Revenue Operations Lead

the team—defining the process, standards, and habits that make our data trustworthy in the first place. Design and run forecasting, pipeline management, and deal-desk processes that give leadership an accurate, real-time view of the business. Own the deal desk: track deals to closure, quarterback the steps required to get contracts signed, and proactively remove blockers so nothing stalls. Coordinate deal execution across functions—facilitating legal redlines, navigating customer procurement and vendor onboarding, and driving internal approvals and pricing/discount sign-off. Partner with sales and CS leadership on territory, quota, and capacity planning as

the team scales. Instrument the post-sale motion—renewals, expansion, and account health—so customer success can act on the right signals at the right time. Lay the groundwork for meaningful GTM reporting—defining the metrics that will matter and building toward a single source of truth as our data foundation matures. Evaluate, implement, and rationalize sales and CS tooling, ensuring the stack scales with the company rather than fighting it. Identify friction in the funnel and drive cross-functional process improvements between sales, CS, marketing, and finance.

Requirements You thrive in a fast-paced, startup environment and enjoy working with high-caliber teams. 5+ years of experience in Revenue Operations, Sales Operations, or a closely related GTM operations role. Hands-on experience building or scaling RevOps at an early-stage or high-growth startup—you've done the work yourself, not just managed people who did. Deep hands-on expertise with HubSpot (or a comparable CRM) as an administrator, plus experience with the broader sales tooling ecosystem (e.g., outbound, conversation intelligence, enrichment, CPQ/deal-desk tools). A foundation-builder's mindset: you're motivated by creating process and data discipline where little exists today, and you understand that reliable analytics come after the plumbing is in place—not before. Working knowledge of forecasting, pipeline management, and GTM reporting. Analytical skills are welcome, but for now they'll be applied to building the data foundation rather than mining a mature one. Experience running a deal desk or owning deal execution—shepherding contracts to signature, coordinating legal redlines, and navigating customer procurement and vendor onboarding processes. Comfortable operating across both sales and customer success motions. Excellent communicator who can partner with GTM leadership and translate operational detail into actionable insight for executives. Based in the US and able to work effectively in a remote environment.

Bonus Points If You Have experience in developer tools, open source, or data/AI infrastructure companies. Have supported both sales-led and product-led (PLG) go-to-market motions. Are comfortable in SQL or BI tools (e.g., Looker, Metabase, dbt) for deeper GTM analytics. Have designed comp plans, quota models, or territory frameworks. Have built RevOps from zero as a first hire before. Have partnered closely with finance on GTM analytics, board metrics, or capacity planning.

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