• Own the [in progress] HubSpot to Salesforce migration, handle the data cleanup, and ensure our CRM is optimized for an enterprise motion. • You’ll be responsible for building and maintaining the dashboards that our teams live in, from individual reps to our Sales Directors and the executive team. • Be the face of decisions regarding territory scaling as we grow, account disputes, and lead routing. We need someone who can be firm, fair, and data-driven in these moments. • Work closely with Finance to prepare board decks, manage commissions, and refine our forecasting. • Ensure lead flow, ICP definitions, and account ownership models are seamless across all of Revenue (Sales and Marketing).

Role Description This is a rare opportunity to rebuild and own the revenue operations function at a critical inflection point - when the company is simultaneously integrating multiple brands and systems, and undergoing a comprehensive AI transformation. The goal is for every workflow, system, and decision loop in the GTM engine to be embedded with AI. The result: a self-optimizing revenue machine where AI handles volume and pattern recognition while humans own strategy, relationships, and creative judgment. You will own both the operating model and the GTM AI roadmap - driving the systems, data infrastructure, and intelligent automation that will define the company's competitive advantage for the next decade. This role is for someone who wants to build and lead hands-on - not just advise. You will sit at the intersection of strategy and execution, and direct a team of 8 that support revenue operations and GTM AI transformation across 4-5 vertical divisions. - Define and own the RevOps strategy, priorities, and operating model across the full revenue organization - Design the processes and governance structures that underpin how revenue is generated, tracked, and optimized - Act as the connective tissue between marketing, sales, onboarding, CS, finance, and IT - ensuring alignment on data definitions, process standards, and system architecture - Build and run the executive-level KPI framework and operating cadences that keep the leadership teams aligned and accountable - Lead the cross-functional operating cadence: weekly AI task force, bi-weekly model performance reviews, monthly GTM data audits, and quarterly executive readouts - Make and enforce standardization decisions when business verticals conflict on process, data, system questions, or priorities - with clear decision frameworks and escalation paths - Build the RevOps roadmap and own resource prioritization across all initiatives, balancing AI transformation work with day-to-day operational excellence Qualifications - The ideal candidate is primarily a revenue thinker who happens to use AI as their main lever — not an AI enthusiast who happens to work in revenue. - Domain instinct (knowing what makes deals close, what makes customers churn, what motivates a quota-carrying rep) doesn't get replaced by tooling, and it's still the foundation the rest is built on. - 3+ years in Revenue Operations, GTM Strategy, or a closely related function at a B2B SaaS company - Track record of building and/or scaling RevOps teams - Data fluency at the query level, not the dashboard level – ability to pull clean cohort retention, multi-touch attribution, or pipeline conversion analysis without waiting on a data team - Hands-on experience with modern GTM tech stack: CRM (Salesforce preferred), marketing automation, intent data, conversation intelligence, revenue forecasting platforms, BI tools, etc. - Demonstrated experience implementing AI or ML tools in a revenue context - lead scoring, forecasting models, or data automation at scale - Ability to whiteboard data and process flow from lead to cash - Understanding of AI tooling and agentic workflow design - Experience leading cross-functional alignment across sales, marketing, finance, and IT stakeholders with competing priorities - Understanding of revenue modeling, revenue KPIs that matter, compensation design, forecasting science Requirements - The single most important trait is builder energy over operator energy. - You think in systems: You see how processes, data, and people interconnect - and you build for the whole, not just the part in front of you - You move fast with rigor: You don't let perfect be the enemy of good, but you don't ship slop either - you establish clear standards and hold to them - You have a bias to automate: When you see a repetitive workflow, your instinct is "what would it take to make this run itself?" not "let's hire an analyst." - You are obsessively data-driven: Every decision you make is grounded in data; you are comfortable building and tearing apart a model - You are an early adopter: You follow the AI landscape closely, know the tools better than the vendors do, and are energized by what's possible - You build for scale: You don't just solve today's problem - you build the system that won't need to be rebuilt in 18 months - You lead through influence: In a cross-functional role - you align, persuade, and build coalitions to drive change Benefits - Paid Parental Leave benefit programs - #GiveBackDays/Commitment to social impact – 3 extra days off to volunteer and give back to your local community - Ongoing dedication to Diversity & Inclusion initiatives such as D&I Council, Global Mentorship Program - Access to free mental health support - Flexible working arrangements

• Build a Revenue Powerhouse: Lead and integrate the Sales Operations, Sales Enablement, and SDR functions into a single, proactive unit that supports both Sales and Customer Success. • Architect the Source of Truth: Enforce rigorous data standards within Salesforce to ensure it remains the primary, accurate engine for all GTM reporting and decision-making. • Drive Strategic Automation: Proactively investigate and implement AI tools—specifically leveraging Gemini—to introduce automation that improves organizational speed and leverage. • Translate Data to Strategy: Own the end-to-end analytical process for board decks and executive presentations, ensuring all GTM data is structured, planned, and actionable. • Solve Organizational Friction: Identify dispersed knowledge or duplicated functions across the organization and design programmatic solutions to bring them together.

• Own our overall technical architecture for Revenue acceleration, aligned with our overall GTM strategy • Continuously innovate to improve the use of our tech stack, acting swiftly on feedback. Adopt best-in-class practices and be connected to the latest thinking through external RevOps and sales networks • Execute on flawless change management for new implementations while driving a culture of experimentation • Maintain the integrity and ongoing development of our CRM platform (Salesforce), along with its associated tools. • Assess the current technology stack, pinpointing chances to optimize and integrate systems for better data accuracy, reporting, and automation. • Lead knowledge transfer of tools and tech to ensure sales teams are maximising usage, efficiency and productivity. • Collaborate with IT and data teams to guarantee seamless integration, data governance, and security. • Design, Develop, Document and implement key sales end-to-end processes and owners • Design and launch processes, workflows, and automation that drive internal efficiencies and up-level the effectiveness of our teams to deliver greater value to our customers • Establish policy documentation for all sales ops topics including lead management, opportunity management, splits, account allocation, segmentation, etc • Define and enforce policies and procedures to ensure compliance, data integrity, and consistency. • Work closely with sales leaders and RevOps leaders on major change projects to ensure processes, documentation and tools are part of the change strategy • Manage and mentor a team of process analysts, sales technology experts, Salesforce administrators/engineers (ICs and Team Leads) • Provide guidance, coaching, and professional development opportunities to enhance team members' skills and performance. • Foster a collaborative and inclusive team culture, promoting knowledge sharing, cross-functional collaboration, and continuous learning. • Set clear performance expectations, monitor progress, and provide regular feedback and recognition. • Collaborate with other Revops leaders to deliver projects as one team, advocate for the requirements of other Revops teams in new projects and communicate early and widely