About The Role

You'll work hand-in-hand with GTM leadership and the sales team and will partner regularly with Finance, Legal, and Marketing to help optimize the deal cycle. You'll own Sales Operations end-to-end: the deal desk, pricing strategy and approvals, pipeline and forecast infrastructure, and the reporting and analysis that helps Sales leadership run the business. You will report directly to the VP of Revenue Operations/SMB Sales, and you two will partner closely on the broader revenue operations agenda.

At Ketch, operations sits at the intersection of systems, process, and data: you'll design systems that minimize manual processes wherever reasonable - building for scale rather than an automation that gets torn out in six months. Those systems capture the data needed to analyze GTM processes, and those analyses drive the next round of process and systems improvements.

AI is changing what a lean operations team can accomplish. Rather than building out separate ops leads, system admins, and pods of analysts, we are looking for one exceptional operator who works with AI to cover that ground: streamlining systems improvements and building AI-powered tools that put data and analysis directly in the hands of Sales leaders.

This is a remote role within the United States.
Responsibilities

Deal Desk & Pricing:

• Own the deal desk. Structure, review, and shepherd non-standard deals from quote through approval, and be the person Sales calls when a deal does not fit the standard shape. Keep the approval path fast and predictable, and make the standard shape the easy one to sell.
• Own pricing strategy and operations: packaging, price books, discount guardrails, approval thresholds, and the quote-to-close mechanics that enforce them. Analyze realized discounting, win rates by price point, and deal shape to recommend pricing changes, and build the case for them with data.
• Partner with Finance and Legal on contract terms, order forms, and revenue recognition inputs so the deal desk speeds deals up rather than slowing them down.

Pipeline, Forecast & Reporting:

• Own pipeline hygiene, stage definitions, and the forecast cadence. Give Sales leadership a forecast they trust and can defend, and the reporting to see where it is drifting before quarter end.
• Build the reporting and self-serve dashboards Sales leaders, managers, and reps use daily: pipeline coverage, conversion by stage and segment, velocity, quota attainment, activity-to-outcome linkage, and territory performance.
• Run the analyses that change how Sales operates, not just report the numbers. Segment profitability, ROI on sales investments, ramp and productivity by cohort, win/loss patterns. Construct the business case, and tell the story.

Systems:

• Design durable systems, not quick fixes. Do the math: quantify and prioritize business value before investing in automation. Ensure every system captures the data needed to analyze the process it runs. Make responsible, effective use of company assets.
• Own the Sales side of the CRM and the surrounding stack (CPQ or quoting, forecasting, sales engagement, and conversation intelligence), including the workflow, data model, and integration work that keeps it clean.
• Work with AI tools to accelerate systems design, administration, and integration work that historically required dedicated admins. Build AI-driven analytical tools and self-serve reporting that let Sales leaders answer their own questions. Continuously evaluate where AI can replace manual processes, and where it shouldn't.

Planning:

• Support territory and quota planning, capacity modeling, comp plan mechanics, and headcount analysis alongside Sales and Finance leadership.

Experience

• 7+ years in sales operations, revenue operations, or a comparable analytical GTM role at SaaS companies

• 3+ years directly supporting a Sales organization, including hands-on deal desk or pricing ownership

• Demonstrated track record of designing and implementing sales systems built to scale

• Example systems include: Salesforce, HubSpot, CPQ and quoting tools, forecasting platforms, sales engagement and conversation intelligence tooling

• Demonstrated experience running analyses that informed pricing, process, or systems changes

• Fluency with the numbers that run a sales org: pipeline coverage, conversion, velocity, ASP, discount realization, quota attainment

Qualifications and Characteristics

• Demonstrated, hands-on use of AI to multiply your output in systems work, analytics, or tool-building; be prepared to show us what you've built
• Comfort operating as a senior individual contributor: you are the Sales Ops team, augmented by AI, and you like it that way
• Sound judgment under deal pressure: you can hold a pricing line and still be the person reps want in the room
• Demonstrated ability to translate operational and systems work into measurable business value
• History of success working as part of a virtual global team environment
• Exceptional time management and people alignment skills
• Bachelor's degree or equivalent
• Able to legally work in the United States
• English language fluency (spoken and written)

$160,000 - $200,000 a year

The US Base Salary range for this full-time position is $160,000 - $200,000 + equity + benefits. Our salary ranges are determined by role, level, and location. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Your recruiter can share more about the specific salary range for your preferred location during the hiring process.