Revenue Operations

• Owning the solution design for complex projects involving Gong and related tools (especially SFDC, Hubspot, and Clay), considering long-term scalability, business objectives, and user adoption.
• Collaborating on discovery with Sales, Marketing, and Enablement teams to understand how they engage prospects and customers, then architect technical solutions that support those goals.
• Defining and evolving best practices (with an emphasis on AI for automation and scale) around conversation intelligence, activity capture, sales forecasting, sales engagement, coaching workflows, and reporting across the revenue stack.
• Leading integration efforts between Gong and platforms like Salesforce, Slack, HubSpot, Clay, Snowflake, or data warehouses.
• Staying ahead of the curve on Gong features and sales tech trends—serving as a subject matter expert for our internal team and clients.
• Actively participating in up-leveling the team by providing ad hoc and ongoing coaching and mentoring on solutions.

RevOps Architect, Gong

• Lead Experlogix's revenue operations function, serving as the operational engine behind our global GTM motion across CPQ and Document Automation.
• Co-own the forecast and commit process with the CRO and own the processes, data, and operating rhythm that drive predictable revenue including pipeline management, sales analytics, GTM tech stack strategy, AI and automation enablement, contract and RFP process oversight, and cross-functional alignment.
• Collaborate with the Chief Revenue Officer and various teams to identify gaps and streamline the revenue process.
• Champion AI and automation opportunities to enhance seller productivity and forecasting accuracy.
• Support annual territory design, account assignments, and facilitate the end-to-end RFP, RFI, and RFQ processes.
• Maintain the GTM Tech Stack Licensing Overview and implement system enhancements with CRM Administrators.

Revenue Operations Manager

• Own the full sales cycle: prospecting, discovery, solutioning, proposal, negotiation, and close
• Generate pipeline through outbound prospecting, inbound, and partner relationship management
• Sell HubSpot implementation, CRM consulting, and RevOps services to B2B organizations
• Build relationships with Account Managers + Sales Reps in the partner ecosystem
• Conduct consultative discovery to identify business challenges and align solutions
• Develop ROI-driven business cases tied to revenue growth and operational efficiency
• Collaborate with our Pre-Sales Solution Architect and internal teams on solution design, pricing, and proposals
• Maintain accurate pipeline forecasting and CRM hygiene in HubSpot
• Contribute to sales playbook development (ICP, qualification frameworks, messaging, GTM strategy)

Founding Account Executive – RevOps, CRM Consulting Sales

• Develops and maintains revenue enablement content for learning programs, paths, and certifications across revenue-facing roles (Sales Directors, Account Executives, Account Managers, Customer Success Managers, and Business Development Representatives) remotely.
• Provides subject-matter expertise on content design and delivery to improve the business's revenue training and enablement programs.
• Partner with Enablement, Sales Leadership, Customer Success, Marketing, and Product to regularly assess revenue training content needs, using performance data and observation to identify skill gaps across the team.
• Partner with Revenue Operations to align enablement programs with pipeline, ramp, and retention metrics.
• Listen to customer-facing calls and interactions, providing coaching and feedback to Sales, Customer Success, and Business Development teams to improve performance.
• Lead product launch enablement, including messaging, training, and customer-facing collateral for new product releases, alongside Product Marketing.
• Own Seismic content strategy and administration – platform governance and content library management – partnering with Marketing and Product to ensure consistency and quality across sales and customer-facing collateral (case studies, decks, templates, info sheets, etc.).
• Manage LMS course design, content creation, and compliance – including voiceovers, training materials, certifications and onboarding paths – to make the new-hire learning and on-going training intuitive.

Senior Revenue Enablement Manager

• Partner with Divisional GMs and Sales Leaders to develop and execute segment growth strategies.
• Lead annual and in-year sales planning, including capacity modeling, territory design, coverage optimization, and quota setting.
• Develop data-driven market opportunity assessments to align resources with growth potential.
• Drive account prioritization, segmentation, and scoring strategies to maximize sales productivity.
• Own the operating cadence for the business, including forecasting, Quarterly Business Reviews (QBRs), account reviews, and strategic planning sessions.
• Drive accountability through rigorous inspection of pipeline health, forecast accuracy, and execution against growth objectives.
• Establish key performance indicators and dashboards that provide visibility into business performance and leading indicators.
• Analyze trends and performance drivers to identify risks, opportunities, and actions required to achieve bookings targets.
• Generate actionable insights through advanced analytics and data-driven decision making.
• Develop reporting frameworks that connect top-of-funnel performance to customer acquisition, expansion, retention, and customer value realization.
• Lead cross-functional initiatives that improve sales productivity, operational efficiency, and revenue velocity.
• Partner with Sales, Marketing, Customer Success, Finance, and Technology teams to streamline processes and improve execution.
• Recommend and support incentive plan design that aligns seller behavior with business objectives.
• Drive adoption of technology, automation, and AI-enabled capabilities to simplify workflows and increase customer-facing selling time.

