-standard fiscal calendar (FY runs Feb–Jan)
- Instrument the funnel from marketing through closed-won so leadership can see conversion, velocity, and drop-off by stage and segment
Deal Desk & Pricing Operations
- Run deal desk for enterprise and mid-market deals: order forms, pricing approvals, discount governance, and non-standard deal structures (pilots, multi-brand rollouts, ramp deals)
- Partner with Legal on contract workflows — you won't negotiate MSAs, but you'll own the operational machinery that gets order forms drafted, approved, signed, and booked correctly
- Maintain pricing infrastructure: rate cards, pricing calculators, and approval guardrails
Compensation & Quota Administration
- Administer commission plans for AEs and AI Strategists: monthly/quarterly calculations, accruals with Finance, disputes, and plan documentation
- Support annual quota setting, territory design, and comp plan iteration with sales leadership
Marketing Ops (initially)
- Own lead routing, attribution basics, and campaign-to-pipeline reporting until we make a dedicated marketing ops hire
- Keep marketing and sales data connected so pipeline sources are trustworthy
Your First 90 Days
- Take over the weekly forecast cadence immediately and Salesforce administration by end of quarter, with zero disruption to the sales team
- Run a full quarter of commission calculations under the new FY27 plan and fix what breaks
- Ship one meaningful automation that removes manual work from quote-to-cash
- Deliver a RevOps roadmap for the next 12 months: what we build, buy, and kill
Who You Are
- 2–6 years of experience in one of two profiles: (a) hands-on revenue or sales operations at a B2B SaaS company — ideally one that scaled through Series A/B while you were there, or (b) 2–3 years in management consulting, banking, or a similarly rigorous analytical environment, with clear evidence you can go deep on systems, not just analysis
- Systems aptitude, fast. You'll become our Salesforce administrator within your first quarter. Prior admin experience is a strong plus; what's non-negotiable is demonstrated ability to master technical tools quickly and independently — you've built complex models, automated workflows, written SQL, or taught yourself a platform under deadline pressure
- You've touched money. Commission administration, deal desk, billing handoffs, or quote-to-cash — you understand that RevOps errors show up in people's paychecks and the company's revenue recognition, and you're precise accordingly
- Spreadsheet-native and increasingly AI-native. Advanced Excel/Sheets is table stakes; SQL and comfort using AI tools to automate your own work are strong pluses
- Structured thinker, scrappy executor. You can build a framework and a slide, but you'd rather ship the fix. If you're coming from consulting or banking, you're running toward the operating work, not away from client hours
- High ownership, low ego. At 60 people there's no one to delegate to. You'll do the unglamorous work (data cleanup, order form QA) alongside the strategic work, and you'll see both as the job
Nice to Have
- Experience with usage-based or hybrid pricing models
- Experience administering commission tooling (CaptivateIQ, Spiff, QuotaPath) or building comp calcs from scratch
- Exposure to CPQ implementation or evaluation
- Familiarity with modern finance stacks (Rillet, NetSuite, or similar) and procurement portals (Coupa, Ariba)
- Prior "first ops hire" or founding-team experience
NectarsocialPalo Alto, CA
