Revenue Operations Architect
Builder who designs, ships, and owns core GTM systems (forecasting, deal desk, signal intelligence, AI agents, executive dashboards) in Salesforce, Gong, and AI tools for a Series C AI company scaling from $20-100M ARR. Requires 6+ years RevOps/GTM engineering experience and hands-on building with AI in the loop.
About the job
What You’ll Build
The forecast and deal engine
- A simplified, high-accuracy forecast off two sources only — Gong + Salesforce — on a MEDDICC-based commit/best-case structure with a +/-5% accuracy target and a weekly CRO cadence.
- The deal desk: pricing guardrails, discount authority, and quote governance — built to move fast without leaking margin.
- Territory and quota models: capacity planning, attainment tracking, and clean routing logic owned in Salesforce.
GTM engineering & signal intelligence
- The signal layer: product usage and intent data routed into a scored queue for BDRs and AEs.
- GTM AI agents you architect and ship — research, sequencing, forecasting, and daily pipeline briefings — productionized, not prototyped.
- An ICP scoring model that sharpens itself as deal data compounds.
The CRO’s operating system
- A live executive dashboard: pipeline coverage, conversion, ramp velocity, NRR, and forecast accuracy — self-serve, not a weekly manual pull.
- The systems and data hygiene that make every number above trustworthy.
GTM execution
- Own cross-functional GTM projects end to end (pricing changes, launches, new-segment entry) with named owners and a clear definition of done on every line.
- Partner with Marketing to keep one pipeline definition and one source of truth — no parallel systems, no competing data.
What You’ll Need
- 6+ years in RevOps, GTM engineering, or sales strategy at high-growth B2B SaaS/AI — ideally through the $20M–$100M ARR scaling phase.
- Hands-on builder. You’ve personally built forecasts, routing logic, deal-desk rules, dashboards, or GTM automations — not just directed a team that did.
- Deep, working fluency in Salesforce and Gong; strong analytical and systems-design instincts.
- A bias toward shipping and finishing: you scope tightly, deliver, and close the loop rather than leaving projects at 80%.
- Comfort building with AI tooling (Claude, agents, LLM-driven workflows) as a core part of the stack, not a novelty.
- Able to influence a tenured, change-resistant seller base by proving value first, then driving adoption.
Nice to Have
- CPQ / Salesforce architecture depth.
- Experience with outbound data infrastructure (enrichment, sequencing, intent).
- Enterprise sales motion and complex-deal support.
Skills
Salesforce, Gong, CPQ, MEDDICC, Claude, LLMs, AI Agents
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