Sales Operations Associate Director – Sales Strategy, Revenue Operations

• Design and implement scalable sales systems across HubSpot, Gong, Aircall, and related GTM tools
• Build documented processes for lead-to-close motion across all segments
• Ensure consistency and reduce friction
• Standardize sales process, stage definitions, and deal criteria
• Create clear playbooks and documentation that align the team
• Support enablement by connecting process to training
• Build and maintain territory models, quota structures, and compensation plans
• Design systems that drive desired rep behaviors and align incentives with revenue goals
• Own pipeline coverage modeling
• Track stage-to-stage conversion rates and identify funnel friction
• Monitor deal velocity, quality, and forecast hygiene
• Validate pipeline entries and maintain data quality
• Ensure CRM discipline across the team
• Lead adoption of AI-driven insights and workflows to improve call performance, rep efficiency, and forecast accuracy
• Build reliable, real-time dashboards that surface pipeline health, conversion rates, forecast accuracy, and performance by segment
• Lead weekly and monthly forecasting processes with Sales
• Build and lead an intentional RevOps team: GoToMarket Engineer and Sales Operations Rep(s)

Director of Revenue Operations

• Coordinating the activities of the billing process and performing complex billing duties
• Preparing and analyzing complex client billing requests
• Creating, editing, and finalizing bills in accordance with firm and client requirements and billing attorney directives, reviewing proformas, handling subsequent corrections, and coordinating e-billing
• Preparing and finalizing invoices in line with internal and external regulation and legislation
• Ensuring successful delivery of invoices and coordinating with revenue and e-billing teams for submission
• Generating and reviewing proformas from 3E for informational and billing purposes
• Utilizing computerized billing and payable software modules to complete the billing process and client refunds
• Protecting and maintaining any highly sensitive, confidential, privileged, financial, and/or proprietary information that Latham & Watkins retains

Senior Specialist – Revenue Operations

• Lead the revenue month-end close process
• Detailed review of journal entries and reconciliations for key accounts
• Work with the Corporate technical accounting team to document conclusions for customer contracts
• Review, manage and account for product warranties
• Perform sales and gross margin analysis by various metrics
• Assist the finance team to provide revenue forecasts
• Build and manage a strong set of internal controls
• Create SOX-compliant processes
• Oversee the implementation of revenue system enhancements
• Assist with legal and sales on revenue assessment
• Provide management readout on fluctuation analyses
• Act as the primary point of contact for all revenue-related audit requests
• Document standard operating procedures and training materials
• Lead the hiring and training process for new team members
• Manage and coach a team of revenue accountants

Revenue Accounting Manager

• End-to-end revenue cycle: verification, coding support, claim submission, payment posting, AR and denial management, and patient collections
• KPIs and reporting: net collection rate, days in AR, denial and rejection rates, clean-claim rate, and aging
• Process and training: document and standardize workflows, build training systems, and create SOPs
• Team leadership: manage and develop in-house verification and claims staff
• Vendor management: own the relationship with outsourced billing partners
• New-market readiness: stand up revenue cycle operations for new markets as we open them.

Revenue Cycle Manager

• Provide business unit project management and business analysis leadership to MDM and head end system IT projects
• Provide training and guidance to lower-level team members
• Resolve end users requests and system defects on moderately complex issues
• Prioritize and track requests and issues from MRO organizations
• Communicate with end users to understand issues and questions on more complex issues, and set expectations of resolution timeframe based on priorities
• Generate moderately complex reports
• Identify the need for and create documentation to support daily responsibilities or end-user training
• Conduct end-user training
• Participate in the definition, creation, and implementation of business processes (such as billing, meter asset management and financial reporting, regulatory obligations, revenue protection activities, and mass meter installations) or systems enhancements
• Perform BU Lead or Product Owner role for small to medium projects of moderate complexity
• Define functional requirements
• Prioritize requests for enhancements for business initiatives
• Develop Business Case documentation to support initiatives and gain approval for business process enhancements
• Develop test cases and execute them.

Meter Revenue Operations Business Analyst

• 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

• develop regular reports for different departments to assess trends and business performance, identify opportunities for improvement, and support strategic decisions
• work closely with teams in Sales, Partnerships, Corporate Development, Strategy, Pricing, and Product Marketing to implement data-driven strategies
• utilize analytical techniques to address complex business problems, interpreting data, and providing actionable insights
• communicate findings and recommendations to senior management and cross-functional teams to shape company strategies and objectives
• ensure accuracy and consistency across all data and reports, implementing best practices in data management and usage
• proactively seek opportunities to enhance the analytical capabilities of the department, including incorporating new data sources and analytical tools

Revenue Strategy Analyst

• Drive the roadmap for meter data management end to end
• Define high-value MVPs, validate correctness against real reads
• Translate metering, MDM, and billing expertise into clear specs
• Collaborate with engineering and design to release production-ready features
• Set KPIs and manage dependencies across the Revenue platform
• Take on new areas of ownership as priorities evolve

