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Revenue Operations

• Serve as the CRO's second in command across the Sales-Assisted GTM organization — a trusted proxy in leadership forums, cross-functional decisions, and day-to-day operational leadership
• Partner with the CRO to shape GTM strategy, annual planning, and resource allocation across Sales, Marketing, Customer Success, and Customer Experience
• Facilitate alignment among GTM leaders on strategic questions such as ICP targeting, lead qualification criteria, joint planning, and SLAs
• Represent the revenue organization in executive level reporting, and drive accountability against company growth goals
• Own the strategy, architecture, and optimization of the full revenue operations and website tech stack, including CRM, marketing automation, CS platforms, and reporting tools (HubSpot,Avoma, Hightouch and lead router).
• Set the multi-year roadmap for the GTM systems landscape; evaluate, implement, and sunset tools to support growth and scale
• Audit system health, integrations, and utilization; drive adoption through enablement and training across teams
• Partner with Data team to own a shared governance model — clean, connected revenue data with consistent definitions across systems
• Set CRM, opportunity management, and data hygiene standards that scale with the business
• Co-own the workflows that deliver insights, recommendations, and next steps to GTM teams as part of the RevOps / Customer Insights / Data Engineering pod — jointly deciding definitions, priorities, and what ships
• Contribute to and serve as a stakeholder in the company's revenue forecasting, pipeline analysis, and performance reporting, supporting accurate planning across the revenue organization
• Build and maintain the core suite of RevOps dashboards spanning funnel metrics and key SaaS indicators (ARR, CAC, CLTV, NRR), ensuring consistency between Hubspot and the data warehouse
• Lead recurring insight forums such as a monthly Revenue Metrics Review, surfacing trends and driving strategic decisions with data
• Own the full lead-to-renewal lifecycle, including routing, qualification, handoffs, funnel metrics, and attribution modeling
• Partner with Marketing on lead scoring, campaign effectiveness, and continuous CRO of the website
• Map, refine, and document core revenue workflows (e.g., lead management, sales-to-CS handoff) to drive clarity, consistency, and efficiency at scale
• Lead high-impact, cross-functional initiatives that enhance revenue performance — system upgrades, process transformations, and org-wide alignment programs
• Develop business cases and secure executive buy-in for longer-term investments in the GTM engine
• Collaborate with Customer Success and Data team on churn analysis, health scores, and upsell/cross-sell insights that lead to repeatable processes to expand revenue from the existing base

Principal Revenue Operations