This role sits within the Revenue Operations organization and is responsible for translating go-to-market strategy into scalable processes, systems, and insights that improve pipeline health, customer outcomes, and revenue performance. As the AI-powered GTM technical landscape continues to evolve, this role will be instrumental in engineering the latest artificial intelligence and machine learning technologies to enhance GTM processes and decision-making, ensuring responsible implementation that drives measurable business impact.
What You'll DoOperations Leadership & Strategy- Own the end-to-end Operations function across Sales, Partner and Customer Success
- Act as the operational partner to Sales and Customer Success leadership, enabling pipeline growth, customer retention and expansion growth through strong process, systems, and analytics.
- Identify operational gaps across the full revenue lifecycle and proactively design solutions that scale with the business.
- Partner with Sales, Partner, Customer Success and Finance leadership to define and deliver on annual and quarterly revenue targets
- Translate strategic initiatives into clear execution plans with defined milestones, owners, and success metrics.
- Evaluate business tradeoffs and model financial and operational impacts related to pipeline generation, retention, expansion, and partner programs
Pipeline, Forecasting & Territory Planning- Own pipeline management processes and cadences, ensuring consistent hygiene, visibility, and stage-gate discipline across the sales cycle.
- Drive forecast accuracy through disciplined methodology, regular pipeline reviews, and close partnership with sales leadership.
- Lead territory/account planning in partnership with Sales leadership and Finance, ensuring equitable coverage and alignment to growth targets
Analytics, Reporting & Insights- Define and own core Sales, Partner and Customer Success KPIs, including pipeline coverage, win rate, forecast accuracy, quota attainment, retention, churn, expansion, adoption, and services utilization/capacity.
- Build and maintain executive and operational dashboards that enable decision-making across Sales, Customer, and Revenue leadership.
- Support QBR preparation and delivery - packaging performance data, trends, and risk/opportunity narratives for sales and customer leadership.
- Proactively surface insights, risks, and opportunities from the data so that sales and customer teams can act on them, rather than waiting to be asked.
- Partner with Analytics and Business Systems to ensure data accuracy, metric consistency, and reliable reporting.
- Translate complex sales data into actionable recommendations that influence business decisions.
- Analyze trends in performance, pipeline development, win rates, forecasting accuracy, and revenue growth.
- Create a culture of data-driven decision making throughout the sales organization
Systems & Process- Orchestrates AI-human collaboration in the sales process, and manages and optimizes AI sales intelligence tools and automated customer/partner interaction systems
- Partner with Business Applications to enhance automation, tooling, and system scalability across the sales and customer tech stack.
- Partner with Data Solutions to develop AI enabled dashboards and semantic search tools specific to GTM business needs
- Drive standardization and documentation of sales and customer processes, playbooks, and operating cadences.
- Reduce manual effort and operational friction through thoughtful process design
Cross-Functional Collaboration & People Leadership- Work closely with Sales, Finance, Analytics, Product, and Customer leadership to align pre- and post-sale operations with broader revenue processes
- Partner with Finance on forecasting, capacity planning, and compensation alignment for Sales and Customer Success teams.
- Lead cross-functional operating cadences to drive alignment, surface risks, and ensure follow-through
- Hire, lead, and develop a high-performing Sales & Customer Operations team spanning both sales-facing and customer-facing operations
- Set clear goals, performance expectations, and development plans aligned to business outcomes
- Foster a culture of accountability, operational excellence, and continuous improvement
Who You Are- 6+ years of experience in sales operations, customer operations, revenue operations, business operations, strategy, or a related role in a SaaS or technology environment
- 3+ years of people management experience, preferably leading senior individual contributors or managers
- Strong analytical skills with hands-on experience in financial modeling, Excel/Sheets, and BI tools (Looker, Tableau, or similar).
- Experienced in leveraging AI tools to solve reporting needs and building agents to perform repetitive tasks
- Deep understanding of the full revenue lifecycle, including pipeline management, forecasting, territory and quota planning, onboarding, retention, expansion, and services delivery
- Experience working with GTM Systems (Salesforce preferred; Gainsight or similar a plus)
- Proven ability to scale sales and customer-facing teams through process, systems, and data
- Strong program management skills with the ability to manage multiple initiatives in a fast-paced environment
- Excellent communicator and stakeholder manager who builds trust across functions
- A thoughtful, execution-oriented leader with a revenue- and customer-first mindset
Work Where You ThriveFor candidates based in the Austin metro area, the position follows a hybrid work model with three days per week in the office, balancing focused individual work with meaningful in-person collaboration.
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(Pay Transparency Range: $147,000.00 - $215,000.00)
Compensation Transparency The national base salary range for this role is posted above in this job post.
Final compensation will be determined based on factors such as relevant experience, skills, qualifications and geographic location. We also consider internal equity to help ensure fair and consistent pay practices across our teams.
Where applicable, this role may also be eligible for variable compensation (such as bonus or commission), equity, and benefits in accordance with local policies. Details will be shared during the hiring process. We are committed to equitable and transparent pay practices that align to market data, internal equity, and individual contribution.