Senior Product Manager, Revenue – Meter Data Management

• Own all aspects of revenue recognition in compliance with ASC 606
• Serve as the company's primary subject matter expert on ASC 606 and ASC 340-40
• Partner closely with Technical Accounting on complex arrangements
• Oversee the Contracts organization responsible for reviewing signed customer agreements
• Manage contract amendments, renewals, and modifications
• Ensure strong controls and operational efficiency across the full contract-to-revenue lifecycle
• Partner with Finance Transformation and Business Systems to improve quote-to-cash processes
• Drive continuous improvement across contract processing, billing setup, revenue workflows, and reporting
• Partner with Accounting Leadership on revenue integration planning for acquired businesses

Senior Manager, Revenue Accounting – Operations

• Responsible for process design, implementation, and quality control monitoring
• Seeks out opportunities for operational improvement
• Provides compelling arguments for change with validated cost savings or efficiencies
• Has understanding on how projects align to broader organizational goals and business benefit
• Identifies and documents the impact of change
• Suggests policy, goal and rule changes
• Recommends improvements through implementation of more efficient processes
• Provides structure, feedback and direction
• Creates clear and measurable goals
• Holds self and others accountable
• Mentors and contributes to organizations body of knowledge on process design, modeling, execution, monitoring and optimization
• Actively seeks out industry and business information
• Understands how policies, systems and processes impact job performance and projects
• Fosters business knowledge and understanding among managers, business analysts and project participants

Senior Business Process Manager, TFB Revenue Operations

• Support day-to-day Revenue Operations processes across Salesforce, Campaign Monitor, partner operations, and renewal workflows.
• Maintain CRM data quality by assisting with account hierarchy management, duplicate resolution, account maintenance, and other data hygiene initiatives.
• Create and maintain reports and dashboards that provide visibility into campaigns, pipeline, partner performance, renewals, and operational metrics.
• Collaborate with Sales, Marketing, Customer Success, Finance, Partner, and Revenue Operations teams to troubleshoot operational issues and ensure processes run efficiently.
• Assist with documenting operational processes and identifying opportunities to improve workflows, data quality, and team efficiency.
• Support special projects and continuous improvement initiatives that help scale the Revenue Operations function.

Revenue Operations Analyst

• Own pipeline health diagnostics and inspection standards across NAPD sales motions
• Drive forecasting accuracy through disciplined inspection, trend analysis, and risk identification
• Establish and govern a clear, consistent set of Sales Performance KPIs aligned to Revenue Operations objectives

Revenue Operations Manager – North American Pharmaceutical Distribution

• Guiding clients by presenting options, discerning trade-offs, and providing recommendations.
• Documenting requirements and workstream plans.
• Rapidly prototyping, testing, building, delivering, and measuring the success of solutions.
• Tracking progress on work while keeping the team and clients up to date.
• Learning and working in different sales and marketing technologies, including Salesforce, Hubspot, Eloqua, Marketo, and related applications.
• Contributing to Go Nimbly’s internal knowledge-base by sharing successes, learnings, problem-solving with others, or leading trainings.
• Managing client relationships.

Senior RevOps Consultant

• Lead the annual Sales Incentive Plan (SIP) planning and issuance process, coordinating with Sales Leadership, Finance, and HR to ensure timely and accurate plan rollout.
• Own and manage the operational cadence of the end-to-end sales compensation process. This includes establishing, running, and enhancing all related processes in close partnership with the calculation owners in FP&A.
• Develop, enhance, and operationalize new and existing processes to improve the efficiency, accuracy, and scalability of our compensation programs.
• Partner with FP&A to ensure the timeliness and accuracy of commission calculations by providing clean data inputs and managing the process flow. This individual may be asked assist with pay modeling and other analytical requests.
• Design, build, and maintain robust reporting and dashboards to track key compensation metrics, including quota attainment, earnings, commission accruals, and incentive plan performance.
• Serve as the primary subject matter expert for all compensation-related operations and processes, providing timely support and resolving inquiries from the sales team regarding their attainment and the mechanics of their compensation.
• Analyze the effectiveness of compensation plans, identifying trends, and providing data-driven insights to leadership on plan performance and potential improvements.
• Manage and ensure the integrity of compensation data across all relevant systems, including Salesforce and any dedicated compensation management platforms.
• Lead projects focused on improving the compensation technology stack, including system enhancements, integrations, and the automation of manual processes.

Revenue Operations Manager II

• Improve commercial performance by identifying where sales execution is limiting results
• Build a clear case for change, and drive action through data-driven recommendations
• Work directly with sales leadership to improve pipeline management, forecasting accuracy, and deal progression
• Set clear standards for pipeline health, forecast quality, and opportunity progression
• Identify gaps in pipeline progression, deal execution, and operating practices that impact revenue performance
• Define needs for change and create visibility for leaders to take action and improve measurable business outcomes
• Build and maintain reporting, dashboards, and leadership views for pipeline health and sales performance
• Translate data into clear business narratives for leadership decisions
• Analyze pipeline progression, deal quality, and forecast assumptions to identify risks and opportunities

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