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Replit

Director RevOps Architect

Leads strategy, architecture, and operations for GTM systems including Salesforce CRM and CPQ at a high-growth SaaS company. Requires 15+ years experience scaling billion-dollar revenue operations with SOX compliance and cross-functional leadership.

220k – 300kFoster City, CARevenue OperationsHybrid15+ YOE
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About the role

What You'll Do

  • Define and execute the long-term vision and roadmap for Replit’s GTM systems, with direct ownership of CRM and CPQ platforms
  • Own the Salesforce platform strategy and architecture, ensuring it scales to support complex enterprise sales motions, consumption-based pricing models, and multi-geo operations
  • Partner with Finance, Legal, and Deal Desk on billing, order management, and revenue recognition systems and workflows, ensuring GTM systems feed accurate and timely data into downstream processes
  • Establish systems and controls that meet public company reporting standards, including SOX-readiness for GTM-related processes and data flows
  • Build, mentor, and lead a high-performing team of GTM systems professionals, fostering a culture of operational excellence and continuous improvement
  • Drive cross-functional alignment across Sales, Marketing, Finance, Legal, and Engineering to ensure systems investments support business priorities and regulatory requirements
  • Evaluate, select, and integrate best-in-class technologies into the revenue tech stack, making thoughtful build-vs-buy decisions as the organization scales
  • Develop data governance frameworks and ensure data integrity across all GTM systems, enabling reliable forecasting, pipeline management, and revenue reporting
  • Leverage AI and automation to enhance system capabilities, reduce manual processes, and unlock productivity gains across revenue-generating functions
  • Establish and maintain strong vendor relationships, negotiating contracts and managing third-party implementation partners

Required Skills & Experience

  • 15+ years of experience in GTM systems, revenue operations, or business systems, with at least 7 years in a leadership role managing teams
  • Built and scaled GTM systems infrastructure at organizations generating $1B+ in annual revenue
  • Deep expertise in Salesforce architecture, including experience with enterprise-scale implementations supporting complex sales processes and integrations
  • Hands-on experience partnering on quote-to-cash processes (billing, order management, revenue recognition) and understand how CRM and CPQ systems integrate with downstream financial workflows
  • Direct experience supporting public company reporting requirements, SOX compliance, and audit readiness for GTM-related systems and controls
  • Track record of effective cross-functional partnership with Finance, Legal, Sales Leadership, and Engineering teams
  • Strong people leadership skills with experience building and developing teams in fast-paced, high-growth environments
  • Seamlessly move between strategic planning and hands-on technical problem-solving
  • Communicate complex technical concepts clearly to executive and non-technical audiences

Bonus Qualifications

  • Active Replit user with understanding of developer tools and coding platforms
  • Experience at a high-growth SaaS company or developer-focused platform
  • Background in finance, accounting, or business operations
  • Experience with sales enablement and training programs
  • Experience with consumption-based or usage-based revenue models in addition to traditional SaaS contract structures
  • Familiarity with modern revenue tech stacks including tools like Stripe, Metronome, Nue.io, Workday Financials, or similar platforms
  • Experience integrating AI/ML capabilities into business systems to drive automation and predictive insights
  • Relevant certifications such as Salesforce Architect credentials
  • Experience with international GTM operations and multi-currency, multi-entity commercial systems

Skills

SalesforceCRMCPQSOX ComplianceQuote-To-CashBillingRevenue RecognitionData GovernanceAI AutomationStripe

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