• Define and standardize the end-to-end GTM motion from Lead through Activation and Expansion, with every stage designed to be measurable, automatable, and scalable as the business grows • Own pipeline stage definitions, deal management standards, and the forecasting methodology that gives leadership confidence in the number—incorporating AI-assisted forecasting signals where appropriate • Design and enforce the handoff process between Marketing, Sales, and Customer Success, including data requirements, ownership clarity, and SLAs—eliminating the manual coordination that slows teams down today • Build and optimize CS processes across onboarding, adoption, renewal, and expansion—identifying where AI tools and automation can reduce rep burden and speed up time-to-value • Champion the principle that great process is a force multiplier: build workflows that eliminate low-value manual work, reduce cognitive load, and let revenue teams focus on what only humans can do • Establish documentation standards and accountability structures that ensure processes stick, evolve thoughtfully, and don’t become shelfware • Work closely with Systems, Data, and Enablement teams so that process design translates directly into system configuration, AI use cases, reporting, and training • Build out and lead a team of Revenue Operations Managers supporting Sales, Marketing and Customer Success, defining team structure, hiring, and developing talent as the org scales

• Lead the design and buildout of Salesforce for Sales and Customer Success • Identify, evaluate, and implement AI-powered tools and workflows • Design and deploy automation that eliminates repetitive manual work • Own the full GTM tech stack • Ensure seamless, reliable data flow across GTM tools • Establish and enforce standards for system configuration • Drive CRM adoption and own data quality initiatives • Assess and implement new GTM tools • Build out and lead a Systems team

Role Description Own and optimize end-to-end Demand-to-Retention (D2R) processes across the go-to-market lifecycle—from pipeline generation and forecasting to CPQ, billing, and renewals. Partner with Sales, Marketing, Finance, IT, and Deal Desk to improve pipeline visibility, forecast accuracy, and overall revenue performance. Leverage AI-powered tools (e.g., Claude code and similar platforms) to streamline workflows, enhance data quality, and drive smarter decision-making. This role focuses on identifying gaps, re-engineering processes, and implementing scalable, automation-driven solutions that improve efficiency and growth. Responsibilities - Possessing comprehensive knowledge of the Revenue Operations lifecycle, including lead routing, data enrichment, qualification frameworks, pipeline governance, forecasting, deal desk processes, and renewals or expansions. - Collaborating across Sales, Finance, Product, and Customer Success teams. - Utilizing AI tools (e.g., Claude, Claude Code, ChatGPT, and similar platforms with Salesforce CRM) to automate workflows, enhance data accuracy, and drive insights. - Designing and implementing AI-driven process improvements for lead routing, enrichment, scoring, forecasting accuracy, and pipeline health analysis. - Optimizing workflows and governance structures across the revenue tech stack to improve operational efficiency. - Identifying process gaps and driving continuous improvements across systems and workflows. - Supporting enablement and adoption of new processes, tools, and automation initiatives. Qualifications - Hold qualifications in Business, Finance, or a related field of study. - Bring over 5 years of experience in operational roles related to market strategies, revenue processes, or business workflows, with required proficiency in Salesforce CRM (SFDC). - Demonstrate familiarity with diverse sales and marketing tools, such as Leadspace, LeanData, Clari, Clay, Apollo, ZoomInfo, Zuora or similar CPQ systems, Lusha, or equivalent platforms. - Have good experience with AI/automation tools such as Claude, GPT-based tools, or similar platforms for workflow automation, analysis, or data operations. - Have previous experience in revenue operations in a SaaS environment. - Have good communication and stakeholder management skills to drive RevOps process optimization and reengineering across global teams (US, UK, EU, APAC). - Have good organizational and project management capabilities. - Be able to operate in a global work environment, with flexibility to align working hours (up to ~11 PM IST) to support EMEA, APAC, and U.S. stakeholders. Benefits - As part of our award-winning workplace culture and commitment to delivering happiness, our benefits program offers a variety of perks, benefits, and options to help employees maintain their physical, mental, emotional, and financial health. - Support work-life balance and contribute to their community in meaningful ways.

Role Description At Dscout, we’re building the most flexible and powerful UX research platform on the market—trusted by the world’s top brands in finance, healthcare, consumer goods, and tech. Our tools help teams deeply understand the humans behind their products, so they can build better ones. We are expanding our smart and driven team and would love for you to join us. Of course, what is outlined above is an ideal set of expectations; however, business needs and other projects and tasks may shift, and additional tasks could be assigned at the discretion of your manager. Qualifications - Passionate, empathetic, and curious professionals. - Alignment with the values of diversity and inclusion. Requirements - Experience in UX research technology. - Ability to shape product roadmaps and business strategies. Benefits - A strong and competitive compensation package with a built-in bonus and equity program. - An incredible and progressive benefits package, including flexible PTO, 15 company holidays, and 12 weeks of paid parental leave. - 401k match and much more. - An education stipend to support your growth & development. - A remote work stipend. - A company that is open and transparent with our team. Company Description Dscout is a team of passionate, empathetic, and curious professionals. As a recognized leader in the Forrester Wave, we’re at the cutting edge of experience research technology. The power of research drives us - how in-context insights from real people can build more enjoyable products and services. - We prioritize learning, sharing, and building. - We value being a diverse and inclusive team and company.