Head of Revenue Operations

About the Role

We’re looking for our first Head of Revenue Operations — a builder who loves getting their hands dirty as much as they love thinking big. This isn’t a role for someone who manages dashboards from a distance. You’ll be the architect and the plumber: designing our revenue infrastructure, running it yourself today, and hiring a small team to scale it with you tomorrow.

Central to this role is owning our entire GTM technology ecosystem — not just Salesforce, but every tool that touches a prospect or customer, and critically, how they all talk to each other. You’ll decide what stays, what goes, what gets integrated, and what gets built. Bad data, broken syncs, and tool sprawl stop with you.

If you thrive in ambiguity, have strong opinions about how GTM systems should work, and want visible ownership at a company that’s moving fast — this is your seat.

Building the RevOps Function

You’re hire #1 in RevOps, and you’ll grow a small team as the company scales. That means:

• Define the RevOps org structure and hiring roadmap for the next 12–24 months.
• Source, interview, and onboard 1–3 RevOps analysts or specialists over the next year.
• Set standards for how the team works: documentation, project management, stakeholder communication.
• Be a player-coach — you’ll still be in the weeds executing alongside any team members you bring on.

What You’ll Own

Sales Forecasting & Reporting

• Build and maintain a reliable forecast model — bottoms-up pipeline to board-level view — sourced from clean Salesforce data.
• Own the weekly forecast cadence with the sales team; coach reps on deal hygiene that feeds accurate data upstream.
• Design and publish a GTM metrics framework: pipeline coverage, conversion rates by stage, velocity, win/loss analysis, and rep productivity.
• Leverage data from across the stack (Apollo sequences, Grain call insights, Sales Navigator activity) to enrich pipeline analysis and identify patterns.
• Partner with Finance to align revenue reporting and ensure a single source of truth across systems.

AI between Salesforce & the GTM Tech Stack

Salesforce is the foundation, but this is a full-stack ownership role. You’ll be accountable for every tool in the revenue team’s arsenal and the integrations that tie them together.

• Work with our AI Automation Engineer to integrate the entire GTM stack, ultimately delivering speed, accuracy and insights to Leadership and the Sales team. 
• Own Salesforce end-to-end: data model, object architecture, workflow automation, permissions, and hygiene. You build it, you maintain it, you improve it.
• Manage and optimize the full GTM tech stack — including Apollo (prospecting & sequencing), LinkedIn Sales Navigator (intelligence & list building), Grain (call recording & AI insights), and any additional tools across sales engagement, enrichment, and enablement.
• Own every integration between tools: ensure data flows cleanly between Apollo → Salesforce, Grain → Salesforce, Sales Navigator → Salesforce, and across the rest of the stack. Broken syncs and silent data failures are your problem to prevent.
• Maintain a living map of the tech stack: what each tool does, who owns it, what it costs, and how it connects. Run a regular audit to eliminate redundancy and identify gaps.
• Lead all tool procurement, renewals, and vendor relationships — evaluate new tools with a skeptic’s eye and a clear ROI framework.
• Build and enforce data governance standards across the stack: field naming conventions, lead routing logic, deduplication rules, and enrichment workflows.
• Drive adoption across the revenue team; build the training, documentation, and change management so tools actually get used the way they were designed.

Compensation & Quota Planning

• Design and administer Sales and CS commission plans that incentivize the right behaviors at this stage of the company.
• Run the annual and mid-year quota-setting process, grounded in market data, attainment history, and pipeline capacity models.
• Build the infrastructure to calculate, verify, and communicate commissions accurately and on time — ideally sourced directly from Salesforce data.
• Act as the connective tissue between Finance, HR, and Sales leadership on all comp-related decisions.

Who You Are

Must-Haves

• 4–8 years of RevOps, Sales Ops, or GTM Ops experience — enough to have seen what good looks like, not so much that you’ve forgotten how to do it yourself.
• Proven experience managing a multi-tool GTM stack and owning integrations between them — you know what a broken Apollo→Salesforce sync looks like and how to fix it.
• Opinionated about tool selection: you have a framework for evaluating new software and a healthy skepticism for shiny objects.
• Experience building or significantly improving a sales forecast process.
• Comfortable designing comp plans and running quota-setting cycles with Sales leadership.
• Strong analytical instincts — you make decisions from data and can build the reports and dashboards that support them.
• Track record of cross-functional collaboration: you work well with Sales, CS, Finance, and Marketing without needing a project manager to keep you aligned.
• Startup mentality: low ego, high ownership, comfortable with ‘good enough for now’ when the situation calls for it.

Nice-to-Haves

• Hands-on experience with Apollo, LinkedIn Sales Navigator, Grain, or comparable tools in each category.
• Experience hiring and managing a small RevOps team.
• Familiarity with BI or data visualization tools (Looker, Metabase, Tableau) or light SQL ability.
• Have worked at a company through a Seed → Series B growth cycle.
• Experience with integration middleware (Zapier, Make, or native API connections).

Why This Role

• You’ll be the first RevOps hire — a blank slate to build the function the right way from day one.
• Real technical ownership: you won’t be a Salesforce admin taking tickets. You’ll set the direction for how the entire GTM stack is designed and run.
• Direct access to the CRO and executive team; your work will be seen and felt immediately.
• Competitive early-stage compensation including meaningful equity.
• A GTM team that’s already generating pipeline — you’re optimizing something real, not starting from zero revenue.
• A clear path to building and leading a team as we grow.

Requirements

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