Revenue Operations + Strategy LeadBuild the machine that turns named target accounts into closed revenue and collected invoices. Own the full pipeline - target lists, sourcing, warm intro routing, CRM hygiene, seller enablement, closing mechanics, billing - and the operating system around it: capacity planning, comp plans, forecasting, and board-level revenue reporting.
This is a doer role, not a manager role. You'll have a budget for consultants and tooling, but the judgment and architecture are yours. Start simple, iterate fast, and build something that works at twenty deals and still works at two-hundred. This is an experimentation job - some bets will work, some won't, and the point is to learn fast and compound what works.
Role Responsibilities- Named target lists and account intelligence - who we're going after, why, and in what order
- Strategic account planning - partner with the CEO on enterprise targets; map user champions and executive sponsors, design the pursuit strategy, and extract learning from every at-bat whether we win or not
- Sourcing and warm intro routing - map the network, build the process, define the outbound playbook when no warm path exists
- CRM as single source of truth - pipeline stages, exit criteria, lead scoring, intent signals, deal evaluation
- Closing mechanics and deal desk - pricing guardrails, proposal structure, margin protection, approval workflows as deal sizes grow
- Billing, renewals, and platform expansion - clean handoff to invoicing, renewal cadence, QBR structure, and the cross-sell motion that determines which existing customers get pitched which new products, in what order, at what price point. Net revenue retention is the metric that proves the platform thesis
- Capacity planning - when to hire, territory design, pipeline coverage ratios, ramp modeling
- Comp plan design - AE quota and OTE, SDR incentives, CSM variable comp; simple, aligned, competitive
- Revenue forecasting and board reporting - bottoms-up forecast, unit economics by segment, customer concentration, the narrative that drives the next fundraise
- The operating cadence - weekly pipeline review, monthly forecast, quarterly segment review with the CEO
About You- 4-8 years in revenue ops, sales ops, or GTM ops at a high-growth B2B company
- Experience enabling sales into financial institutions, regulated enterprises, or similarly complex upmarket buyers
- Hands-on CRM fluency - you've built pipeline infrastructure from scratch
- Comfort with comp plan design, capacity modeling, and board-level reporting
- Analytical chops: spreadsheets, BI tools, ideally SQL
- Similar stage experience (post-seed through Series B) with limited resources and fast iteration
- A doer mentality - ship something simple that works over something comprehensive that doesn't exist yet
Nice to Have- Prior experience at a Series A-C stage company where you helped build operations from the ground up
- Experience temporarily owning a finance function or working closely with finance leadership
- Experience with CRM systems, project management tools, and operational tooling (e.g., Salesforce, HubSpot, Asana, or similar)
Compensation & Benefits- Competitive compensation package and equity plan
- Health, dental, and vision insurance with 100% premiums covered for you
- Unlimited PTO (and yes, we expect you to use it!)
- 401(k) plan with a company match
- OneMedical membership
- Short-term and long-term disability insurance
- Company-paid life insurance
- Monthly pre-tax commuter benefits available
- Learning and development stipend for continuing learning opportunities
- Financial support for relocation
